Jonathan Tritton recently joined Burns & Wilcox Global Solutions as Managing Director, leading our ambitious growth plans across marine and non-marine broking operations. He explains what drives his passion for the London market, his ambitions for the business and his advice for anyone building a career in the industry.
Why did you choose a career in the London insurance market?
I’ve always enjoyed being part of a team. After completing my commerce degree I knew I wanted a role in the finance sector with a strong people aspect. Insurance was an obvious choice, with the face-to-face aspect of the London market being particularly appealing.
My first job was exhilarating – I specialised in directors and officers (D&O) insurance, which gave me the opportunity to meet really senior people from an early stage. Many clients were Californian tech companies, and I got far more C-suite interaction than you might otherwise get as a broker.
That first job confirmed that I’d made the right career choice. After several action-packed years, I moved on to Marsh for nine years and to Acrisure.
What do you enjoy about your work?
No matter the role, the highlight for me has always been the people. From end clients to other retail brokers, wholesale brokers, MGAs, colleagues and insurers, I love working across the whole chain and connecting people and ideas.
The fact that everyone in the London insurance market is so physically close allows us to create great results for clients. I love showing people from other parts of the world around Lloyd’s and hearing them say “I wish we had this.”
What led you to join Burns & Wilcox Global Solutions?
I’d always admired H.W. Kaufman Group. So when Paul [Greensmith, our CEO] told me about the opportunity to step up and lead Burns & Wilcox Global Solutions at an exciting stage in its growth trajectory, I was immediately interested. The business has such good foundations, and the commitment to investing in people from the executive level all the way down is really exciting.
The family ownership was also very appealing. Having worked for a big public company and a private company with outside investors, I value the stability and long-term view the Kaufmans provide.
What are your early impressions?
I’m even more excited about the opportunity now that I’m here. It’s such an interesting time in the London wholesale market, with other brokers consolidating their London books of business and moving up or down the insurance chain.
Burns & Wilcox Global Solutions stands out as the only family-owned broker of scale with no North American retail presence. That gives us an enormous advantage: we can focus on serving our clients day in, day out, rather than worrying about potentially being in competition with them or about investor pressure.
Since joining, I’ve been struck by the collaborative culture – both within Burns & Wilcox Global Solutions and with our colleagues across the wider H.W. Kaufman Group. I was recently at the Kaufman Leadership Meeting in the US and it was pleasing to see the London market woven into so many conversations there – our global colleagues clearly see the value we deliver for our clients. It really does feel like a ‘One Kaufman’ team.
Can you tell us about your ambitions for the business?
We offer a unique home for brokers at an exciting time in the market, and I want Burns & Wilcox Global Solutions to be the destination of choice for top talent. Alongside that, I’m focusing on sustainable growth, expanding the business we do with existing clients while bringing our expertise to new ones. To help achieve this, we’re investing in technology and enhancing our product offering.
Personally, I also want to help grow the H.W. Kaufman International group of companies, supporting the expansion of RB Jones and the potential launch of a Lloyd’s syndicate in years to come.
What advice would you give to anyone building a career in this industry?
I always encourage people to join one of the many Lloyd’s social groups – there’s something fun for everyone, from choirs to rugby. You can build an amazing network across the industry in different roles, lines and seniority levels. But while building a network is really important, you have to do it hand in hand with building up exceptional product knowledge. You really need both to create great outcomes for your clients.