Broker Research Highlights the Value of a Niche with Adrian Saunders

Adrian Saunders is the Commercial Director at Ecclesiastical. He’s worked in both the company and broker markets and has his own specialisation in developing new enterprises within organisations and reengineering existing processes to develop strategy…

Consciously Building Trust in Business Relationships with Richard Higham

GSR Podcast host, Richard Higham writes, speaks, consults, coaches and trains on sales performance in a changing world. He serves as Managing Director of SalesLevers and as Chair of Gyroscope International and in this episode, he discusses with Sarah the tricky…

Futureproofing your Business: The Importance of Agility in Broking with Sean Neal

Whether you’re a generalist or working within a niche scheme, making your name in the industry in our current economic climate will be an uphill battle. How can you futureproof your business in light of these conditions? In what ways can you increase the agility…

Tool Theft & £250m per Annum in Costs with Alan Brett

Builder Alan Brett didn’t take the theft of his tools lying down. When neither the police nor his insurers were interested, he decided to do something about it. Listen to his fascinating story as he seeks to develop a national tool database. The insurance industry really should take…

Leadership in Unusual Times with Alistair Fraser

Having started in insurance with the Independent, Alistair has spent most of his career with the major global brokers. He’s been with Marsh for 13 years and is now CEO of Marsh UK Corporate following spells with Marsh in Indonesia and Singapore. With leadership experience…

Being in the Insurance Industry with Steve White

Steve White has now been in charge at BIBA for 8 years. During that period, we’ve had Brexit, the pandemic and the impact of the transition from the FSA to the FCA – it’s been busy! Listen to Steve’s take on the market and how it will continue to change and adapt…

New Job? Make an Impact with Gary Williamson

How do you make an impact when you join a business? Gary Williamson, newly appointed MD at Kingsbridge Insurance Brokers talks, strategy, niche vs generalist, acquisition and more, in this lively conversation with Sarah Myerscough of Boston Tullis…

Make an Impact When You Communicate, with Susan-Heaton-Wright

How do you get to be the person in the room, or on the zoom, that catches everybody’s attention? Susan Heaton-Wright, creator of the Superstar Communication methodology, has worked with the CII and global…

Specialist vs Generalist Broking: What’s Your Proposition? with Adrian Saunders

Do you consider yourself to be a specialist or a generalist broker? What are the pros and cons of both? Ecclesiastical are conducting qualitative research across the market to identify exactly why brokers specialise…

Book Leasing with Ian Wainwright

Ever creative, insurance brokers are always looking for new ways to grow. Stuart Randall and Ian Wainwright’s new venture, Brokerring, introduces the novel concept of book leasing. A really innovative solution for medium sized brokers looking to grow, or smaller…

Communication & A Hard Market with Brett Sainty

On today’s episode, we’re excited to be talking to Brett Sainty, Managing Director of BLW Insurance Brokers. Brett’s 30 years career in the insurance industry spans broking and MGA management as both employee and business owner. We’ll be…

R&D Tax Relief and how you can help your brokerage with Justine Dignam

On this episode, we’re chatting to Director of Incentives and Reliefs at Markel, Justine Dignam. Justine is responsible for driving the development, growth and management of the tax incentives and relief division of Markel Tax…

Nic Brown

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…

David Lewis

On this 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…

Modus Underwriting

On this episode, we’re excited to be chatting to Giles Ashley, Product Development Manager and Lyndsey Barnett, Head of Broker Management at Modus Underwriting. They’re here to chat with us about automation in the insurance industry, what that looks like in the future…

Declan Murray

On this episode, we’re excited to be chatting to Declan Murray, Marketing Business Partner at Willis Towers Watson Networks. We’re talking all things marketing in the insurance industry. You can learn more…

CSR Panel

A slightly unique episode, we’re joined by the above from our expert panel on Corporate Social Responsibility. We talk all things CSR and explore the ways in which the insurance industry can make an impact!

