I lost a small piece of renewal business today to another intermediary (in fact the client companies Finance Director changed and the new gentleman decided to use the broker from his previous job so ultimately I didn't 'lose it' as such). The case is in fact via an IFA introducer of mine who is still working closely with the MD of this client on their pension scheme so we're actually hopeful that we will pick up the case again next renewal.
One learns to play the longer game when you've done this as long as I have.
However I was curious about the new broker so I looked at their LinkedIn page. I'm not going to identify the person obviously but I did have a quiet laugh to myself. The company in question is a regional general insurance broker with a one man healthcare 'Division'.
On LinkedIn, the person in charge of their healthcare 'Division' has a one paragraph overview of their current job role on their LinkedIn profile page. The paragraph starts by saying that this person is :
"highly adapt in brokering" and goes on to say they "posses a strong track record"
Losing a client is an inevitable function of being in my business. A clients needs change over time and sometimes you simply can't follow them where they want to go and certainly one cannot be too down about losing a tiddler of a case, even sometimes against an inferior opponent. Circumstances and relationships rule and no one knows that better than me.
But on the positive side I've had over 3,000 hits on my blog this week with several potential new client referrals as a result - as I say playing the long game is always better.
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