NU sets its sights on SME brokers with new TAM strategy overhaul

Norwich Union (NU) is to revamp its telephone account management (TAM) strategy, after admitting it had underutilised a part of its business that represents more than £150m in premium.

John Kitson, intermediary director at NU, confirmed that the insurer has plans to grow this area "significantly" in the coming year.

Mr Kitson said: "At the moment, we are an average player in an average market but we want to be a market leader, which has a holistic view and is commercially savvy. We used to con