MGAA Conversations (Managing General Agents’ Association)

In this episode, we are thrilled to be speaking with Mark McIlquham, President of Acrisure UK Retail. Mark gives a forensic insight into the infrastructure of the Acrisure Group, its global broking operations, and its role in the M&A insurance landscape. Having been involved in Acrisure’s recent acquisition and rebrand of the Eleven Network, Mark explains why networks provide a fantastic opportunity for brokers to receive regulatory support and greater access to new markets. He counters the notion that there are too many barriers for new small brokers to establish themselves, citing networks as an empowering means for brokers to take charge of their own businesses, and for the broader industry to regenerate itself. Mark is sceptical of the supposition that new compliance measures stifle brokers’ opportunities to innovate, and that these constraints can ultimately be beneficial, noting that ‘regulation isn’t a necessary evil, it’s just necessary’. Furthermore, Mark discusses the buoyancy of the MGA market, and the prospect that MGAs may eventually supersede mainstream insurers in servicing small brokers.

Quote:

“We think there's a really, really good opportunity for small brokers that are either part of our network or are just part of an Acrisure ecosystem that are not getting the service that they want from the compensate insurers, or haven't got agencies with the right insurers, to use our MGAs. Therefore, the vision that I've got is that we will have a, an ecosystem of high-quality brokers, some that we own, some that are a part of our network, and some that are third-party brokers, that have all got the opportunity to use our MGAs.”

“If someone is a member of a network, there's nothing stopping people being innovative. I look at some of the really innovative stuff our network members are doing. Obviously, we need to sign it off and understand it and approve it, etc. But that's the whole point of being in the network. We can help them with that, we can help them do it in a controlled way, we can help them with their markets, with their compliance, with their infrastructure. And obviously, the infrastructure is there for them to use and to tap into. I think, if people are and trying to [navigate regulation] on their own; one, I think they're mad, and two, I think that the burden of the cost would stifle innovation. But if you're in a network, I don't think it does.”

Resources:

MGAA - https://www.mgaa.co.uk/

Acrisure – https://www.acrisure.com/

Eleven Network – https://eleven-network.co.uk/homepage/

About the Guest:

Mark McIlquham is the President of Acrisure UK Retail. Acrisure is the sixth largest broker in the world, controlling $30bn USD of premium, with operations in 22 countries, and around 1000 acquisitions of brokers globally.

Mark’s LinkedIn Profile: https://www.linkedin.com/in/mark-mcilquham-46a6721/

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

In this episode, we are thrilled to be speaking with Richard Garry, Chief Commercial Officer of Gamma Risk, about the company’s exciting location-based, risk-reducing data solutions.

Given the influx of new technologies and software into the insurance market in recent years, Richard notes the importance of recognising that the value rests not in the tech as an entity in itself, but as a conduit to cultivating better data, and therefore enabling better decision-making. This data, meanwhile, must always be extrapolated from a wide range of reliable sources. Given the uncertainties presented by climate change, for example, data will soon need to be deployed within predictive models to generate risk assessments, which can no longer purely rely on historical data.

This accelerated interest in new data approaches has and will continue to draw attention from the regulatory authorities, and the onus is on trade organisations such as the MGAA to communicate the different views of their members regarding the unforeseen consequences of any new rules. Richard also discusses how Gamma Risk successfully cultivates and retains talent. He shares insights regarding light-handed executive oversight and flexible work options from which our industry could perhaps take notes as we tackle the burgeoning recruitment crisis.

Quote:

“There is constant chatter about new tech, whether that's AI, which is the hot topic at the moment, or all the things that are out there. They're always going to be the ‘game changer’. Sometimes, so many of these bright, sparkly things to get excited about can be distracting to the day-to-day business. Saying that, we always view it as, ‘technology is just an enabler for the data that allows someone to make a decision’. It's really the data that's the most important thing.”

Resources:

MGAA - mgaa.co.uk

Gamma Risk - gammarisk.co.uk 

About the Guest:

Richard Garry is the Chief Commercial Officer at Gamma Risk. Gamma is a location intelligence solutions provider which deploys data science and software to build solutions to reduce geographical risks such as floods, storms, and subsidence.

Richard’s LinkedIn Profile: https://www.linkedin.com/in/richardgarry/

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

Mike's LinkedIn Profile: https://www.linkedin.com/in/michael-keating-230b8424/

In this episode, we are delighted to be speaking with Stuart Reid, Chairman of Partners& and PIKL, whose illustrious insurance career makes him well-suited to discuss the current state of the broking market and its relationship with MGAs.

