Lost in translation?
Helen Devery, partner and head of broker sector at insurance law business, BLM, discusses the importance of thinking in industry sectors when dealing with corporates.
On the whole, businesses tend not to view themselves in terms of market segment, such as small-to-medium-sized or middle-market.
However historically the insurance market has taken that more general approach, which has led to a level of disconnect between broker, insurer and customer.
Indeed, corporates do not pigeon-hole themselves according to the size of their organisation, but prefer to identify their organisations in terms of their specific sector and the products and services they provide
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