Tell us about yourself and your business
I’m a 30+ year insurance professional, who has specialised in PI and D&O. My business provides advocacy and insurance support to a range of SME clients.
What was the journey that brought you to your current role?
I started with international brokers and after a stint as a partner in my own broking business, I spent 10 years as a risk manager for a Govt Business entity and a Large insurer. I decided to rejoin the broking industry after being convinced that my skillset would be of value by the head of a large PI insurer. I eventually found a niche as an AR of McLardy McShane.
What’s behind your success?
I’m not sure that I’ve had “success”! I’ve enjoyed a varied career and have a number of clients who have remained with me for more than 20 years. My focus has been to do the best job, take my clients on the journey to understand what I do and why I do it. If you can measure success as a broker, then having loyal clients who value your advice and respect your efforts must be one method and, then I’ll happily take that as success.
What’s a mistake you’ve made that you’ll never make again?
Not listening to my instincts. Trust my judgement, if it walks like a duck and quacks like a duck….it must be a duck.
What’s the one secret about your field or industry you wish everyone knew?
That price is not the ultimate arbiter of quality. Just because someone says they’re a specialist doesn’t mean that they are.
What are your predictions for the industry for the next few years?
I’m predicting a return to insurer profitability. However this will continue to be at the cost of to the detriment of the insurance buyer. There is a massive skills gap at the insurers and its easier to say no than actually assess price and cover the risk correctly .
What’s your main goal for the year ahead?
Grow my business and client numbers. Expand my team.
What are the biggest problems you face when dealing with MGAs, underwriters or insurers?
Inexperienced underwriters and inflexible capacity. too many good risks get thrown out becuase the occupation as a whole is seen as problematic.