ROBIN BAYLY: First of all, thank you for giving me the opportunity to come and talk to you today. I think
2024 was quite a competitive marketplace. For FINEX, we grew across all lines, whether that be DNO, Cyber,
M&A, PI. And that's quite unusual to have all the different practice areas do well all in one year
And I suspect that 2025 is heading the same direction. I think the market is still competitive. I think
clients are looking for a challenge in the marketplace and more choice. So I suspect this year will be very
similar to 2024.
PAOLO PRAGLIOLA: Thanks, Robin. Which line of business are we seeing the most success in? And are clients
considering multiple lines in most cases?
ROBIN BAYLY: Yeah, again, I think clients are looking for choice. They're looking for challenge. And I think
that that's something that Willis is very good at providing clients with, helping them to make informed
decisions. You mentioned multi-line opportunities. A lot of the RFPs that we receive are multi-line.
And I think for us to be successful and to start relying just on price, I think we really do need to start
thinking about cross-class opportunities to really, I think, at times help clients navigate, I suppose, the
gaps, the traps, and the overlaps, which I think sometimes occurs. I know that clients sometimes look at the
different policy lines they buy and try to understand if everything is covered, as it should be.
And I appreciate it's difficult, but I think coming up with, I suppose, different propositions, whether it be
through different deductible levels, creative thinking, innovation, I think if we can do that, you move away
from price. It changes the dialogue with prospects and clients, which I think is absolutely vital if we can
do that. So looking for change price is always going to be important, particularly in the current
marketplace. I mean, we've seen clients over the last 12 months buy bigger limits because capacity has been
there, and it's been competitively priced. But I think to drive new client acquisition, we really do need to
look at that.
PAOLO PRAGLIOLA: Thanks, Robin. What can FINMAR insurers do to help Willis provide the best terms when
quoting to win new clients?
ROBIN BAYLY: OK. So I think the beauty of FINMAR for me is that larger clients, more sophisticated clients,
actually want to have some advice around long-term partners. They don't want to chop and change from year to
year. And I think the beauty of FINMAR is that we, as brokers, can provide advice around responsiveness of
service and quality of claims handling, for example, which I think is key, if a client is looking at a long
term partner and wants to ensure that there's some comfort around changing insurers. So I think that's I
think that's really important and also adds value from a broker perspective.
PAOLO PRAGLIOLA: Thanks, Robin. What do you like to do to relax in your spare time?
ROBIN BAYLY: OK. So I like fishing, whether that be salmon fishing, trout fishing, or fishing fishing, any
fishing. It's quite unusual there are a few members of the FINEX team who spend a couple of times a year
going on a trip fishing. We enjoy our, our company. We do that on our own time. There's a lot of fun.
I also enjoy watching sport, particularly rugby, cricket. And yeah, I have a very, very energetic dog called
Mabel, who exercises me quite a lot.
PAOLO PRAGLIOLA: Oh. thank you, Thank you Robin. That was very interesting. And we wish you much success in
continuing to bring new clients to FINEX. Well, that was all we have time for today.
Thanks for watching. And please do join us again for the next session of FINMAR Presents Five Minutes With.
Thank you and goodbye.
