Corporate loyalty - The importance of good relations

Steve Green assesses how careful relationship management can foster loyalty to increase repeat business volumes from larger, corporate buyers

Business common sense suggests that developing and maintaining productive relationships with larger corporate insurance buyers is a good thing. Working together to understand a customer's perspective and its attitude to risk management is a key objective for an insurer.

As an industry we do this very successfully with many customers, but there appears to be part of the UK customer base that shows itself to be consistently and actively disloyal to holding insurers and brokers. Somehow along the