Relentless advocacy secures client success at renewal

When a client faced liquidity pressures after the devastating California wildfires, global broker Aon moved fast. By leveraging advanced analytics, AI and deep broking expertise, the firm secured $2 billion in reinsurance claims recoveries in six weeks – well ahead of market norms.

Key points:
Speed, precision and advocacy define today’s broker advantage
Integrated broking, analytics and capital teams deliver measurable results
Partnerships built on transparency and innovation drive client success

George Attard, Aon’s global head of strategy for reinsurance, told Monte Carlo Today this was a textbook case of how analytics-led advocacy can transform outcomes and reinforce client trust and partnership.

“In an increasingly competitive market, our clients expect relentless advocacy, actionable insights and agile execution that consistently deliver differentiated results,” Attard explained.

With more than $60 billion in global premium placed by Aon annually, underpinned by deep relationships across reinsurers and the ILS markets, Attard reinforced: “Clients expect more than just placement – they need a broker that brings market power and strategic insight. We use global data to fuel local negotiations, lead market positioning and amplify our clients’ voices.”

He added: “What sets us apart is our ability to deliver a range of capital sources. This involves a significant focus on ILS and facultative, but includes facilities such as Aon Client Treaty, Marilla, Marlin and MGAs. Our capital advisory team also provides insights on structured and legacy solutions as we match risk with capital, agnostically.”

The power of partnership: setting the renewal agenda

Attard emphasises the importance of strong trading partner relationships that deliver sustainable client solutions. “We value our reinsurance trading partners that share our commitment to transparency, innovation and client success.

“That means sharing data, co-developing solutions for emerging risks and finding new ways to drive confidence in uncertain times.”

For Attard, strong relationships between brokers and reinsurers serve one ultimate purpose: to deliver greater value to clients.

Monte Carlo, once viewed primarily as a networking event, has evolved into “a decision-making arena that sets the tone for the entire 1/1 renewal season”, Attard explained, where “clients expect not just market commentary, but actionable insights that will shape their renewal strategies and drive optimal outcomes”.

For Aon, Monte Carlo is a strategic checkpoint, “a time to align on renewal priorities, explore a broad array of capital solutions and ensure we are positioning our clients for success in the months ahead”. This is a core part of delivering Aon’s 3x3 Plan, the company’s commitment to a fully integrated approach to client leadership. “It’s about one team aligned across risk, capital, analytics and claims, delivering tailored solutions and bringing the best of Aon to the client,” Attard emphasised.

“Renewal success is more than just the placement; it’s about strategic execution that helps protect balance sheets and fuel profitable growth.”

Capital strategy: shaping renewal outcomes

For insurers navigating volatility in risk, regulation and market dynamics, speed and precision are outright advantages in achieving successful renewal outcomes. “Our integrated expertise help clients navigate volatility, optimise their capital, improve resilience and drive performance and growth,” Attard highlighted.

“By aligning capital structure with risk appetite and market opportunity, we enable clients to optimise their use of capital. Renewal success is about more than placement; it’s about execution that helps protect balance sheets and fuel profitable growth.”

Attard sees capital strategy as facilitating “competitive advantage”, adding that it allows clients to respond quickly to emerging opportunities.

Technology and analytics: informing every decision

Technology and analytics are embedded in Aon’s broking model, but Attard emphasises they only deliver value if they inform client decisions and drive action. “We’re using advanced analytics and tools to turn information into market intelligence, enabling us to identify trends, articulate a view of risk that reflects the client portfolio and articulate the rationale behind every recommendation,” he said.

“We continue to deliver integrated broking and analytics expertise to help shape better decisions for clients and deliver solutions with faster execution, greater certainty and clearly articulated value.”

Resilience, in Attard’s view, is forged in favourable markets and tested in challenging ones. “We’re helping our clients to benchmark performance, segment portfolios and develop multi-year strategies that balance immediate needs with long-term positioning,” he said.

“To assist this process, our strategy and technology group has identified the characteristics of the top-performing re/insurers over the past decade and is using these insights to help our clients better their own performance.

“Combined with our forward-looking insight and relentless advocacy and execution, this helps insurers to outperform, capture opportunities and achieve profitable growth regardless of where we are in the cycle.”

George Attard is global head of strategy for reinsurance solutions at Aon. He can be contacted at george.attard@aon.com.

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