Recipe for disaster

With awareness of the need for disaster recovery planning by SMEs at an all-time high, Paul Jackson investigates the increasing opportunity for brokers to capitalise on this and add value to clients

Brokers are good at selling insurance policies - that is what they do. Selling additional products or services to broaden appeal and increase margins makes clear sense, but involves the broker stepping outside of their 'comfort zone', particularly at the sales front-end. This is especially true of risk management services, wherein a number of brokers have set up specialist divisions to try to overcome the difficulties of selling both policies and add-on risk management services at the same time