Insurance and brokers
The corporate client renews the policy without reading it, and you are not in the room
Brokers and agencies that work with businesses live off their portfolio. Policies renew every year almost automatically, and changing intermediary is a choice the entrepreneur always postpones. To win a new company you have to arrive before the expiry date, with a reason to be heard.
The starting point
The challenges we meet most often
Challenges 1
Stalled portfolio
Clients stay, but few come in. The portfolio only grows through renewals and premium adjustments.
Challenges 2
You Only Talk About the Premium
If the company calls you for a quote, the comparison is on price. Coverage, deductibles and claims handling move to second place.
Challenges 3
New Risks Little Explained
Cyber risk, catastrophe risk, directors’ liability. Many business owners don’t know they are uncovered until something happens.
The method in the industry
How we work in this industry
We segment by prevailing type of risk: a transport company, a construction firm and a food producer have very different insurance programmes. We choose a concrete, current entry topic for that segment, such as the obligation to cover catastrophe risks or cyber risk, and propose an analysis of the existing programme. The message goes to the CFO or the owner, by email and LinkedIn, with the consultant signing in the first person. Policy expiry dates that emerge in conversations stay tracked, so the follow-up arrives at the right moment.
Who we talk to
CFO or head of administration
They manage the insurance programme and the premium budget. They want to understand whether they are paying the right amount for what is covered.
Entrepreneur
In SMEs they sign, and they have known the broker for years. They switch only if you show them a risk nobody had explained to them.
Risk Manager
In larger companies they map risks and coordinate coverage. They look for an intermediary who brings technical expertise and access to markets.
HR manager
Decides on welfare, supplementary health insurance and employee coverage, which are often the entry point for the rest of the programme.
The objection we hear most often
«Entrepreneurs are tied to their longtime broker, they don't switch.»
Many say no, it's true. But they do not need to change everything at once. A well-done analysis of the insurance programme almost always finds an uncovered risk or a policy to review, and that is the way in. The rest of the portfolio comes at the next renewal, if you did well on the first.
Recommended services
The channels we use here
Account Based Marketing
Surgical targeting on a named list of companies you want to win. Multi-decision-maker, multichannel, zero waste.
Discover the service →
Cold Email
Email campaigns personalised message by message, aimed at the final decision-maker, on lists defined on your market and with a custom-built infrastructure.
Discover the service →
Frequently asked questions
Questions about the industry
How does an insurance broker acquire new corporate clients?
By offering an analysis of the existing programme instead of a quote. The analysis brings out gaps and expiry dates, and moves the conversation from price to expertise. Contact is made with the CFO or the entrepreneur, depending on size.
Can Companies Be Contacted to Offer Policies Without Breaking the Rules?
Yes, B2B contact to company addresses with a professional message and the option to receive nothing further is a legitimate practice. The intermediary’s transparency obligations remain, which concern the advisory phase and not the first contact. On these points we work with your compliance office.
Which risks open the most conversations with companies?
The new or poorly explained ones: cyber risk, the obligation to cover catastrophic events, the liability of directors and executives. These are topics on which the entrepreneur knows they do not know enough, and they listen.
Your market is in the industry insurance and brokers? Let's talk.
In the Feasibility Study we tell you honestly whether it makes sense to get started in your industry, and how.