In-depth: Digging for victory


Brokers that do not specialise and operate in niche areas are bricking up doorways to future growth and failing to monetise some of the specialist expertise they already have in their business.

Anecdotally, market commentators suggest as few as 10% of brokers develop their specialist or niche business and instead prefer to operate as general brokers catering for the ad hoc business that comes their way.

However, Tony Cornell, founder at Cornell Consulting, believes this is madness and that broke

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