Biba 2025: Brokers need to balance workload in softening market – Gallagher’s Weeks

Brokers need to balance their workload as more firms compete for business in a softening market.

That was according to Gallagher’s head of regional broking for the south of England, Daniel Weeks, who spoke to Insurance Times at the 2025 Biba Conference about macro trends in the market and how brokers will navigate them.

Weeks explained that market conditions had “trended towards softening”, creating a distinctly competitive environment.

“Four or five years ago you probably only had four or five insurers that would want to compete for a piece of business, but now you’re probably looking at 10 or 12 [insurers] upwards, all the time,” he said.

The increase in competition presents an opportunity for brokers to provide clients with more propositions and Weeks said this was the ”perfect opportunity for clients to start buying up their limits again”.

“There’s a breadth of products out there that clients can go after,” he added.

”It’s a balancing act in terms of managing our market, but fundamentally our customers are getting some great outcomes.

“It’s certainly an opportunity for us to get fantastic client outcomes, which for us as brokers is at the heart of what we do.”

Cyber

Weeks also explained that cyber insurance is a prime candidate for cross-selling to clients that are looking to buy up their limits and is an industry specialism that Gallagher are “really trying to get in to”.

He continued: “As a class of business it’s still one that clients don’t automatically buy, but in the ever-changing landscape we’re really pushing our clients to buy cyber – and buy the sufficient limit.

“There’s stuff in the press at this very minute about clients that have had cyber attacks on a regular basis. So, it’s a class of business that we’re paying close attention to and trying to offer as many of our clients that cover as possible.”