James Mant

On this episode, we’re delighted to be chatting to James Mant, Managing Director of Greenfield Insurance Services. He talks with us today about his personal and professional journey through the…

Brad Fraser

On this episode, we’re excited to be chatting to cyber-security expert, Brad Fraser. Brad is the CEO of Infoprotect and he chats to us about cyber-risks, including the importance of knowing and assessing your own and how we can talk and explain these to our clients.

Andrew Sparrow

On this episode, we’re chatting to Andrew Sparrow, Managing Director of Fidentia Insurance Brokers. Andrew has a long varied history in the insurance market and we’re particularly talking about the impact of COVID, Brexit and the technology…

Paul Smith

On today’s episode, we’re excited to be speaking to Paul Smith, Managing Director of Fenchurch Insurance. Paul has over 20 years’ experience in the insurance industry and is chatting with us today about his journey, experience and specifically…

James Willison

In this weeks’ episode, we’re delighted to be speaking to James Willison of Web Connectivity Limited (WCL). James’ background is in management consultancy as well as the Lloyds and London market. He chats with us today about his experience…

Michael Keating

In this weeks’ episode, we’re excited to be speaking to Mike Keating, CEO of Managing General Agents’ Association (MGAA). Mike has been in the industry for a number of years, in various different roles and is here with us today to talk about the Lloyds…

Chris Luker & John Dunn

In this weeks’ episode, we’re chatting to Chris Luker and John Dunn of Luker Rowe. Both Chris and John have extensive experience in the insurance industry and we’re delighted to be talking to them today about the challenges the industry faces in 2020…

Justin Ward

In this weeks’ episode, we are speaking to Justin Ward. Justin is the Director of TNR Direct and has spent the last 34 years in insurance. Justin joined TNR Direct 5 years ago and chats with us today about his journey and thoughts on the current…

Rob & Alistair

In this weeks’ episode, we’re tripling up! We are really excited to be chatting to Rob Thacker and Alistair Body. Both joining us from Momentum, Alistair is the Business Development Director and Rob is the CEO of Pozitive Insurance Solutions – a…

Gary Williamson

In this weeks’ episode, we are speaking to Gary Williamson, Training and Development Manager at South Essex Insurance Brokers. Gary has over 25 years experience in the industry across all elements and joined South Essex Insurance Brokers in…

Alastair Roberts

On today’s episode, we’re speaking to Alastair Roberts. Alastair is the Director of Alastair James Insurance Brokers and is talking with us today about those brave enough to be thinking about ‘going it alone’. Alastair has his own story to tell and will be sharing with us his great advice and tips which he was able to take from his own…

Richard Higham Pt. 3

In the final part of this three-part series, we’re talking all things new new business and your existing book, the importance of strategic account management as well as sales management and how to do it well. Richard has extensive experience in this field and across the series he shares his 12 key strategic areas to consider in your business…

Richard Higham Pt. 2

In part two of this three-part series, we’re discussing the three levers of increasing performance in your sales team. Richard has extensive experience in this field and across the series he shares his 12 key strategic areas to consider in your business, as well as practical tools and hints to support your planning, process and performance.

Richard Higham Pt. 1

This episode is the first part of a three part series in boosting your sales performance.  Richard has extensive experience in this field and across the series he shares his 12 key strategic areas to consider in your business, as well as practical tools and hints to support your planning, process and performance.

Jason Liu

On today’s episode, we’re speaking to Jason Liu. Jason is the CEO of Zywave and has over 20 years’ experience leading multiple high growth software companies across the world. Since joining Zywave in the spring of 2018, Jason has implemented the sales and service models championed in his latest…

Ian Lloyd

On today’s episode, we’re chatting to Ian Lloyd, Managing Director of iprism Underwriting. Ian has held this position since 2018 and has been in the insurance industry for over 15 years. He is currently responsible for the management and operation of iprism and is involved in business and product…

Sarah Myerscough – Effective Marketing

On today’s episode, we’re talking to… me! Sarah Myerscough. This weeks’ episode is a slightly different approach to the norm. A number of my clients have asked me to put together a step-by-step guide to formulating an effective marketing strategy so, here it is! Marketing is understood in different ways by different people and people use the word…

Fay Reinhold-Shor

On today’s episode, we’re chatting to Fay Reinhold-Shor, the UK Manager of Zywave. Fay has an extensive background in sales and marketing and is a name the insurance industry as a whole will recognise. Fay joins us today to discuss all things marketing and strategy so if you’re looking to find out how you, as an insurance industry professional, can better your marketing strategy – listen in!

