Risk perspectives - The devil is in the detail

We have all had those great days when that major account we've been chasing for years calls up to say we've got the business. It's a mid-term appointment because they have had a problem with their incumbent broker and could we take over immediately?

Once the celebrations have settled down, it is time for sober reflection and a full assessment of the account. It is all too easy to assume that, because the insurances were placed by a professional and proficient competitor, nothing needs to be d

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