Partnership in Practice: How Zurich, Plum and Brown & Brown Are Redefining MGA Collaboration

In this episode of MGAA Conversations, Mike Keating, CEO of the MGAA, is joined by David Nichols of Zurich and Clive Nathan of Brown & Brown to explore what makes a capacity relationship successful over the long term.

Their candid discussion reveals how clarity, communication, and commitment underpin their capacity partnership. From structured claims oversight and forensic performance reviews to managing change and avoiding friction during onboarding, David and Clive offer a masterclass in collaboration between insurer and MGA.

The episode also reflects on moments of tension, transparency in problem-solving, and the importance of mutual understanding during acquisitions and contractual transitions. Listeners will walk away with practical advice and a clearer view of how capacity relationships can be built—and sustained—for the long haul.

 

Key Quotes

Clive Nathan, Brown & Brown

• "You can't have a healthy relationship without some really healthy tension in it—it makes both sides better."
• "We've used the Zurich model as a template for others... it’s a discipline that pays off."
• "This isn't about 20 lawyers sitting in a room. It's about how you and I move forward."

David Nichols, Zurich

• "If I wanted to play hardball, I could have stood behind the contract... but the relationship is more important."
• "Even with a great onboarding process, there’s always a risk of overburdening oversight—you have to be alert to it."
• "We need to protect what the MGA does well and not erode that with misapplied controls."

 

Resources

• Zurich Insurance UK
• Brown & Brown Europe
• Managing General Agents’ Association (MGAA)

 

About the Guests

David Nichols
David is Head of Retail at Zurich Insurance UK, with extensive experience in underwriting, claims, and distribution leadership. He is known for his measured, collaborative approach to MGA relationships and strategic oversight.

Clive Nathan
Clive leads Brown & Brown UK and Ireland, bringing decades of leadership in broking and MGA businesses. Under his direction, Brown & Brown has expanded significantly through both organic growth and strategic acquisitions.

 

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/