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MGAA Conversations

MGAA Conversations

Written by: Managing General Agents’ Association
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 Welcome to MGAA Conversations, the latest addition to the podcast world, hosted by Mike Keating, CEO of the Managing General Agents Association. In this exciting new series, we delve into all things related to the rapidly expanding MGA (Managing General Agent) landscape. With a diverse array of guests from within the insurance industry and beyond, our aim is to explore the challenges, opportunities, and personalities shaping the MGA community. Expect engaging discussions with prominent figures in the industry, including CEOs and innovators, offering first-hand insights into the dynamics of the MGA market. From the future of distribution strategies, such as partnerships with brokers, to the impact of insurtech and AI on the industry, no topic is off-limits. Regulation is another key focus, as we navigate the evolving landscape of compliance and its implications for MGAs. Through candid conversations and expert analysis, MGAA Conversations aims to provide listeners with valuable perspectives on current issues and future trends affecting the MGA community. But it’s not all serious business – expect lively conversations, off-the-wall guests, and a touch of humour to keep things entertaining. We invite you to join us on this journey, share your feedback, and suggest topics and guests for future episodes. Don’t forget to subscribe to MGAA Conversations on your preferred platform so you never miss an episode. Thanks for listening!Copyright 2023 All rights reserved. Economics Management Management & Leadership
Episodes
  • 033: Inside BIBA: What’s Next for Ambitious MGAs and Brokers? with David Plummer, Richard Ellis, John Needham & Andy Hurrell

    033: Inside BIBA: What’s Next for Ambitious MGAs and Brokers? with David Plummer, Richard Ellis, John Needham & Andy Hurrell
    May 5 2026
    The UK's MGA and broker landscape is buzzing with innovation, so why does BIBA remain the linchpin for meaningful partnership and growth? In this candid panel, leaders from PKF, Corin, Unicorn Underwriting, and Blue Fryers pull back the curtain on what really moves the market, how soft conditions are creating new winners, and why a physical presence in Manchester matters now more than ever. From harnessing MGAA community advantages to the next-gen talent push, this episode spotlights strategies, pitfalls, and the soft truths the sector can’t ignore. Get ahead or get left behind; don't miss these crucial insights. Key Quotes: “We try and champion a sort of virtual insurer model. We love the virtual insurer MGA model. What does that mean for us? Really, it's keeping all those key functions in-house, trying to operate, trade and think like an insurer.”“What BIBA represents to us is a fantastic pool of innovators and entrepreneurs. MGAs continue to be a developing and growing space, and I think whilst we've had some mention of the soft market, we don't see that as a barrier.”“Provided the broker sector continues innovating, then I think to a certain extent, without wishing to paraphrase a famous movie, if the broker sector continues to build these offers, then the capacity will follow because the investment opportunity is there.”“I think what's interesting at BIBA is that we know there's an industry where there's been a lot of M&A. We know that it's still a relationship business, and what we like at BIBA is you get a lot of different account execs, a lot of people that you might not generally talk to day in, day out because we are all behind systems.”“There definitely seems to be continuing interest in funding new projects, which is an indicator of the health of the sector. It's relative health or the absolute health of the sector. It's still really positive from that point of view.” Resources: https://www.amwins.com/solutions/underwriting/unicorn https://www.linkedin.com/company/unicorn-underwriting-limited/ https://www.bluefriars.co.uk/ https://www.linkedin.com/company/bluefriars-group/ https://www.pkf.co.uk/sectors/insurance/ https://www.linkedin.com/company/littlejohn/ https://corin.com/ https://www.linkedin.com/company/corin-underwriting/ About the Guests: Richard Ellis, Business Development Director Unicorn Underwriting Richard has worked in the Commercial Insurance sector in the UK and overseas for over 35 years, including senior pricing roles at RSA and LV=. He joined Unicorn Underwriting in 2018 to help set up the SME division and is now their Business Development Director https://www.linkedin.com/in/richard-ellis-372a329/ Andy Hurrell, Founder and CEO Corin With over 23 years of industry experience, Andy founded Corin in 2016 and is the current CEO responsible for all company strategy and planning as well as overseeing all aspects of the day-to-day business and operational matters. In addition, he is Head of Underwriting for both the UK and Irish liability binders. https://www.linkedin.com/in/andy-hurrell-60701627/ John Needham, Partner PKF John Needham is a Partner in PKF’s Financial Services team. He has a particular focus on insurance distribution covering brokers and MGAs as well as working with businesses that include underwriting vehicles in their group. John advises businesses on a range of issues from emerging technology through to strategy. His approach is always hands on, spending significant time with people to get a real understanding of the issues at hand. John has worked with the FCA and ICAEW on the development of the client money regulations and auditing standards. He has also been involved in regulatory investigations, working for firms and on behalf of the FCA. John is a regular speaker on industry-related topics, both for PKF and on behalf of industry bodies such as the MGAA and Insurtech UK, and a frequent commentator on current issues in the insurance press. John works with many of our private equity clients, advising and supporting them on their transactions in the financial services sector. https://www.linkedin.com/in/john-needham-4853527/ David Plummer, Group CEO Bluefriars David has been working in the Lloyd’s market since 1987 and has been a specialist consultant and trainer for over 20 years. David draws on both his commercial experience looking after Fortune 500 and FTSE 250 companies, as well as his specialist compliance experience working as Head of Compliance and Head of Financial Crime Prevention for both national and multinational firms. David has worked with retail and investment banks, stockbrokers, asset managers, IFAs, insurers and insurance brokers in both retail and wholesale environments, dealing at all levels - including at c-suite level. https://www.linkedin.com/in/davidplummeruk/
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    32 mins
  • 032: Counterparty Risk: Why Smart MGAs Are Raising the Bar with Nathan Banfield, Sonia Stanton & Richard Marshall

