In Your Shoes - Chris Rankin

Technology Workshop

Today I joined a zoom call with other tech leaders from across the UK for a technology workshop. We looked at our current proposition, what sets us apart, how we can better engage with clients and prospects, and leverage our position with specialist insurers.

It’s impressive seeing the nature and scale of digital transformation in the UK as it constantly evolves. Technology companies are really the drivers behind such changes, and face unique risks in an incredibly fast-paced sector. Our knowledge of the industry means we are offering advice and solutions that meet our clients’ needs today, anticipating future risks, and questioning if there is an even better way of doing things.

Also delighted to see our new e-Book being released – ‘The State of UK Tech Risk 2020’, which I was proud to be involved and contribute to, it’s really hit the mark and looks great!

Meetings, Meetings, Meetings…

Approaching a busy time as we are in the final quarter of the year, with quite a few upcoming client meetings.

For all client meetings during this current pandemic, I have to complete a COVID-19 assessment for visiting client sites, to ensure the safety of our clients….and mine too!

Pre renewal meetings today, three of them, which were all pretty local. This is where I catch up with clients and review their current insurance programmes, discuss outstanding claims if any, and then look ahead to the forthcoming year. We will also look at future growth plans, potential changes to the business activities, and advise on the current market conditions and agree a renewal strategy.

Back to the office, which for now is the kitchen table, as I continue to work from home to write up my meeting notes.

All meetings have been positive, and met social distance guidelines.

Growth Day!!

It’s not everyone’s cup of tea having to make cold calls to prospects, but hey, it has to be done!

I set my morning plan and focus on the tech sector. I generally have a look at the company website and check for interesting news, and make the call hoping I can get through to the correct person to discuss what we can offer, and try and get that all important appointment.

Typically, on a growth day I will try to contact 20 prospects, and email our collateral or invite them to a webinar. We have some really insightful webinars coming up, so I’m always keen to get people to sign up and benefit from the advice and guidance we share.

Finish the day off with a call to our Regional Development Director, and give an update on the day’s activity and keep my pipeline up-to-date.

Three new appointments made….not too bad if I say so myself!

Cyber Thursday

Today I am working on a placement for excess cyber liability. I recently won a new client with the help of our Cyber Risk Management team, where we undertook a quantification and insurability analysis.

As part of the insurance placement, we increased the current cyber limit from £1m to £5m, and now we are looking to place another £5m limit of indemnity. This is now required as our client has won a new customer and needs to meet his contractual obligations.

I put together a market presentation and discussed with various insurers.

Due to the current conditions, I have also had to complete a Covid-19 Q&A with my client, as insurers want to know how they operate remotely, and what protections are in place, as their employees continue to work from home. Cyber security vulnerabilities are worth keeping in mind, as there has been more targeted social engineering claims as a result of homeworking.

At last!

After a busy week keeping on top of meetings, phone calls and emails with clients, I plan my diary for the coming weeks.

I had a monthly zoom call with our team of account directors this afternoon where we discussed the branch results, key clients and prospects we are working on. We also looked ahead to see what’s in the pipeline and shared knowledge on the insurance market.

This was a really positive energised meeting, with everyone clearly focused on the run to the end of the year.

As it’s Friday afternoon, I finish my tasks and clear my papers off the kitchen table. I’m off to get a few holes of golf to round off the week!