Value beyond price and scale: where brokers really earn their keep
Panel discussionBroker Expo Roadshow - London
2026-03-11 | 02:50 PM - 03:40 PM
Information
As competition increases and consolidation accelerates, brokers are under pressure to demonstrate value in ways that go beyond price, scale or market access alone.
Larger organisations promise efficiency and buying power, while smaller and mid-sized brokers emphasise service, advice and relationships, but where does the customer genuinely benefit? This panel will examine how brokers articulate and defend their value proposition today, how advice and judgment differentiate outcomes, and whether scale is always aligned with better service for clients.
- Where does broker value genuinely sit today, and where is it being misunderstood?
- Does scale improve customer outcomes, or does it risk diluting service?
- How can brokers better demonstrate the value of advice, not just access?
- What role do education and risk prevention now play in broker value?
- How should brokers respond when clients focus purely on price?
Speakers
Tori Butler
Superscript
Managing Director - SME Insurance
Cheryl Phillips
Gallagher
Regional Managing Director
Bea Montoya
Simply Business
UK Chief operating officer
John Dunn
Clear Insurance Management
Managing director – distribution & market management