047: Insurance Brokers, Process and Growth - with David Lewis

On today's episode, we’re excited to be chatting to David Lewis from David Lewis Consultancy. David has had a long and varied career in the industry, specifically through WAM organisations, brokers, insurers and even captive insurers. He’s talking to us about his experience, his expertise and what he’s learned whilst working with different size companies and organisations.   LEARNING OBJECTIVES: Most learnt behaviours have come from regional entities rather than larger organisations and that’s rather revolutionary. There is such hierarchy that you have to navigate through to get things done in big organisations that it can be quite frustrating. Process often gets lost in hierarchical decisions and that’s the refreshing thing about working with smaller to medium sized brokers. The difficulty when implementing changes in any organisation is the cultural attitude. Outsourcing can be incredibly valuable and it’s naïve for companies to think they have all the necessary skill sets at all times.   BEST MOMENTS: ‘’I very quickly realised that the power in the insurer broker relationship sat very much with the broker. They decided whether they were going to use my services or the services of North Union. I wanted to move into broking and talking to clients more naturally and be a bit more in control of my own destiny.’’   ‘’Although you would point at the big boys and say, well, they have the resources and they have the expertise, the breadth and depth of expertise, and the global reach and all that type of stuff - I'm not really sure at client level the majority of clients actually see the value for that.’’   ‘’…if you look at prospecting or even renewal business, it's so common for client executives to focus on the renewal, focus on all the issues around renewal and then they realise they're in the competition.’’   ‘’The mistake you don't want to make as a business is to bring in an outsourced supplier so you can simply say you can tick the box that we provided this service or this training or this advice, and then expect things to change because they absolutely won’t.’’   RESOURCES: David Lewis’ profile: https://www.linkedin.com/in/david-lewis-0b8531101/   ABOUT THE GUEST David Lewis is the Director of David Lewis Consultancy. David is a senior executive with wide-ranging experience in leading national and international business teams, founded on the delivery of high-level performance, innovation and dynamic process change. He has a wealth of experience in the industry and for the past two years, has been recognised as one of the world’s 50 most influential people in his field.   ABOUT THE HOST Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership. If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly    Website: https://bostontullis.co.uk/ Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation