Management - business development: service as selling


Within insurance broking and professional services generally, there is often a reluctance to adopt the ‘sales’ tag. In some cases this may disguise a failure to recognise the fundamental importance of selling to any organisation looking to promote quality products or services in a competitive market.

If brokers are to avoid being pulled into a price battle, it is essential to build value to secure a premium for their service.

Yet adding value is only possible if it is relevant to the client. To

To continue reading...

You need to sign in to use this feature. If you don’t have an Insurance Age account, please register now.

Sign in
You are currently on corporate access.

To use this feature you will need an individual account. If you have one already please sign in.

Sign in.

Alternatively you can request an indvidual account here: