In August 2009, we commissioned a financial services research specialist called ‘So here’s the plan’ to help us understand:

• what professional connections do now and why they do/don’t do it with regard to placing business protection
• the processes involved in uncovering and satisfying business client needs
• barriers to doing business protection business through professionals
• how financial advisers and other professionals can better collaborate to deliver more comprehensive solutions

Key findings from this research

• 63% of accountants definitely see an opportunity in working more closely with financial advisers.
• 47% of solicitors definitely see an opportunity
• Professionals accept that opportunities exist, but many are uncertain about what exactly they are and how to fully exploit them without compromising their brand and client relationships.
• Advisers need to demonstrate that they’re committed, impartial, professional and focused on their clients before accountants and solicitors will be willing to listen.