Intelligent Insurer magazine recently reported that larger buyers of reinsurance are forming “closer and deeper relationships with their bigger reinsurance partners”.

This aligns with some of the messages coming though from a project we are undertaking with a reinsurer currently. It also represents a broader truth that we see coming from that, and many other projects in the professional and financial services sectors that we have run, including for law firms and accountants.

Clients are acutely interested in that element of added value that distinguishes one supplier – or partner – from another. Reducing time or complexity in managing different supplier relationships is valued – but provided the chosen key suppliers can demonstrate reliability and this deeper understanding of the client’s aims and how to help them get there.

Enabling fee earners and business developers to do this should be considered as a key aspects of a firm’s approach.

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