In a cycle marked by intense competition and abundant capacity, a “multifaceted” approach is needed from re/insurance brokers in order to meet the needs of modern global buyers, David Flandro, Managing Director, Howden Re’s Head of Industry Analysis and Strategic Advisory, argued in a recent video interview with Reinsurance News.
Flandro said: “We have to be much more multifaceted, I think, as a sector. Yes, of course, treaty placements, and working together with markets, with investors and with buyers to find the best solutions as the market pricing environment changes, that’s clearly crucial in treaty. And then utilising facultative reinsurance in the right way, at the right time, including D&F, including retro, all of those things are absolutely crucial.”
A key driver of this shift is how buyers now view their risk transfer. Flandro noted that reinsurance is increasingly treated not just as an expense, but as a strategic financial tool like equity or debt.
“But brokers also need to bring strategic advisory to the table, whether that’s advice around rating cap, reg cap, valuation, ALM, ERM, captives. All of those discussions that brokers are asked to have on a daily basis, we have to be adept at that, and there has to be a bridge into capital markets. Because reinsurance is a form of contingent capital, like equity and debt, and any intelligent buyer at scale will be considering reinsurance in that context,” Flandro explained.
Additionally, managing general agents (MGAs) and specialised facilities have also become increasingly important for clients, becoming indispensable, especially as the market pricing environment remains fluid.
“It’s treaty, fac, strategic advisory, capital markets, and finally, MGAs. MGAs and facilities are an increasingly important part of the market for our clients, especially as the market pricing environment changes. So, just at a minimum, brokers have to bring all five of those things to the table, in addition to all the other consultancies that we undertake. But that’s an important part of the story, more so than it was 10 years ago for sure,” the executive concluded.
Watch the full video interview to hear Flandro discuss brokers and other trends transforming the re/insurance market.
