The Broker Landscape

Wednesday, 19 April 2023
10:00 am – 11:00 am (UK time)
    • Diane Jenkins BA (Hons), ACII, Chartered Insurance Broker, Nick Thomas & Associates
    • Nick Thomas, Nick Thomas & Associates

Webinar Summary

The Broker Landscape – understanding our brokers’ needs and challenges

This session originally designed for underwriters provides an understanding of the broker market, the specific and general challenges that Brokers face, and how this drives behaviours. This understanding is of great value to Insurers when engaging with Brokers and is applicable to Brokers too in understanding the competitor landscape.

Learning Objectives

  • Understand the different Broker Models in the UK insurance market
  • Understand how these drive differing behaviours in the market and in dealings with Insurers
  • Mirrors challenges facing Insurers in retaining close relationships with Brokers

Content and Learning

  • Overview Broker Models – Global, Consolidator, Network, Alliances, Independents, Community
  • For Each Model – overview financial model, ownership, challenges it creates and behaviours that flow from this
  • Wider Broker challenges – overview
  • Focus on Brokers and the Hard Market – new business and client retention
  • Broker hard market challenges

Speaker Bio - Diane Jenkins

Diane has huge experience working with major Brokers across a range of roles and disciplines, to include:
• Placement
• Programme design
• Training
• New business
• Client Servicing
• Mergers and Acquisitions (M&A) due diligence

Diane is now one of the most highly respected technical insurance trainers to the insurance market.

Diane’s strength is in practical application of knowledge with specific specialisms including Business Interruption, Cyber and Property Owners.

She is the Education Secretary and former chairperson of the London Business Interruption Association. She was part of the IIL Advance Study Group - Business Interruption Policy Wordings and has collaborated with the authors of several Business Interruption textbooks.

She is a member of the Cyber Insurance Association, and she carries out the insurance cyber policy reviews for Cyber|Decider (

Diane’s work includes delivery as an Associate for Nick Thomas & Associates.

Speaker Bio - Nick Thomas

Nick offers a unique combination of skills in the UK insurance training sector – an industry sales specialist and a professional coach and trainer. Nick is an Economics graduate with over 25 years corporate insurance broking experience. He was a highly successful sales producer in the UK broking market before progressing into regional and then national sales leadership roles. As National Development Director at HSBC, Nick was one of only 40 people from a global workforce of 265,000 selected as part of the STARS programme to recognise exceptional performance. He is a highly trained consultative sales specialist, and his experience includes a secondment with a major management consultant to design a best practice sales process.

In the mid-2000s, Nick developed a chronic health condition; his journey to recovery fostered a new range of interests, and a passion for health, and performance. He studied widely, qualifying as a Master Practitioner in Neuro-Linguistic Programming (NLP), obtaining a Diploma in Life Coaching, before going on to study Corporate/Business Coaching with The Coaching Academy. Nick is also a qualified Holistic Lifestyle Coach and Advanced Exercise Coach.
In the last two years Nick has worked in a self-employed capacity in training, coaching, and consulting. He works with a specialist adviser in Insurance sector M&A (Mergers & Acquisitions), and through Nick Thomas & Associates.

CII Accredited

This demonstrates the quality of an event and that it meets CII member CPD scheme requirements.

1 hour's CPD can be claimed for this event if relevant to your learning and development needs.

It is recommended that you keep any evidence of the CPD activity you have completed and upload copies to the recording tool as the CII may ask to see this if your record is selected for review. Details of the scheme can be viewed online at