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Insurance Business | 03 Jul 2013, 12:00 AM Agree 0
Is the day of the humble business development manager over? Brokers speak out.
  • Robert Cooper | 03 Jul 2013, 11:21 AM Agree 0
    The trouble is, when a BDM works hard to help the Broker, he often becomes very unpopular with the Underwriter in their company because they have to bend the rules so much. The BDMs that try to keep their own company happy and play by the rules of their underwriters are usually less successful and draw the ire of Insurance Brokers.
    Underwriters do not want BDMs to have very much authority because BDMs often see it from the Broker's point of view and want to help the Broker win the account for them and their own results which they are often measured on. BDMs often get frustrated with their own internal processes, but have to tow the party line. We can judge BDMs too harshly. It is a relationship game they have to play.
    That is why those BDMs who try their hardest to help Brokers move on and become very good Insurance Brokers themselves.
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