Stuart notes that the service provision from insurers is currently lacking, with MGAs fulfilling brokers’ need which they cannot find elsewhere. He argues that for insurers and MGAs alike, it is paramount to make things easier for the broker as and where possible, and doing so provides a significant opportunity for further partnership.

He predicts that in a few years’ time, brokers and MGAs owning capacity from insurers may become an increasingly common trend. Additionally, Stuart discusses the power of trade associations such as the MGAA in articulating the needs of individual organisations who cannot resist the regulator, for example, alone. It is essential that we continue to secure equitable regulation from the FCA, as a highly regulated industry, and trade associations are crucial in spearheading that conversation.

Quote:

“Brokers understandably want their job made easy. They're busy people, [if] you make the job easier for the broker, let me tell you, you'll be a damn sight more successful. And sometimes I think that gets forgotten a little bit. These brokers are under a tremendous amount of pressure. We've had a tremendous amount of changes, a huge amount of a regulatory burden. Clients are finding it tough to pay the extra premiums, there's lots of competition. There's lots of consolidation, so you've got bigger ones coming in for smaller. So do what you say, do it right first time, be quick, and make the make the job easier for the broker.”

“The importance of those trade bodies has become even more relevant in these days of the FCA regulating by information rather than site visit.”

Resources:

MGAA - https://www.mgaa.co.uk/

Briefing: Who are the valuable organisations in our industry?

About the Guest:

Stuart Reid is the Chairman of Partners& and PIKL. He’s also a non-executive director of Harbour Underwriting Limited, and was recently appointed as a non-exec director of Qlaims Limited.

Stuart’s LinkedIn Profile: https://www.linkedin.com/in/stuart-reid-a9500379/

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

In this episode of MGAA Conversations, we are privileged to be speaking with Tara Foley, CEO at AXA UK and Ireland, our first Platinum annual sponsor.

Tara notes the importance and mutually beneficial nature of our partnership, such as AXA’s climate training initiative which is available to all MGAA members. Indeed, she suggests that such training will become increasingly crucial as our industry navigates the major challenges facing the world today: climate change, AI and cybercrime. Tara argues that such training, amongst other initiatives, will be key to attracting and retaining new talent. To more confidently wage the war for talent, we must also highlight how universal and purposeful our industry is.

A career in insurance promises to be fulfilling and purposeful, contrary to the grey, stuffy image which our industry continues to project to the uninitiated. As we strive to recruit future industry leaders, we must first confront and dismantle this presiding collective preconception.

Furthermore, individual organisations must consider how they can become ‘destination workplaces’, by curating new training opportunities, alongside additional benefits to meet the expectations that new generations of workers expect of their employers. Tara also dissects emerging fears that Gen AI will soon replace many insurance careers. She suggests that it will be deployed as an enabler rather than an end in itself, automating bureaucratic tasks and enabling the workforce to strengthen service capacities and maintain or grow their business partnerships.

Quote:

“We're all concerned with what forces shape the nature of the risks that we're looking at today: climate change, AI, cyber. All of the big issues that society is facing, are issues that we need people to be actively involved with. And the endgame of all of this is we show up for people when they really need us, when they’re vulnerable. So, to me, [insurance is] an industry that offers a very empathetic career path. It's got the full spectrum. If you want to be challenged intellectually, there's plenty of that. If you want to be very people-focused, there's plenty of that. I just think we've got to get better at how we explain that.”

“We [AXA UK and Ireland] can't be specialists in everything, and we don't want to be. We get a lot of capability by partnering with members of the MGAA organization. We've got long and successful histories of that. I think we learn from each other. We can provide things to members of your organization that you don't have and, and vice versa. So, it's a very complementary, symbiotic relationship that we have.”

Resources:

AXA UK – https://www.axa.co.uk/

AXA Climate School – https://axaclimateschool.com/

About the Guest:

Tara Foley is the Chief Executive Officer of AXA UK and Ireland, appointed in September 2023. She has previously worked in managerial roles at Lloyds Banking Group and Deutsche Bank.

Tara’s LinkedIn Profile:  https://www.linkedin.com/in/tara-foley-56327212/

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

Mike's LinkedIn Profile: https://www.linkedin.com/in/michael-keating-230b8424/

We are thrilled to be launching the MGAA Conversations podcast! Every episode, host Mike Keating, CEO of the Managing General Agents Association (MGAA) will be interviewing exciting guests active within our community about their unique insights. We aim to tackle every issue, challenge and opportunity currently facing the industry, and those we expect to emerge in the near future, ranging from the use of AI in Insurtech, to the challenges of incorporating new regulation across the MGA community. In our first full-length episode, we will be speaking with Graeme Trudgill, the newly appointed CEO of BIBA, with whom the MGAA are very closely associated.

Quote:

“We're extremely excited to launch our new podcast channel. MGAA Conversations gives us the opportunity to speak to people who are very active within the MGA community, asking their personal views in terms of the opportunities and challenges [facing the community] that they're addressing. I think by doing that, that allows our other members and other people within the MGA community to listen and get views first-hand, from people who they respect and know, and shakers and movers in the industry.”

Resources:

MGAA: https://www.mgaa.co.uk/

BIBA: https://www.biba.org.uk/

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

In this episode, we are thrilled to be speaking with Paul Templar, co-founder and CEO of VIPR Solutions.

Paul offers his assessment of the technology landscape within insurance, asserting that while there is a generalised desire across insurers, brokers, MGAs and claims TPAs to embrace technology, there is a significant gap between the pioneers in this effort and those lagging behind, either due to issues with cost or ability.

However, he notes that this tech will soon become within reach of the smaller organisations seeking to digitise. Paul asserts that while many processes will become accelerated by a transition to digital transactions, there will remain a need for human experts overseeing this for quite some time. Furthermore, he demystifies certain preconceptions about the functionality and efficacy of AI, arguing that it is an incredibly powerful tool which can enhance our business tremendously, particularly with regards to the use of data. For Paul, a successful implementation of Blueprint Two is crucial as Lloyds faces increasing pressure to avoid being eclipsed by international market competitors. However, he remains cautiously optimistic that we will soon achieve a digital marketplace, with straightforward claims processing enhanced by AI to automate many of the mundane tasks that currently afflict the efficiency of the customer journey.

Quote:

“I think there is now a genuine desire to embrace technology and IT within all of those organisations. There is absolutely a difference between the very best and those that need improving within the market in terms of the technology that's being used.”

“We're finding that the MGAs, are incredibly entrepreneurial, they're very focused on finding ways that they can grow their businesses and improve their operations, find efficiencies in what they're doing, and ultimately give that better experience for their customers. We're certainly seeing the use of things like the quote and buy platforms, and I think generally, there is that desire to find ways to do the job better.”

Resources:

MGAA - https://www.mgaa.co.uk/

VIPR Solutions: https://viprsolutions.com/

About the Guest:

Paul Templar is the Co-Founder and CEO of VIPR Solutions, which provides software for the insurance market with a focus on delegated authority.

 Before his current position, Paul held the position of CTO for 11 years and played a significant part in the design and development of VIPR's technology solutions, including data and bordereaux management, coverholder and binder management, and analytical reporting capabilities.

Paul’s LinkedIn Profile: https://www.linkedin.com/in/paultemplar/

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

In this episode, MGAA CEO Mike Keating and COO Julia Coakley are joined by guest host Joe Malone to examine the association’s successes throughout 2024, and outline their resolutions for the next year and beyond. Both affirm that, as a non-profit organisation, the MGAA’s most fervent priority is to maintain the satisfaction of its current and new membership, by continually enhancing its proposition through the collation and implementation of member feedback.

This year, Julia reflects, the MGAA has achieved this through the creation of its DNI program and Mental Health in Business program, both of which were borne out of member suggestions. Beyond this, the MGAA remains committed to attending to the issues most important to members, namely assisting with the introduction of new regulatory measures. Given its healthy relationship with the FCA, Mike notes that the MGAA is well-positioned to directly communicate the concerns and interests of its members to policymakers. This ensures that regulation remains proportionate and can facilitate, rather than hinder, positive customer outcomes.

Mike and Julia also reflect on the MGAA’s highly successful events in 2024. Both our flagship conference and the London Broker Exchange exceeded our expectations in terms of footfall. As with every other aspect of the association, Julia notes that we will continue to improve our events through the feedback delivered by our members. The association’s priorities for 2025 and beyond are not hinged upon any arbitrary implementation of change simply for the sake of doing so. Even as MGAA membership continues to expand, Mike and Julia assure listeners that their decision-making will always remain underpinned by comprehensive research into members’ interests and needs, both individually and collectively as a market.

Quote:

“We’re not, as an association, solely looking at ‘we have to grow by 20, 30, 40 or 50 [members in the next year]’, because it's just as important that we deliver a service and a proposition for our existing members, as well as attracting new ones. We'll never lose sight, ever, of our existing core 400+ members who we provide a service to and a membership benefit proposition to, as well as inviting new members to come on board.”

“Everybody embraces and accepts that regulation is the right thing. It's the right thing for customer outcomes. It's the right thing that there's regulation across all our industry, both to serve the consumer and to protect the consumer. The key challenge and the key question is around proportionality. Is that proportionality at the right level, ensuring that it's not stifling innovation? Is it stifling the introduction of new products into the market, because the bar is the bar is too high?  Number two, is the expense for increasing regulation a burden on the industry? Both ourselves and BIBA have commented around the increase in regulation, and how that can impact innovation and impact business models. So, I think, one of the good things the Association has got on behalf of members is an excellent relationship with the FCA.”

Resources:

https://www.mgaa.co.uk/

About the Guest:

Julia Coakley is the Chief Operating Officer of the MGAA.

Julia has built a career centered on exceptional customer service and strong business relationships. With 23 years in broking and underwriting, she brings deep expertise to the insurance industry.

As Senior Customer Relationship Manager at the Motor Insurers’ Bureau, Julia has spent the last five years delivering high-profile events and shaping a high-performing CRM team across key industry services like the Motor Insurance Database and Insurance Fraud Bureau.

A dedicated West Ham United fan, Julia enjoys walking her dog, Ted, along Southend-on-Sea’s seafront, balancing life’s challenges with brisk exercise.

Julia’s LinkedIn Profile: https://www.linkedin.com/in/juliacoakley/

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

Mike's LinkedIn Profile: https://www.linkedin.com/in/michael-keating-230b8424/

With the Bank of England’s recent lowering of interest rates, and the settling of rates in the US, M&A activity across the Atlantic is likely to amplify.

In this episode, we are thrilled to be speaking with Kevin Donoghue, Managing Director of Mystic Capital Advisors, about the stabilisation of the M&A environment and the various opportunities that are likely to emerge as a result. He notes that there is a significant appetite from American firms in London-based MGAs and Lloyds brokers. Similarly, several Lloyds brokers are looking to acquire program administrators in the US to expand their beachhead.

Kevin suggests that there is also a very encouraging increase in interest from the EU into UK firms, and vice versa, and between the EU and the US. He attributes these renewed acquisitions dialogues to events such as the recent MGAA Conference, facilitating cross-border conversations. The upcoming US presidential election is also set to stimulate M&A activity, irrespective of which party ultimately reigns victorious. The Democrats’ proposed raise in capital gains rates, and the Republicans’ elimination of taxes on tips and on social security payments, would both lead to considerable and dramatic business activity in the London market.

Thus, whatever the outcome, new opportunities in the UK will emerge.

Quotes:

"As the M&A environment goes, so we focus on the US and London, and the two markets have been somewhat, consistently active. The US last year and probably the past 18 months has been a bit of a slower pace of M&A activity than, say, the previous 36 months going into that.

And that is a function of rising interest rates, but with the interest rate environment here and in London, with the Bank of England lowering rates yesterday, M&A activity has started to pick up again. More deals are getting done, there's more, focus on, a controlled interest rate environment versus where are rates going. Are they going up, going down.

Whenever that happens, people kind of tend to slow down M&A activity. But now it's a little bit more controlled, a little bit more predictable. So I would expect over the next 18 months, M&A activity will continue to pick up both in London and in the US. And we're seeing that deal activity right now" – Kevin Donoghue

Resources:

MGAA - https://www.mgaa.co.uk/

Mystic Capital - https://www.mysticcapital.com/

About the Guest:

Kevin Donoghue is the Managing Director of Mystic Capital Advisors, a US-based firm focused on mergers, acquisitions and affiliated services in the insurance industry.

Kevin’s LinkedIn Profile: https://www.linkedin.com/in/kevin-patrick-donoghue-6833783/

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

Mike's LinkedIn Profile: https://www.linkedin.com/in/michael-keating-230b8424/

In this episode, we are very pleased to be speaking with Claire Russell, founder of Mental Health in Business, about the importance of implementing wellbeing initiatives to positively reshape workplace culture.

Whilst in recent years, the proliferation of awareness regarding the need for mental health support has undoubtedly had a positive impact on businesses, there remains a risk that it could become merely a box-ticking exercise. Claire argues that it is crucial for businesses to foster an environment in which employees would genuinely feel comfortable raising their hand and asking for support when they need it. The challenge regarding the need for a change in the conversation is amplified by the contrasting attitudes toward mental health across generations. Amongst some older industry professionals there is often an attitude that personal problems should be left at the door. This conflicts with the expectations and interests of younger industry professionals who consider the need for mental health support as urgent and fundamental. Bridging this generational gap is key, and can only occur if the discussion about mental health support in the workplace is embraced and reinforced from the top down.

