037: Strategic Planning and Niche Markets - with Chris Luker & John Dunn

<p align="justify">On today's episode, we’re chatting to Chris Luker and John Dunn of Luker Rowe. Both Chris and John have extensive experience in the insurance industry and we’re delighted to be talking to them today about the challenges the industry faces in 2020, strategic growth planning and niche markets.</p> <p align="justify"> </p> <p align="justify">LEARNING OBJECTIVES:</p> <ul><li> <p align="justify">One of the biggest insights in a move from insurer to broker have been just how difficult it can be to win new business.</p> </li> <li> <p align="justify">Having clearly defined and established propositions for different customer groups has been a step to Luker Rowe’s success.</p> </li> <li> <p align="justify">Having a sharp focus on who your ideal client is helps the approach Luker Rowe takes in winning business.</p> </li> <li> <p align="justify">Plugging into the local community is a key component of how we’re going to focus on growth for the coming period.</p> </li> <li> <p align="justify">Having a strong staff development program means our business can always ensure a fresh approach to performance management.</p> </li> </ul> <p align="justify"> </p> <p align="justify">BEST MOMENTS:</p> <p align="justify">‘’We have two members of the team that we will be onboarding in a lockdown environment, which will be a different set of challenges but we're confident that the team will rise to it and there'll be successfully onboarded.’’</p> <p align="justify"> </p> <p align="justify">‘’I think one of my big insights in the move from insurer to broker is, on the insurance side certainly, my experience was if you've got a really solid client facing proposition, and some good trading underwriters, you get a good flow of business coming in. On the broking side, it's been a real learning for me just how difficult it is to win new customers.’’ </p> <p align="justify"> </p> <p align="justify">‘’I think a quote I wrote down from you, John, from one of our previous conversations was that it's not good enoug