Acera Insurance’s Aliya Daya spoke with Insurance Business Canada about why volatility is pushing commercial clients to seek deeper guidance, and how brokers can step up.
“A lot of our clients are more aware of the fragility of their operations. This allows us to move beyond being simple transactional insurance brokers… and step into a more strategic advisory role.”
The spotlight focuses on how market volatility is changing broker-client dialogue for the better as more businesses look to move beyond ‘just a policy’ and toward strategic, operations-first risk planning.
“Clients are no longer just insuring for loss. They’re actually trying to prevent disruption. They want to understand where their vulnerabilities lie and how they can build resilience.”
Aliya argues that today’s climate — which is marked by fragile supply chains, cross-border exposures and shifting terms — provides brokers with the opportunity to deliver more value.
Instead of waiting until renewal, the best conversations are starting upstream: mapping real operational weak points to coverage structure, limits and deductibles, and aligning insurance decisions with what keeps the business running day-to-day. That mindset shift is helping businesses move from reactive buying to proactive risk mitigation planning.
“Our strategy… has been to shift from simply quoting policies to doing upfront diagnostic work. In my case, mapping client risk exposures in detail and showing them where insurance fits into a broader continuity plan.”
