Know your customers – and respect them.

At Glemham, we firmly believe that knowing the customer is the only way to build sound business with them. And that a vital part of knowing the customer is having at least some respect for their professionalism and decision-making.

A recent press piece seems to suggest that not everybody shares this view. In fact, the piece focuses on the idea that most brokers and their customers don’t know what they’re doing and select inadequate insurance because it’s cheaper.

Well, in our experience this is simply not true. Yes, there may be a few – thankfully, increasingly few – brokers that think this way; and we’ve all dealt with clients that, not surprisingly, want to look for the best deal they can get.

Relevance and value

The key issues for insurance are relevance – that is to say, ‘fitness for purpose’; and value – which is of course not the same as price.

It’s the role of providers to devise products that meet the real needs of brokers’ customers, and it’s the role of the broker to be able to make the business case for any product based on relevance and value.

True partnership

As far as Glemham is concerned, the very best way to achieve this is in a three-way partnership – you, the broker; your client; and ourselves. Working together in this way means that by sharing knowledge and understanding we can arrive at insurance solutions that meet real needs, solutions that work for everybody.

Glemham respects brokers. And we understand just how hard it is to balance client demands with your own duty to provide the best advice and cover available. This is where we can really make a difference – we will work hard with you to help win business, and deliver the right covers at the right value-for-money cost to your clients.

To hear more about a fresh approach to doing business, based on professionalism, expertise and mutual respect, call John Cross on 01728 726 594 or e-mail him at john.cross@glemham.com