KUCI indeed

I agree entirely with the opening sentence of the article Storm Clouds Gather (PB, March) concerning broker inducements. It represents my own view that the clouds have been gathering since insurance was exempted from the Unfair Contract Terms Act 1977.

I see the fallout from Spitzer as one symptom of the commercial 'tsunami' caused by the invention of the internet and exacerbated by the human element.

Having been an insurance broker since 1964 I have come to the conclusion that it is time to go back to basics, learn from past mistakes and take the right steps forward in a changing world that is getting smaller by the day.

I also believe that, in any profession, the cobbler should stick to his last, the question uppermost in my mind is why is insurance regulated by the Financial Services Authority and not the Chartered Insurance Institute?

It also leads me to regard the human factor as a fifth dimension and to describe the needs of the insurance professional with the acronym KUCI: Knowledge, Understanding, Communication and Intent.

John Lynch, Managing director, Insurance Advisory Service.