There is also a powerful business case for such initiatives. In the UK, the cost of poor mental health by headcount for businesses is £3.5-4k per person per year; and in the insurance industry, the number is closer to £4.5k. As such, by investing wisely into meaningful mental health initiatives, businesses can achieve a significant return on investment, in addition to fostering a more supportive and encouraging work environment.

To this end, the MGAA is delighted to be partnering with the MHIB to provide an array of tools and resources to members. This includes regional courses and workshops running throughout the year, and four quarterly webinars examining current issues relating to mental health. These provisions will be expanded in accordance with member demand.

Quote:

“Six years ago, when we started this business, in a lot of the conversations that I was having with leaders of businesses, I was really having to make a business case for them to invest in workplace mental health and wellbeing. The conversation has changed a little bit now. It's not so much that business owners or leaders in the main need to be persuaded of that. It's more that they really need to look at what they're doing and make sure that that what they're doing is wise, and that they're putting in place initiatives and programs that are really meaningful.”

“There are attitudes and beliefs that are held by [certain] people that we should be able to be resilient, and dust ourselves off, and leave our problems outside of the door. I understand where those attitudes come from. That's the attitude that I was surrounded by when I was in the early stages of my career. So I get it. But then if you look at the younger people who are coming into the industry now, our future industry leaders, they are bringing a very different perspective. They have very different requirements [and] views around mental health. So, there can exist something of a generation gap.”

Resources:

MGAA - https://www.mgaa.co.uk/

Mental Health in Business - https://mhib.co.uk/

About the Guest:

Claire Russell is the Founder of Mental Health in Business, which she launched 6 years ago. Having previously worked in a number of insurance brokerages, after undergoing a mental health crisis Claire became interested in driving change around wellbeing support in the workplace.

Claire’s LinkedIn Profile: https://www.linkedin.com/in/claire-russell-business/

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

Mike's LinkedIn Profile: https://www.linkedin.com/in/michael-keating-230b8424/

In this episode, Mike Keating sits down with Andy Hurrell, Founder of Corin Underwriting, to discuss the critical role of claims investment in sustainable insurance models. They explore why claims management must remain a priority regardless of market conditions, how MGAs can maintain strong relationships with third-party capital, and strategies for attracting the next generation of underwriting talent. Andy also shares insights on Corin Underwriting’s plans for 2025, including expansion into Europe and steady, strategic growth.

Key Quotes:

"We have to invest in claims. It’s ultimately what policyholders rely on." "MGAs cannot exist without third-party capital, and that capital expects a return on investment." "Attracting next-gen talent is a challenge—we need to make insurance more engaging and accessible." "We want to champion the virtual insurer model while ensuring safe, steady growth."

Resources:

Corin Underwriting - https://corin.com

About the Guest:

Andy Hurrell is the Founder of Corin Underwriting, a specialist MGA focused on innovative and sustainable underwriting solutions. With extensive experience in underwriting and claims management, Andy is passionate about driving innovation in the insurance sector and fostering the next generation of industry professionals.

Andy Hurrell LinkedIn - https://www.linkedin.com/in/andy-hurrell-60701627/

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

Mike's LinkedIn Profile: https://www.linkedin.com/in/michael-keating-230b8424/

In this episode, we’re thrilled to be speaking with Graeme Trudgill, the newly appointed CEO of the British Insurance Brokers’ Association (BIBA) as of July 2023.

Having recently completed his ‘tour of the regions’, speaking to over 700 members all across the country, Graeme shares his reflections on the key issues facing BIBA members and how they can be better supported.

Throughout the episode, Graeme notes that regulation needs to become more proportionate and reflective of the work of brokers and insurers alike. Brokers are keen to innovate, bring new products forward and find new ways to support their clients, but current regulatory constraints are arguably overly constraining, and could be reduced without compromising on high levels of client protection.

This is particularly key with regard to product value assessments and the volume of work required when reporting to the FCA. Additionally, Graeme outlines his ‘wish list’ for 2024 to reflect the upcoming BIBA Manifesto, and explains the potential for continued and increased collaboration between brokers and MGAA members.

Quote:

“I think we want a period of stability. If you have stability, that will bring growth. We've had so much new regulation; we've got the King’s Speech of legislative changes relevant to our sector. That stability is what we are looking for at the moment. Then when you get a period of stability, then you get growth on the back of that which is always really positive. I think if I was to look within that at specific things, I would say effective implementation of these new metrics on the growth and competitiveness objective of the regulator, so that regulation going forward is balanced and proportionate. I think that's what we all want to see.”

