Gallagher hires Simon Waine to boost client‑focused broking
Simon Waine, managing director of Gallagher’s corporate division, says the broker’s next growth phase will hinge on hiring talent that can deliver “advice‑led broking” for large‑scale clients.
Shift from geography to expertise
When Gallagher reorganized its UK retail arm in November 2025, the firm abandoned a geography‑centric model in favor of two distinct units. One unit serves mid‑market customers, while the corporate division—now about 400 staff strong—handles “large and complex risks” across real estate, public sector and education portfolios.
Waine told the outlet that volatility in geopolitics and the economy is prompting corporate clients to seek more detailed advice. “We’re in a place at the moment where people are crying out for advice‑led broking – and we’re positioning ourselves to provide that,” he said.
Related: Data centres surge sparks insurance shake-up
Clients, according to the manager, are no longer just looking for a placement. They want to understand the amount of risk they should retain, how their claims history can be improved, and what makes them attractive to insurers. “That’s what clients are telling us they really want and you’ve got to adapt to do it,” he added.
Talent over location
The division’s strategy places talent above geography. Waine illustrated the point with a hypothetical client that manufactures widgets in London. “If the best person for handling widget manufacturers lives in Newcastle, the most experienced claims handler is in Leeds, and the fleet specialist is in London, I can assemble a team that gives that client the best of everything,” he explained.
Recruitment therefore focuses on “really good, really talented people who are client obsessed.” The firm is not targeting a specific headcount but rather seeking individuals with “that level of gravitas” from other brokerages. He wants staff who will engage prospects actively rather than “sit in the corner and just roll a book over.”
Related: Cooperative Model Fuels Sustainable Finance
Several candidates are already in the pipeline, described as “a good start.” The aim is to strengthen the division’s bench, allowing it to meet the rising demand for advisory services.
From a broader perspective, the emphasis on expertise mirrors a wider industry trend where insurers and brokers are moving away from one‑size‑fits‑all solutions. As corporate risk profiles become more complex, firms that can tailor advice and align insurance products with specific client needs are likely to capture more business.
