In-depth: Spring cleaning

A good scheme can make the difference between a broker breaking even and making a profit. Here we examine how to pitch new schemes to insurers, revitalise older schemes and how the Insurance Act will impact on the schemes market

Getting off the ground Simply having a great idea for a new scheme is not enough for it to succeed – you need a great pitch, persistence and impeccable market research too, as Sam Barrett discovers 

A successful scheme can bring significant benefits to brokers, insurers and customers year after year. But, putting together a compelling pitch and finding an insurer that will listen are essential, and sometimes tricky, first steps. 

Just how much work can be involved in this initial phase is