Most multinational companies are familiar with the traditional “network” approach to solving their international risk management needs. The name of a local broker is very often the first question they ask when considering their insurance requirements overseas. However, this “dots on the map” approach, practiced by the large broking houses and seen by many clients as their only solution, serves the interest of the broker first and foremost, rather than the needs of the client. This is where Globex Partner brokers can truly differentiate themselves from the competition.

The Globex approach is 100% customer focused. Although we do have the “dots on the map”, our focus is understanding a customer’s exposures and corporate philosophy towards risk and then designing a true tailor made insurance solution.

The global broking houses believe that by simply demonstrating they have offices in every corner of the world, this equips them with all that is necessary to design, market, place and service a multinational insurance program. In contrast, only after we have identified a customer’s global exposures and worked with them to tailor an appropriate solution do we discuss program administration and whether there is actually a need for local brokerage services.

If local brokers are required, we then consider which company is best placed to work on a particular account based upon numerous criteria, including expertise in a certain field, location or the fact that the client already has a good relationship with a local broker. One of the added benefits of the Globex approach is the flexibility we offer in terms of being able to work with anyone and everyone. Being customer focused, if the client wants to maintain a certain local broker relationship in a given territory we can easily accommodate this. The only proviso is that the local broker in question must agree to work within the scope of the program and under the direction of the Partner broker/Globex.