Resources:

MGAA - https://www.mgaa.co.uk/

BIBA – https://www.biba.org.uk/

BIBA - ‘What’s next?’ announced as the theme of The BIBA Conference 2024 – https://thebibaconference.org.uk/whats-next-announced-as-the-theme-of-the-biba-conference-2024/

About the Guest:

Graeme Trudgill is the CEO of the British Insurance Brokers’ Association (BIBA), appointed in July 2023, having worked in key roles across the organisation for over 20 years.

Graeme’s LinkedIn Profile: https://www.linkedin.com/in/graeme-trudgill-fcii-cert-mgmt-69157360/

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

In this engaging conversation, Mike Keating, CEO of MGAA and Simon McGinn, CEO of DUAL UK, delve into the shifting dynamics of the insurance market, addressing key challenges like rate adequacy, regulatory changes, and risk management strategies for 2025. They also explore the importance of attracting and nurturing the next generation of talent in the insurance industry. Listen in as they discuss the critical role of innovation, claims management, and branding in ensuring long-term success and customer satisfaction.

Key Quotes

"As the tide goes out, it’s only then you find out who’s got good swimming costumes on."

"We are the problem solvers for the UK economy—helping businesses grow by allowing them to focus on operations rather than risks."

"The industry is far more innovative than it gets credit for; it’s about time we start showing, not just telling."

"It’s easy to write business; the real test is delivering to the customer when it matters most."

Resources Mentioned

DUAL UK - http://www.dualgroup.com/

DUAL UK LinkedIn -  https://www.linkedin.com/company/dual-uk/

About the Guest

Simon McGinn, CEO of DUAL UK, brings over 30 years of diverse industry experience in UK general insurance across commercial, personal, and specialty lines. Previously CEO of Allianz Commercial and a member of the UK PLC Board, he now drives ambitious growth at Dual UK by providing strategic direction and fostering a collaborative, people-first culture. Simon’s expertise spans negotiation, business planning, management, and risk, making him a prominent leader in the insurance industry.

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

Mike's LinkedIn Profile: https://www.linkedin.com/in/michael-keating-230b8424/

In this episode of MGAA Conversations, we welcome Gary Humphreys, co-founder and Group Underwriting Director at Markerstudy Group. Following the recently approved merger between Markerstudy and Atlanta, alongside a very successful year of M&A activity for the group, we spoke to Gary about the current progress of integration in the newly united company. He notes the importance of establishing a harmony of culture and customer journeys within the group, and a full-scale unification of systems and data. Gary argues that the personal lines market has stabilised and become healthily competitive following a period of turbulence in 2022-23, noting that MGAs will play an increasingly crucial role in speciality areas.

The key to this process will be data, and the establishment of sophisticated pricing models. To this end, Gary highlights that AI and machine learning are set to revolutionise personal lines, and the industry in its entirety. Given that the capabilities of AI modelling hugely outweigh the capacity of our best actuarial brains, it could easily consume vast swathes of insurance decision-making. Gary warns that while this technology can facilitate considerable efficiency, an overreliance upon it may sacrifice the very principle of insurance. Due to the lack of human element in its innerworkings, AI models may refuse to insure certain customers for any price. Thus, as we begin to collectively dip our toes into the murky water of AI implementation, there must be human oversight at every step. The regulator will undoubtedly keep a close eye on this process over the next few years. Yet, regulatory pressures are often accompanied by an inverse problem – protecting the human element with subjective, interpretable guidelines. Gary suggests that the industry needs broader collaboration to establish consistent regulatory standards and a collective understanding of the rules underpinning them.

Quote:

“I think [regulation is] probably the biggest single challenge for anyone operating in the insurance industry at the moment… as an industry, we need people like the ABI and BIBA and the FCA to work together to try and get as much commonality around the application of the rules as we can, so that you can have a consistent standard that people can report to.”

“It could be quite scary if you end up in a black box world where AI and machine learning is effectively doing all the decision making in the background. As we all know, the capabilities of the modelling are way beyond the capacity of our best actuarial brains. So, it's important that that's controlled, and it's not left to effectively turn into the decision maker in isolation. It's not beyond [AI’s] ability now to effectively price every individual separately, but that doesn't necessarily give good customer outcomes and fair value across a broad spectrum. The right technical price isn't always necessarily the best value or the right value for the customer. So, I think that's really going to focus the mind over the next couple of years as to how we harness the technology.”

