048: SME commercial business and the opportunity is presents - with Nic Brown

048: SME commercial business and the opportunity is presents - with Nic Brown Have you read Markel's white paper on eth economic makeup of the UK commercial industry? On today's episode, we’re excited to be chatting to UK Sales and Marketing Director at Markel, Nic Brown. Nic joined Markel in December 2018, from his previous role at Bupa as Global Sales Director. He’s here to talk with us about his role, what he thinks about the industry as it stands and the White Paper that Markel wrote last year.   KEY TAKEAWAYS: The breadth and depth of the SME world is breath taking – the diversity and challenges they face is inspirational from a provider perspective. The White Paper formed an opportunity to move away from the discussions around COVID and to start thinking a bit more proactively. The pandemic has given the industry a huge opportunity to showcase their capabilities and focus on being better customer centric. Understanding your customers’ behaviour and challenges will enable you to strategically build tools so you can ‘go wider’ in terms of your business growth and offering.   BEST MOMENTS: ‘’…it was the first time that we decided to have a think about the intellectual property that we had available, and to see whether or not we could generate some interest in education and information, etc to the broker community, especially around the SME market - we hadn't seen much being done in that space.’’   ‘’We all have to do a better job to represent our industry because the majority of us work in an ethical and highly customer focused way and I feel like now's the time for us to really push that because some of this been a bit lost and definitely overtaken in the last 12 months.’’   ‘’I think that brokers have responded really well to us giving them the tools to be able to talk to their customers and to give them some direction.’’   ‘’The stickiness of a customer is so super important, particularly given the way things are changing. The more ways in which you have contact points, giving advice, and are sort of in bed with that business, the more ‘stickier’ they're going to be.’’   RESOURCES: Nic Browns’ profile: https://www.linkedin.com/in/nic-brown-06a144a/ The White Paper: https://uk.markel.com/insurance/getmedia/5d9660af-26a7-4a02-a5ce-c876530fc1e7/Markel-whitepaper-driving-growth-in-new-normal.pdf   ABOUT THE GUEST Nic Brown is the UK Sales and Marketing Director at Markel. Nic has worked across the full range of insurance and financial services products, both in the UK, Europe and internationally and has previously held sales and marketing leadership positions at AXA, Cigna, Atena and Citibank.   ABOUT THE HOST Boston Tullis is a network of industry professionals working with Insurance brokers to offer solutions to business development ceilings. Boston Tullis helps with marketing, financial planning. panel development and more.   Website: https://bostontullis.co.uk/ FCA Covid-19 Update: https://www.fca.org.uk/coronavirus Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation