Engaging with SMEs
A sound SME client base is fundamental to any regional broker. Edward Murray advises on how to win this much sought after business in a period when many smaller enterprises are having to make cost savings
Competition for small to medium-sized enterprise (SME) business is incredibly tough with direct writers and niche players muscling their way into what has traditionally been the territory of regional brokers.
Many SMEs are also under massive financial pressure as they fight their way through the recession and this has made them more sensitive to exactly what cover they need and how much it will cost them.
When a strong book of SME clients is the bread and butter of any successful regional broker
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