National Insurance Academy, Pune|Sales and Marketing
P731 | Workshop for Relationship Managers (Brokers’ Channel) (Non-Life)
Academic Year 2026-2027
Duration
2Days
Scheduled Dates
26 Oct 2026 - 27 Oct 2026
Background
In the current insurance landscape, the relationship between insurers and brokers has evolved from a transactional placement-based interaction to a strategic and value-driven partnership. Large commercial and corporate clients increasingly expect brokers and insurers to provide end-to-end risk advisory solutions, encompassing risk identification, assessment, mitigation, and ongoing portfolio management, rather than mere policy placement.
As risks become more complex and client expectations shift towards customised, technology-enabled, and outcome-oriented solutions, insurers must collaborate closely with brokers as trusted partners. Strong insurer-broker alliances enable deeper customer insights, improved risk management practices, and superior service delivery to corporate clients. Recognising this evolving partnership model, the programme is designed to equip insurance executives with the perspectives, skills, and frameworks required to build, manage, and sustain effective insurer-broker relationships in a dynamic and demanding business environment.
Learning Objectives
To understand the advancements in Broker Channel Management practices
To understand and acquire various skillsets and the cognitive tools to help manage effective relationship with broker channel
To understand evolving broker-insurer power dynamics and partnership models
To build consultative, value-based engagement capabilities beyond pricing
Key Contents
Understanding the broker's business model and risk management approach
Regulatory obligations of brokers towards insurers, products, and policyholders
Managing evolving insurer-broker power dynamics and partnership models
Developing consultative, value-driven partnerships that strengthen the insurer's value proposition through broker-led advisory solutions
Handling objections, negotiations, and complex broker-client interactions
Customizing insurance products and solutions through the broker channel
Aligning policy servicing and claims support with broker expectations
Strengthening specialized product knowledge and client service capabilities
Developing broker relationships through training, support, and collaboration
Pedagogy: Presentation and Case Studies, Group Discussion and Group Presentation