Introducing EATT with Melissa & Stephen

On today’s episode, we’re talking about EATT – the Education and Training Trust that Chartered Insurance Institute have recently launched alongside The Insurance Charities. We’re chatting to previous podcast guest, Melissa Collett and Independent Trustee, Stephen Ross about how the new program can benefit insurance industry professionals.

Sian Fisher

On today’s episode, we’re chatting to Sian Fisher, CEO of Chartered Institute of Insurance. Sian has held senior roles in Lloyds syndicates, a UK and European insurance company, a market leading MGA and a major international broker US corporation. Sian is passionate about equality and is a founding member of…

Martyn Grime

On today’s episode, we’re chatting to Martyn Grime of Park Lodge Business Consultancy. Martyn has over 40 year’s experience in the insurance industry and we’re extremely lucky to have him as part of the Boston Tullis network. Martyn specialises in renewal processes and new business strategies, planning and forecasting to increase…

HR & Compliance

On today’s episode, and as part 2 of our mini-series, we’re chatting with two previous podcast guests – Roland Romata of RR Compliance and Associates and Sarah McKee-Harris of Kingswood Group. Talking about all thing’s mental health in the current climate and returning to work, we look at this from a HR and compliance perspective…

Sarah McKee Harris

On today’s episode, we’re chatting to HR and recruitment specialist Sarah McKee-Harris of Kingswood Group. Sarah specialises in the financial services and insurance industry in and outside of London. Sharing her insight into returning to work after the pandemic and the HR requirements that most businesses are facing today – we chat about what we can expect from HR professionals and how this might change the way in…

Brendan McManus

On today’s episode, we’re chatting to CEO of PIB Group, Brendan McManus. Brendan has over 42 year’s experience at senior level across both insurance and broking. Brendan shares with us his varied career history and talks to us about some of the challenges he’s faced. We also discuss why Brendan thinks it’s important to have both long term and short term planning in place and how he thinks the economy will recover from the…

Charles Alexander

On today’s episode, we’re taking a slightly different approach! We’re talking to animated content creating mastermind, Charles Alexander. Specifically working with financial advisors, insurance agents and busy professionals – Charles has a bank of happy clients. Charles’ mission in life is to help busy professionals, mainly insurance brokers, in the US to stand out in a crowded marketplace by creating story-based…

Ashwin Mistry

On today’s episode, we’re talking to Ashwin Mistry, the Executive Chairman of Brokerbility. Ashwin has over 40 years experience in the general insurance and broking market. Having started his career at 17 before becoming a director at Brett and Randall in 1983, Ashwin helped establish Brokerbility in 2006 and the business is now a major independent group in the…

Melissa Collett

On today’s episode, we’re chatting with Professional Standards Director of the Chartered Insurance Institute (Cii), Melissa Collett. Melissa has an extensive background in consumer insurance and legal issues. Melissa works incredibly hard to raise awareness of best practice and to drive ethical behaviour through engagement with the professional and…

Roland Romata

On today’s episode, we’re talking to Roland Romata of RR Compliance Associates and partner to Boston Tullis. Roland has over 10 years’ experience working in compliance, initially in the SRA field before moving to FCA regulated sectors. Roland’s focus and passion is in designing and developing bespoke compliance practices for firms using automated technology and…

Sam Lindley

On today’s episode, we talk to business coaching expert Sam Lindley of Cloud9 Business Coaching. Sam’s experience is in SME businesses, coaching mindset and supporting business owners across a variety of industries. Sam works with individuals to overcome mindset problems and helps them to develop knowledge and skills…

