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Professional Focus: How to maximise opportunities in a hard market


Publication date:

04 November 2020

Last updated:

04 November 2020


Professional Focus, Alan Chandler

Exploring the potential of unique trading conditions.

"If you can keep your head when all about you are losing theirs and blaming it on you. If you can trust yourself when all doubt you, then yours is the hard insurance market and all the distressed clients within in it". (an insurance version of Rudyard Kipling).

There have been hard markets before, there have been recessions before, but never have the two emerged with such force at the same time. Policyholders desperate for savings will be receiving the unwelcome news of significant premium increases. The door of client inertia will be swung wide open, presenting fantastic new business opportunities, as well as offering serious threats to renewal books.

This webinar, delivered by Alan Chandler, is a follow on from his incredibly well-received presentation on why there will be a hard market called the 'perfect storm'. Alan will explain what constitutes a hard market and 10 things both brokers and underwriters will need to do to maximise opportunities in these unique trading conditions. Many of the best brokers and underwriters in the UK attribute their success to the last hard market of 2001. It became a turning point from which they never looked back. There will be big winners and losers again in 2020 just like there were 19 years ago. This webinar will be highly beneficial for brokers and insurers alike.


Learning objectives:

  • Understand the characteristics of a hard market
  • Understand what is currently causing the hard market in the UK
  • Understand how to communicate clearly to clients in a hard market
  • Understand and be able implement the 10 key factors on how to maximise opportunities in a hard market, and therefore become extremely successful, by growing their business in a difficult time


View the webinar HERE

This document is believed to be accurate but is not intended as a basis of knowledge upon which advice can be given. Neither the author (personal or corporate), the CII group, local institute or Society, or any of the officers or employees of those organisations accept any responsibility for any loss occasioned to any person acting or refraining from action as a result of the data or opinions included in this material. Opinions expressed are those of the author or authors and not necessarily those of the CII group, local institutes, or Societies.