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Many of my clients are looking to reduce costs during these challenging economic times and one of the first places they look is at their insurance spend. This has led some of them to shop around and I am finding it harder to retain them. What can I do to buck this trend? Graham Hollebon responds.

Despite talk of an end to the recession, many small and medium-sized enterprises continue to struggle and so are looking at ways to cut costs and save money. Unfortunately, insurance will often be near the top of their list when it comes to looking at ways they can make savings.

To make matters more challenging, price focused direct brands and aggregators have started to gain a foothold in the SME insurance marketplace and this puts greater pressure on the broker relationship. Just as in