Lead, Follow, or Fall Behind? Positioning for Success in the Insurance Market | Greg Brown
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What is the purpose of the lead‑follow framework in the London insurance market?
There is a lot out there where this myth of expertise is a myth. Now, am I saying that the London market is living on a myth? Absolutely not. There is genuine expertise. And actually one of the things we find particularly interesting is that what people think they do when they underwrite and what you codify doesn't always end up being what they actually do. And actually what they actually do is better.
Hello, my name is Juan DiCastro and you're listening to Making Risk Flow. Every episode I sit down with my industry-leading guests to demystify digital risk flows, share practical knowledge, and help you use them to unlock scalability in commercial insurance. Welcome everybody to another episode of Making Risk Flow. Today we're gonna deep dive into the London market future and its transformation. And I'm joined by Greg Brown, one of the partners at Oxbow Partners. Many of you will know Greg. Oxbow Partners is very well known for the LMA white paper. Today we'll touch on the white papers and some of the takeaways, but also we'll discuss what has changed. Since the release of that white paper a few months ago.
So, first of all, Greg, really nice to have you. Thank you for joining today.
Thank you for the invite. I really appreciate it. Just by way of a quick addition to the background, so yes, we're a strategy advisory firm. We focus only on insurance, which we think is really important that particularly insurance, there's a lot of nuance to the market and there's a lot of understanding all the intricacies. And we think that's important that that's a core feature of what we offer our clients. And as you mentioned kindly, we've done a couple of reports in collaboration with the LMA, very much commissioned by them, supporting them on the writing of the materials and the research. And actually, if it's okay, I might just d dive in to give set a bit of a scene because obviously that's core to what we're doing here.
So the two main reports we've done, uh it's over the last 18 months. Time flies when you're having fun. And the original report that the LMA asked us to help them write was on enhanced underwriting. And our original brief was actually, we've talked about enhanced underwriting, people are really interested in it. No one can really define what it is. So can you help us do that and then say what it means for the industry? So that was back in November of 2024 when that was released. Quickly after that point, the market was starting to say, well, what does this mean for leadership? And I'll dive in a bit in a minute. What does it mean for leadership? How does that evolve? Will we still need the lead follow part of the market?
And then that led to the report that we did and launched again with the LMA in February of this year, specifically on lead follow and the role of lead versus follow. So that's the context. Fantastic update of the report, uptake of the report, people really seem to find them fascinating. Everyone seems to be absorbing it into their strategies. And even partners in the US, maybe who have less involvement in the London market, as looking at the way London market is evolving, rather than necessarily just our reports and saying, actually what does this mean for how our world is changing?
And if you had to say what are the takeaways of Lab, let's start with that lead follow report from only a few months ago on the lead follow architecture. What are the takeaways from that report?
So very similar to the enhanced underwriting report, where broadly we divided things into a couple of buckets. So one was just defining what it is. Two is saying, How would you describe in more detail what does it mean? And then third one is well, what should people be doing as a result? For the first one, the first question was: what is a leader in the market? What is a leader in the London market? What defines leadership? And we very quickly found out that actually Actually, leadership is not a technical thing. There are technical leaders, leader on the slip, Lloyd's lead, etc. But actually, if you're talking to people about what makes a leader, it's much more qualitative than it is quantitative or specific or technical.
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Chapters
4 chapters
1
What is the purpose of the lead‑follow framework in the London insurance market?
0:06–13:42
2
How does Greg define the different types of market leaders (true lead, niche lead, capacity lead)?
13:42–19:05
3
What are the practical implications of being a true lead versus a capacity lead for underwriting strategy?
19:05–25:51
4
How should insurers align their operating model with their chosen market position (lead or follow)?
25:51–41:00
Speakers
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