Middle-market businesses, generally defined as those generating annual revenues of between $100 million and $1 billion, are a sweet spot in the world of insurance. These valuable businesses are generating revenue growth at a rate of almost two times that of the S&P 500, and they expect solid growth through 2020.*
For the majority of U.S. commercial property and casualty insurers, if overall growth is to be realized, they must focus on several truisms. They must increase their focus on middle-market business while examining their front-end processes to determine if their current go-to-market-approach needs retooling. They also have to accept that brokers, heavily relied upon by middle-market businesses as risk advisors, will require careful cultivation.
