A global insurer needed to engage corporate insurance decision-makers in the United Kingdom and United States to understand how large organisations were approaching risk transfer and coverage strategy in a period of significant market change.

What we established

We recruited senior professionals with current responsibility for corporate insurance purchasing and risk management decisions across large organisations in both markets, applying screening criteria that confirmed budget authority, coverage scale, and decision-making seniority. The dual-market brief required coordinated recruitment that maintained consistent profile quality across significantly different insurance market structures.

What changed

The commercial team received direct insight from the buyers its proposition needed to reach, covering how coverage decisions were being made, what was driving changes to risk appetite, and how the insurer's positioning compared to alternatives in each market. The findings informed both the product strategy and the sales approach across the two territories.