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Beating the broking giants

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Insurance Business | 24 Sep 2012, 12:05 AM Agree 0
The global broking behemoths of Aon, Marsh and JLT win several big deals in Australia. So how do the locally grown insurance brokers battle them? Three brokers tell us how to take on the internationals…
  • Scott Reid | 24 Sep 2012, 02:50 PM Agree 0
    Having recently concluded an 11 year stint with Aon, this is how it works for SME clients. They send out a new business rep who is for the most part a charming youngish sales person with very little in the way of technical knowledge, he or she signs the client up and thereafter it goes into a central service area or as we used to say "the sausage machine" which is a call centre type service model. Everytime the client rings he/she will be talking to a different person - that person will be typically quite young with the minimum statutorily required level of training and even less in the way of actual experience. Particularly in recent years (even months) Aon has moved away from the traditional service model of account executive/client relationships, there simply is not enough money in it for them. Ladies and gentlmen, armed with that knowledge you do not need me to tell you how to blow them out of the water. Far from being on the back foot with the internationals we should be taking the fight right to their front door. Happy hunting!!!
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