Brokers Archives - Customer Attuned

B2B Trust, Blog, Brokers, Sales Capability Development

Losing the opportunity to add value could also lose you trust and the business.

As an insurance broker, your role is to understand my insurance needs and find the best match to the market to meet those needs. Given there are so many direct providers, onli… Read more

June 16, 2020/by Dr Mark Hollyoake

B2B Customer Management, B2B Trust, Brokers, Building Trust into your Customer Plans, Building Your Capability & Competency Framework, Business Case Development, Distributor Management, Distributor Management & Development, Joint Business Planning, Key Account Management, The Trust Ladder, Trust, Trust Talks

How to use Trust DNA™ for Business Development

Like our personal world, business to business can also be surrounded by fake news, false claims, unethical behaviours and self interest. Never has there bee… Read more

March 20, 2018/by Dr Mark Hollyoake

B2B Trust, Brokers, Business Capabilities, Expert led selling, Financial Services, Intermediary / Broker Management and Development, Trust

Business Development Managers (BDM) & the Underwriter relationship

The importance of the BDM role and function in the distribution and customer management of financial services cannot be underestimated. The BDM ensures we gain and maintain the o… Read more

October 9, 2017/by Dr Mark Hollyoake

Blog, Brokers, Building Your Capability & Competency Framework, Champion-led Change, CRM, CRQ NPS, Customer Experience Improvement, Distributor / Intermediary Management, Financial Services, Insight Based Selling, Intermediary / Broker Management and Development, Key Account Management, People Capabilities, Sales Capability Development, Sales Development, Strategy

Writing business – It’s all about attitude

At Customer Attuned, one of our sectors of expertise is the insurance industry. Being a ‘non-player’ in the process of underwriting business for customers, we ha… Read more

July 4, 2017/by Alan Thompson

B2B Customer Management, B2B Trust, Blog, Brokers, Building Trust into your Customer Plans, Moments of Truth, Sales Development, The Trust Ladder, Trust, Trust Talks

The DNA of Trust

Trust in a B2B context has received increasing attention in recent years, as organisations recognize its role in relationship development. In this blog, using insight from lite… Read more

March 20, 2017/by Dr Mark Hollyoake

Brokers, CRM, Customer Experience Improvement, Customer Management Systems, Financial Services, Interdependence, Intermediary / Broker Management and Development, Strategy, Trust

12 Days of Xmas #6: My head of customer experience said to me “If Santa can map his journey to deliver on time then why can’t we?”

On the 6th day of Christmas my head of customer experience said to me, “If Santa can map his journey to deliver on time then why can’t we?” Well ok, that may be too difficult a task for us… Read more

December 16, 2015/by Alan Thompson

Brokers, CRM, CRQ Assessment, Financial Services, Intermediary / Broker Management and Development, Strategy

12 Days of Xmas #2: A broker said to me “You listened to me and improved your service”

On the 2nd day of Christmas my top broker said to me “You really listened to me and improved your service”. Is this something you might hear from your brokers? Would you know the curre… Read more

December 10, 2015/by Alan Thompson

Brokers, Financial Services, Intermediary / Broker Management and Development

Four key areas for developing a proposition for intermediated business

Does your business rely heavily on an intermediary as part of the overall customer journey? If so, the process for developing a compelling proposition is more complex than simply… Read more

December 7, 2015/by Alan Thompson

Brokers, Financial Services, Intermediary / Broker Management and Development

The world of insurance is complex. Do you understand how it works?

CUSTOMER MANAGEMENT IN A WORLD OF INTERMEDIARIES AND BROKERS Are you new to marketing or strategy in B2B insurance? Or have you worked in the industry for a while and want to add mor… Read more

August 14, 2015/by Alan Thompson

Brokers, Distributor Management, Distributor Management & Development, Interdependence, Intermediary / Broker Management and Development, Trust

Distributor Management Assessment

Distributor Relationships as your Competitive Advantage ‘Marry in haste, repent at leisure’ _ this is often the most common problem in B2B distributor relationships. Principa… Read more

May 1, 2015/by Dr Mark Hollyoake