Unfortunately, some banks treat the purchase of insurance essentially as "commodity', transaction being driven entirely by price. Consequently, it is routine for banks to place their insurance programs out on an annual tender offer basis, and place little emphasis on developing stable and long-term relationships with both brokers and underwriters. All financial markets reward stability and consistency and the bank insurance market is no exception. The effect of this instability and fragmentation in the some of the insurance market has been two-fold.

Quality of underlying re-insurance - When account relationship is perceived by the both underwriters and brokers to be totally price driven, it is often impossible to re-insure the risk with the most reputable and stable re-insurers. This means that brokers must often place the risk with .re-insurers of lesser quality and stability. This, in turn, frequently leads to difficulties in claims settlement and other coverage issues, as weaker re-insurers are often reluctant to settle even the most valid of-claims. In addition, brokers also tend to charge a premium for these types of placements - meaning that brokerage commissions are higher as a percentage of overall cost and it is often difficult (if not possible) to find out the exact extent of these charges or to get full visibility into who the re-insurers are on the cover.

Lack of Enhanced Coverages and "Value Added" Services - Brokers and underwriters reward stable long-term relationships with the provision of "value added" services and enhanced coverage. Both brokers and underwriters add value to relationships through such vehicles as underwriter/broker financed risk management, audits and consulting services, assistance in structuring risk financing programs (such as captives, pooling arrangements, and finite programs), and other forms of expert operational risk management support. Long-term and stable relationships also invariably bring with them an increased willingness by underwriters to enhance coverage within existing premiums and deductible levels, to provide more favourable policy wording, and to continue to renew coverage even in the face of loss. Banks should consider the possibility of multiple year insurance contracts and also negotiating broker services based on fees as opposed to commissions.