When winning business goes wrong: trading decisions in a market that don’t make sense

Panel discussionBroker Expo Roadshow - Bristol

2026-06-11 | 09:30 AM - 10:10 AM

Information

Across the market, brokers are seeing pricing that doesn’t reflect risk, competition that doesn’t feel sustainable, and clients making decisions that will be difficult to unwind later. At the same time, many firms are under pressure to grow, whether through new business, retention or acquisition, which is creating a tension between doing what is right and doing what wins.


This opening conversation will focus on what it actually feels like to trade in today’s market: where brokers are being forced into difficult decisions, how far pricing pressure is pushing behaviour, and whether the industry is setting itself up for bigger problems down the line.


  • Where are brokers knowingly making decisions that may not hold up long-term?
  • How far has pricing competition moved away from underlying risk?
  • What does “good broking” look like in a market like this?
  • Are growth targets changing how brokers behave with clients and insurers?
  • What will today’s decisions look like in two or three years?