Resources:

Markerstudy Insurance Services - https://www.markerstudy.com/

New Motor Insurance Taskforce - https://www.gov.uk/government/news/ministers-bring-together-industry-experts-and-consumer-champions-to-tackle-spiralling-costs-for-drivers

About the Guest:

Gary Humphreys is the co-founder and Group Underwriting Director at Markerstudy Group, the UK’s largest MGA, where he has worked across various departments for the last 24 years.

Gary’s LinkedIn Profile: https://www.linkedin.com/in/gary-humphreys-0404296/

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

Mike's LinkedIn Profile: https://www.linkedin.com/in/michael-keating-230b8424/

In this episode of MGAA Conversations, host Mike Keating interviews Michelle Taylor, Director of Strategic Accounts at Aviva. Michelle discusses her role in maintaining and expanding strategic relationships, her transition back to Aviva from Zurich, and the changing landscape within the organisation. She highlights the importance of responsiveness, visibility, and execution in delivering excellent broker service. Additionally, Michelle touches on the evolving market dynamics involving MGAs, their growing significance, and the need for collaboration to enhance service delivery. She also shares valuable advice for women in the insurance industry, emphasising the importance of building a network, being authentic, and continuously learning.

Key Quote "Be comfortable with what your skills are, what your strength is and get somebody to tell you what they think they are. Because sometimes you won't know what they are. Or they're things that you think you're not very good at. Someone's going to tell you you're amazing at. So, I think asking for feedback and Dave's probably been great in that. He's probably made me do different changes in my career that I didn't even know I wanted to do." Michelle Taylor

Quotes

“So okay, have we got this right? So, our strategies, we need to be visible, we need to be responsive, and we need to execute. It's really simple. But what we've done is we're not just saying that we've got actions behind each of those headings, right? So, for us, what does visibility really look like? What does it mean? So, for us, is that face to face?” Michelle Taylor

“It's all great having a strategy, but we've got really clear actions that we measure, and we monitor.” Michelle Taylor

“Just get comfortable with yourself, right? Knowing who you are, being really self-aware, getting comfortable who it is, and just turn up and be that person every day. And don't let anybody say you need to be somebody else.” Michelle Taylor

“So being brave, being yourself, being authentic, asking for help, having a network and. Having a conversation. I think we have a part to play in making this, everybody know this could be a fantastic career. And I will literally speak to any women who wants to have a chat with me about how I did it, how I can help them.” Michelle Taylor

Resources:

https://connect.avivab2b.co.uk/broker/

About the Guest

Michelle Taylor is the Director of Strategic Accounts at Aviva, one of the UK's largest insurance companies. She has recently returned to Aviva after what she jokingly calls a "10-year sabbatical" working elsewhere in the industry, including a stint at Zurich.

Michelle is passionate about implementing Aviva's strategy of being visible, responsive, and executing flawlessly in their broker relationships as well as developing new propositions for Aviva's strategic broker relationships.

Michell is an experienced leader who is committed to improving the insurance industry, particularly in areas of service, relationships, and diversity.

Michelle’s LinkedIn Profile: https://www.linkedin.com/in/michelle-taylor-8a96084/

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

Mike's LinkedIn Profile: https://www.linkedin.com/in/michael-keating-230b8424/

In this episode, we are incredibly pleased to be speaking with Sheila Cameron, CEO of the Lloyd’s Market Association. The LMA plays a crucial role in the London insurance landscape, representing all the insurers in the marketplace and constructing communities to lobby for the best interests of its members. Throughout the episode, Sheila highlights her aspirations for the LMA across 2024, namely the smooth implementation of phase one of Blueprint Two, to facilitate the full digitisation of the market.

Furthermore, she notes the importance of collaborating with the FCA to establish a new definition of ‘consumer’ as it applies to the specialty market, to achieve more proportionate regulatory measures. Additionally, Sheila pinpoints a need for deepening education both within the Lloyds market, to broaden the sharing of knowledge across different departments and roles, and to those external to insurance. It is becoming increasingly crucial to actively promote our industry to school leavers and university graduates, and to do so we must consider how to translate what we do into something that’s digestible and attractive to prospective new talent.

Quote:

“We're here to make our market a better place, both for the individual members and for the market as a whole. And we do that through a technical expertise created through bringing together communities of interest to lobby for the approach that they believe in.”

“[With regard to digitisation,] other industries have moved forward at pace… all that’s happening now is trying to move the market forward. Will everything be pulled off perfectly all the time? Of course, it won’t. But, you know, we’ve got to try, and we’ve got to start to move forward… Our clients won’t accept having to rely on paper documents. We wouldn’t accept that from our own banks, would we?”