    032: Counterparty Risk: Why Smart MGAs Are Raising the Bar with Nathan Banfield, Sonia Stanton & Richard Marshall
    Apr 21 2026

    Insurers and MGAs face unprecedented complexity in managing counterparty risk, especially as technology amplifies both opportunity and exposure. In this MGA Conversations episode, sector leaders unpack how onboarding, data harnessing, and relentless monitoring are reshaping best practices. Discover why ‘set-and-forget’ risk frameworks are obsolete, how to future-proof your due diligence with tech, and which emerging threats could catch even the nimblest firms off guard. Essential perspective for anyone seeking resilience and regulatory readiness in today’s dynamic market—and for challengers eager to get ahead of the next compliance wave.

    Key Quotes:

    • “The MGA model is maturing very quickly, and I don't really see it under threat. I see it more of an opportunity within the industry to strive.”
    • “The requirements are constantly changing. So what looks good today might not always remain that way."
    • “The likelihood is that we're going to see more focus around AI within our business, within our pricing, our decision-making.”
    • “Having a single source of the truth and being able to actually make actionable decisions off the back of it is where software can really change outcomes.”

    Resources:

    https://antaresglobal.com/

    https://www.linkedin.com/company/antares

    https://pro-global.com/pro-mga/

    https://www.linkedin.com/company/pro-global

    https://reg.uk.com/

    https://www.linkedin.com/company/reg-uk/

    About the Guests:

    Nathan Banfield is Head of Customer Success at REG Technologies, where he leads with a clear focus on helping clients run their businesses faster, smarter and safer. Acting as a trusted advisor to regulated firms across the insurance landscape, Nathan goes beyond implementation and partners closely with clients to understand their strategic objectives and operational challenges.

    With a customer-first mindset, he is passionate about delivering exceptional service and building long-term relationships rooted in trust, transparency and measurable value. Nathan works alongside firms to ensure they maximise the impact of REG’s solutions, embedding stronger, more efficient risk and compliance processes that support sustainable growth. Known for his proactive approach and commitment to continuous improvement, he champions service excellence at every stage of the customer journey.

    https://www.linkedin.com/in/nathan-banfield

    Richard started his underwriting career in 1990 with SCOR and later Munich Re in a variety of reinsurance underwriting roles, both in the UK and overseas. In 2008 he transferred to delegated insurance underwriting within the Munich Re Group and has specialised in this sector ever since. Working with both MGA’s and capacity suppliers, Richard has extensive experience in managing delegated underwriting operations across multiple lines of business. In recent years he has focused on improving underwriting efficiencies and performance through enhanced data, analytics, and processes.

    Most recently Richard worked with HDI Speciality joining Antares Group in March 2024 as Chief Underwriting Officer for Antares Insurance Company Limited, a delegated only insurance platform which launched in January 2024.

    https://www.linkedin.com/in/richard-marshall-b0b6a165/

    Sonia is an accomplished insurance and compliance expert with over 20 years of experience in the finance and insurance sectors. She possesses extensive technical knowledge of global legislative and regulatory requirements across various insurance operations, including underwriting, risk management, legal compliance, auditing, analytics, and loss assessing.

    As a chartered insurer with an advanced diploma in insurance, Sonia has demonstrated a strong commitment to professional development and excellence in compliant insurance practices. She is currently pursuing the prestigious FCII accreditation. Her expertise includes adeptly navigating complex regulatory landscapes and promoting high standards in insurance compliance.

    https://www.linkedin.com/in/sonia-stanton-acii-chartered-insurer-a4867160/

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    41 mins
  • 031: AI in Insurance: What Leaders Get Wrong About Automation with Sasha Haco, Unitary

    031: AI in Insurance: What Leaders Get Wrong About Automation with Sasha Haco, Unitary
    Feb 23 2026

    In this episode we dive into a frank conversation with Sasha Haco, CEO of Unitary AI, as she unpacks the realities behind automation in insurance. Discover why true transformation isn’t about flashy tech but about smart, practical integration: start small, leverage human-in-the-loop models, and sidestep common adoption errors. Explore which admin-heavy workflows—from claims to underwriting—are ripe for change and how to unlock quick wins. Plus, Sasha shares hard-won advice for women building careers in tech-driven insurance. In a world buzzing with AI hype, get clear-eyed guidance on what works, what doesn’t, and why the human element still matters most. The urgency? Competitive advantage is compounding; don’t get left behind.

    Key Quotes:

    • “AI is not the right tool for the job in every situation... most businesses wouldn't tolerate a 40% accurate process, which means that AI isn't the right solution the whole way."

    • "The businesses that really embrace automation and change and AI are going to be able to scale in a way they've never seen before, and without having to scale their headcount."

    • "We're an AI company and use AI every single day, but I think AI is not the right tool always for the job... there's definitely a place for people. We're not going to replace them."

    • "I think people need to be careful about confusing automation with AI because actually AI... these models are inherently probabilistic. They're basically making a guess—and a good guess, usually—at every step."

    Resources:

    www.unitary.ai

    https://uk.linkedin.com/company/unitaryai

    About the Guest:

    Sasha Haco is the co-founder and CEO of Unitary. Unitary automates repetitive manual work with Virtual Agents: robust AI workers that handle complex tasks for operations teams directly in their tools. They support MGAs, brokers and carriers to achieve rapid ROI with 50% cost savings in just a few weeks. Before founding Unitary, Sasha completed a PhD where she worked with Stephen Hawking in Cambridge to solve the ‘information paradox’ of black holes.

    https://uk.linkedin.com/in/sashahaco

    About the Host:

    Mike's extensive expertise in the insurance sector has allowed him to witness and adapt to the dynamic shifts within the industry. Throughout his 40-year career, he has navigated the traditional realms of insurers, brokers, and MGAs (Managing General Agents) across both Commercial and Personal Lines markets.

    He has held Executive positions at AXA, Midas, UK General and most recently Insurtech start-up Qlaims before becoming Chief Executive Officer at the MGAA in September 2020.

    Mike is excited about the new MGAA podcast series, which aims to showcase key figures in the UK insurance industry and beyond, providing insight into the challenges and opportunities that the MGA industry encounters.

    Mike's LinkedIn Profile: https://www.linkedin.com/in/michael-keating-230b8424/
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    24 mins
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