Clive Nathan

On today’s episode, we talk to CEO of Global Risk Partners, Clive Nathan. Clive will be known to most people throughout the industry as he’s had a very distinguished career starting in 1987. Clive currently has responsibility for GRP’s Underwriting division and in this episode, will be talking to us about COVID-19, its effects on the MGA…

Alan Chandler

Today’s episode is particularly topical and has proved to be of huge interest to the industry. Alan Chandler gives us the run down on the future state of the industry and whether it can survive COVID 19 claims. Alan’s background for the last eleven years has been in training the insurance industry, across all levels of CII…

David Hughes

On today’s episode, we chat with Managing Director of Mulberry Risk, David Hughes. David has over 20 years’ experience working for various Lloyds syndicates such as AIG and Marsh. He talks with us about his expertise within actuarial modelling, pricing and reserving for commercial and niche markets. David has been busy putting together a unique offering for the MGA marketing in…

Stuart Rootham

On today’s episode, we chat with Aston Lark Group Managing Director, Stuart Rootham. Stuart discusses his 25 years’ experience within the insurance industry at senior management level and his advocacy of the client centric approach. Stuart also shares with us his thoughts on life in the industry during and after the covid-19 pandemic and how he thinks this will shape the insurance…

Sara Fardon

On today’s episode, Sara talks with us about her vast and varied experience in the insurance industry and how she believes the future of insurance will be shaped. Sara has been instrumental in the growth of Willis Tower Watson Network and will share with us with some advice and tips on the challenges that small brokers do and will continue to face along with why she…

Ranvir Saggu

On today’s episode, Ranvir talks about his 25 years of experience with the insurance industry. Ranvir has spent the last 4 years working to solve some of the insurance industry’s biggest challenges. You can expect to hear all about Ranvir’s success in providing a supply chain that operates much more efficiently through…

Peter Blanc

On today’s episode, Peter talks about his extensive experience in the industry and his incredibly varied and successful career. He shares some of this thoughts and advice on business growth and focus as well as discusses successful marketing strategies that could benefit other industry professionals…

Zoe Flint

In this episode, Zoe explains the importance of mental health awareness and wellbeing in the corporate workplace and how mindfulness and positive psychology can help. Zoe gives great insight into the way the human brain works and how developing a culture within the workplace can support us…

David Wrathall

In this episode, David explains the importance of devoting time to leadership and management in any business journey. He shares some top tips for small brokers on how to improve their negotiating position with insurers and how to build significant revenue within the industry. He talks through his career journey, his achievements and some of his best moments…

Kevin Hancock (Pt 2)

In this episode, Kevin explains how having a long-term plan enables him and his team to focus on growing Yutree and has allowed them to take the company from strength to strength. He talks about investing in profitable people and goes into a little more depth about how working with the right people aids building a successful brand, team and business overall. He…

Tim Johnson

In this week’s episode, Tim will be talking about his start in the insurance industry and his experiences, lessons and achievements along the way. Tim will share some amazing tips for businesses on how to be more attractive for potential buyers who would like to acquire their business; and advise for brokers on how to be more successful in…

Richard Higham

In this episode, Richard will share some of the experiences throughout his career that gave him the most valuable learning and key indicators for a successful sales business. He will talk about level of activity, concentration of effort and effectiveness, and what influence it has for a small, growing business. Richard will also give three top…

Kevin Hancock (Pt 1)

In this episode, Kevin will talk about being awarded chartered status for Yutree Insurance, what steps are required to gain this status and discusses the challenges in progressing to chartered status. He will also discuss the importance of keeping his employees engaged in constantly learning and evolving, and the future prognosis…

Peter Cullum

In this episode, we talk to Peter Cullum. Peter began his insurance career in 1969 with the Royal Insurance Group and progressed to sales and marketing positions within Commercial Union and ITT London and Edinburgh. In December 1993, he led the management buyout of Economic Insurance that was sold in 1995…

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