Insurance is all about risk; identifying it, understanding it, quantifying it, pricing it, and managing it. When it comes to SME insurance, knowing your client is knowing his/her business. You need as much information as possible, on a continuous basis, to track the client and by proxy your, risk exposure. This brings to the fore a variety of specific touch points that should almost form the pillars of your brokerage: The client relationship, Data and Skill. Be sure to take a look at our SME feature in this months edition for more on these touchpoints.