We took time out to talk to Underwriter Jake Henley and Assistant Underwriter, Janie Morley. We wanted to find out more about what they do, how they help clients and how they do it.

How do you help clients and what is important to them right now?

Janie:  Clients rightly expect a smooth and efficient process. We start working well in advance, making all of the necessary checks before putting a business on cover or a renewing a policy. This can include arranging surveys and assessing claims. We want to understand the risk and the client and collaborate to find the right solution for them. This is why it is important for us to take a proactive approach and act in a timely manner. A survey and a sound risk management approach is good for everyone, especially the client. By spotting concerns and flagging issues, we can avoid problems down the line. Prevention is better than cure and we want to help clients to focus on their business, rather than face the disruption of a claim.

A top-of-mind subject that is important to clients is underinsurance. Many of our clients need comfort that they are not underinsured. Whilst this has been a long-term issue in the industry it has come to the forefront over the last several years. The pandemic put a pause on valuations, and this has been combined with high inflation to increase the challenge. We have paid close attention to valuations to ensure that our clients have the right levels of cover for the risk.

Jake: We appreciate the support we get from our carriers and how important it is that this aligns with finding the right solutions for clients. Through close working relationships, we can offer the kind of service and wordings you might not get from larger firms. In turn, this means that we can focus on getting the right rates for clients. We don’t write by algorithm.

To reiterate what Janie said, we believe that business is built around our clients. This means understanding their people, culture, strategy and decision making. It is why we place so much emphasis on meeting people rather than simply relying on emails and Teams calls.

Whilst we have a broad trading guide our strong relationship with carriers means that we can be flexible and expand into other areas. This is because of the trust we have built with them. Areas we have moved into include precision engineering, property owners, contractors (CAR) and builders. Importantly, our offering is not price driven, our clients see the value of adaptable wordings as much as the right sustainable rate for the risk. We also believe in the importance of value add. For example, legal expenses is an add on that many of our clients have decided to benefit from.

What makes Trilogy different?

Janie: We have a very tight team. it really feels more like being part of a family where everyone is looking out for other members of the team than a business. I love the fact that when I need help, my colleagues are there for me. I hope they would say the same about me! More seriously, the one word that describes how I feel about Trilogy is trust. We have complete trust in one another, which is hugely powerful and gives me great confidence in our ability to deliver for clients.

Jake: I think that building relationships is key to the way we do business. We have spent considerable time meeting brokers and understanding what they need. Even in a digital age the phones are constantly ringing. Don’t get me wrong, for speed we need to maximise our use of technology. However, it is clear that our clients value personal contact and the opportunity to discuss their requirements.  

Mutual success is key to how we work. We want to collaborate with our carriers and clients in an environment where everyone can thrive.