Commercial Insurance Negotiation

The Insurance Profession is a ‘people’ business and professional negotiation is a key competence and skill that can help insurers and brokers provide great service and outcomes for customers.

This workshop will help new and intermediate level Underwriters and Brokers involved with negotiating commercial insurance cases, build their knowledge and acumen.

Using case studies and facilitated by experienced Insurer and Broker professionals, the programme examines the roles and responsibilities of both parties in a commercial insurance case negotiation.

It considers the objectives, planning and preparation required to assist both parties, and allows Underwriters and Brokers to share experiences and ‘see it from the other side’ whilst keeping outcomes for the customer at the heart of the matter.

Delegates will practice and experience a commercial case negotiation in a ‘safe’ environment, and leave the course with a personal learning action plan

Learning Objectives

• To understand the role of both the underwriter and broker in commercial insurance case negotiation
• Be able to build clarity of aims and objectives of all parties in commercial case negotiations
• To understand the role of other stakeholders and recognise when to make use of them
• To experience and practice different aspects of a commercial insurance policy negotiation between Insurer and Broker
• To recognise and “sell” a good and fair deal, or understand when to walk away

Leading the Event

Richard Smith FCII is a Chartered Insurer and Past President of two institutes. During his career, he has held senior UK and International Leadership roles in Market Management, Underwriting and Insurance training with Zurich, and is now running his own training consultancy business. He is a Regional CII Forum Rep, a member of Council and currently chairs the Education Committee within the IIB.

Karen Brown from Mediation - Commercial decisions by agreement, she is ACII qualified and a chartered Insurance Broker. She has worked in London, the South East and the local Bristol market for Insurance Companies, Local, National, and International Broking Houses. She now runs her own mediation and training business, and is a past president of the Insurance Institute of Bristol.

Numbers are strictly limited, and a mix of brokers and underwriters is essential. We anticipate that this session will be oversubscribed, please only book if you are intending to come on the day, we will be operating a waiting list, and if there is demand we may book another date.

Individual and Corporate Members may attend these sessions free of charge.

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