Resources:

MGAA: https://www.mgaa.co.uk/

Lloyd's Market Association: https://www.lmalloyds.com/

London Insurance Life: https://londoninsurancelife-lmg.com/

Blueprint Two: https://www.lloyds.com/about-lloyds/blueprint-two

About the Guest:

Sheila Cameron is the CEO of the Lloyd’s Market Association. She was appointed to this role in 2019, having previously held senior positions at Hiscox.

Sheila’s LinkedIn Profile: https://www.linkedin.com/in/sheilamcameron/

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

Welcome to the latest episode of MGAA Conversations, in which we are delighted to be speaking with Rob Gibbs, President and CEO of SiriusPoint International.

Rob offers a glowing overview of the current state of the MGA market. He is highly confident that its current vibrancy and buoyancy will continue, as firms invest in new technologies and reap the benefits of new talent and expertise entering the market.

At SiriusPoint, Rob is keen to ‘redefine the rules of partnership’ with MGAs, asserting that a deep and broad partnership beyond pure underwriting, which provides individualised support and control to firms, will soon become the model that all successful carriers will move towards. To this end, he has created ‘centres of excellence’ in both the UK and Stockholm to serve the international MGA space. He notes that, due to value proposition coming to the forefront of MGA activities, and new talent joining the market, the general professionalism of the sector has never been higher. While some raise concerns regarding the (dis)proportionate nature of regulatory pressures, Rob suggests that the FCA’s standards are unlikely to continue rising at the rate of the past decade. Furthermore, he argues that if MGAs continue to invest in new technology and data analysis, they will more comfortably be able to satisfy customer needs in accordance with the FCA’s demands, which, too, are transitioning to a data-led approach.

Quote:

“I think [MGAs now are] less about volume and more about value. A lot of the research that I've done says that customers in the international space are less focused on brand. They're more focused on proposition and value of that proposition.”

“I think we've got this unique mix of value proposition coming to the fore, talent joining the MGA market and [new] trends around investment, which means that I think the sector will continue to grow and continue to deliver.”

Resources:

Clyde & Co MGA Opinion Report 2023 – https://www.clydeco.com/en/reports/2023/07/mga-opinion-report-2023

SiriusPoint International – https://www.siriuspt.com/

About the Guest:

Rob Gibbs is the President and CEO of SiriusPoint International, having joined the company in December 2022. He previously worked in various underwriting and management positions with RSA.

Rob’s LinkedIn Profile: https://www.linkedin.com/in/rob-gibbs-2658a92a/

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

Mike's LinkedIn Profile: https://www.linkedin.com/in/michael-keating-230b8424/

In this episode of MGAA Conversations, we sit down with Nadine Kearney, Chief Underwriting Officer at Rokstone Underwriting and an inspiring leader in the insurance industry. Nadine shares her journey from studying international insurance to spearheading innovative projects and winning the Women in Insurance Award for MGA Professional of the Year. We delve into her career milestones, her passion for fostering collaboration between claims and underwriting, and her commitment to empowering women and attracting next-generation talent to the sector.

Whether you’re an industry professional or just curious about the world of insurance, this episode is packed with valuable insights and inspiring stories.

Key Quotes:

“Breaking down silos between claims and underwriting is essential for driving portfolio performance and innovation. It’s about bringing everyone on the journey.”

“I don’t want a job because I’m a woman; I want it because I’ve earned it. But equally, I shouldn’t miss out because I am one.”

“We need to show young professionals the exciting opportunities in insurance—career progression, innovation, and the chance to make real impact.”

Resources:

Insurance Supper Club: A community supporting women in insurance. Explore more here - https://www.isc-group.co/en-gb/home

Learn about Rokstone Underwriting and their innovative work here - https://rokstoneuw.com/

About the Guest:

Nadine Kearney is an accomplished leader in the insurance industry with over 15 years of experience. Currently serving as the Chief Underwriting Officer for the Specialty Division at Rokstone Underwriting, Nadine has an extensive background in claims, risk, underwriting, and portfolio management. A graduate of the University of Limerick with a degree in International Insurance and European Studies, Nadine has worked with industry leaders like RSA before joining Rockstar Underwriting.

Her accolades include winning the Women in Insurance Award for Professional of the Year, and she is a passionate advocate for diversity, innovation, and the empowerment of women in the insurance sector. Nadine is also an active member of the Insurance Supper Club, mentoring and networking to support the next generation of leaders.

About the Host:

Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40 year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020. 

Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

Mike's LinkedIn Profile: https://www.linkedin.com/in/michael-keating-230b8424/