Partnership in Practice: How Zurich, Plum and Brown & Brown Are Redefining MGA Collaboration
20th June 2025
In this episode of MGAA Conversations, host 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 truly work over the long term.
This candid discussion pulls back the curtain on their successful partnership, revealing how clarity, open communication, and mutual commitment are the foundations of sustainable MGA-insurer collaboration.
Together, David and Clive share practical, experience-led insights on:
- Managing onboarding without creating friction
- Maintaining rigorous performance oversight while avoiding unnecessary controls
- Building resilience through trust, transparency, and flexibility – especially during acquisitions and contractual shifts
They also reflect on moments of tension and the importance of resolving them in ways that strengthen, rather than strain, the relationship.
Here are key insights from David Nichols and Clive Nathan:
“You can’t have a healthy relationship without some really healthy tension in it—it makes both sides better.” – Clive Nathan, Brown & Brown
“We need to protect what the MGA does well and not erode that with misapplied controls.” – David Nichols, Zurich
Resources
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.