Partnering for growth: Broker success stories from Miles Smith
Miles Smith share some recent examples of helping Hedron partner brokers create long term growth and access specialist markets.
When Hedron brokers partner with Miles Smith, the results can be transformative, whether that’s growing a broker’s account by 150% in just 12 months or solving placement challenges for a highly specialist client. As Ben Butler, Managing Director of Macbeth, explains: “Working with Miles Smith has opened new opportunities for our clients and supported our growth beyond our expectations.”
Macbeth’s story shows the impact of long-term collaboration, while Heath Crawford’s experience demonstrates the value of Miles Smith’s expertise in securing cover for a global pharmaceutical risk that other markets couldn’t place. In this article, Miles Smith tells two broker stories that highlight how they help Hedron brokers grow and deliver for their clients, even on the most complex risks.
Growing together: How Miles Smith helped Macbeth Insurance Brokers expand their account by 150%
At last September’s Hedron Horizon event in Reading, Paul Macbeth, CEO, and Ben Butler, Managing Director at Macbeth Insurance Brokers, met with Lee Raikes, Broker Relationship Manager at Miles Smith, to explore potential for collaboration. With Hedron’s support, Macbeth were introduced to the experts at Miles Smith, opening the door to opportunities they couldn’t access alone. Following the event, several members of the Macbeth Commercial team visited Miles Smith’s London office to meet key broking team heads. Together, they discussed risk appetites, growth areas, and upcoming new business opportunities.
One of the first was a complex office refurbishment project, requiring multiple Professional Indemnity and Liability policies. Macbeth sent over a risk presentation and proposal form, and while a meeting in London was planned to discuss the risk in detail, the Miles Smith team had already sourced suitable quotations. These were well received and, once reviewed, the risk was placed – taking the enquiry from initial submission to instruction all within a week.
Since then, the account has grown by 150%, with successful placements across Liability, Motor Fleet, Property, and more. Highlights include:
- A tree surgeon business (appointed over a weekend, with terms obtained and the risk placed within two working days)
- Design, engineering, production, and installation of windows, doors, and curtain walling
- Scrap metal recycling, collection, and disposal of vehicles
“Hedron introduced us to the right people at Miles Smith, and following this introduction and effort from both sides, this relationship has gone from strength to strength,” said Ben Butler. “I’d encourage any Hedron member to speak to their Broker Relationship Management team at the Broker Forum – it’s proven invaluable and is a great example of how the wider network relationships can benefit Hedron members.”
“This is a great example of what’s possible when we get the chance to work closely with Hedron members. By aligning our expertise with Macbeth’s ambitions, we’ve helped create real opportunities and long-term growth. Supporting brokers in this way is what we’re here to do,” commented Lee Raikes.
How Miles Smith secured specialist cover for Heath Crawford’s pharmaceutical client
Heath Crawford was working with a global pharmaceutical company exporting patented nicotine products for Nicotine Replacement Therapies (NRTs) to the US and worldwide. The client required a comprehensive insurance programme, including Employers’ and Public/Products Liability, D&O, and Product Recall cover.
Having encountered difficulties placing the risk elsewhere, Heath Crawford turned to Miles Smith to explore specialist market solutions. Drawing on their expertise placing similar clients, the Miles Smith team carried out a full market exercise and secured multiple quotations for Employers’ and Public/Products Liability with one insurer.
Recognising the client’s need to manage budgeting and cash flow for a six-figure premium, Miles Smith also arranged flexible payment terms. In addition, with the client exporting globally, it became apparent that Product Recall cover was not in place. Leveraging their expertise in this area, Miles Smith sourced several options, which Heath Crawford selected alongside D&O insurance, creating a tailored programme that met all client requirements.
“Miles Smith guided us through a complex market, ensuring we could provide the right cover for our client and giving us confidence as we placed a specialist pharmaceutical risk,” said Oliver Leyens, Managing Director at Heath Crawford. “I’d recommend any Hedron member reach out to the BRMs for expert support, it’s a partnership that makes a real difference.” Lee Raikes added, “supporting Hedron members like Heath Crawford on complex risks is what makes our role rewarding. By being there when other options haven’t worked, we help brokers place specialist programmes confidently and give their clients the cover they need.”
Explore how Hedron partner brokers can work with Miles Smith to grow client accounts, place complex risks, and access specialist markets: visit Miles Smith.
This is a guest article shared by Miles Smith. These contributions reflect the views and expertise of the respective contributors and do not necessarily represent the views of Hedron Network or its affiliates.