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From Concept to Binder: What Capacity Providers Look for Now

Capacity Market Trends Operational

Online

29th October 2026 • 10.00 - 11.00

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About this session

The delegated authority market continues to evolve, with capacity providers placing greater emphasis on governance, data quality, operational readiness and long-term partnership potential.

In this session, representatives from QBE will share practical insights into how new opportunities are assessed, what has changed in capacity appetite, and the common green flags and red flags that influence decision making. The discussion will explore how successful partnerships are built through aligned objectives, transparency, clear accountability and a shared focus on customer outcomes and sustainable profitability.

Attendees will gain a better understanding of how to position opportunities effectively and what it takes to progress from an initial concept to a long-term capacity relationship.

Learning Objectives

Describe how capacity providers assess MGA opportunities and how market expectations have evolved in recent years
List the key factors that make an opportunity attractive to a capacity provider
Explain the importance of data, governance and operational readiness in securing long-term capacity partnerships

Lee Northwood

Underwriting Manager – Alternative Distribution Models • QBE

Lee has over 19 years of insurance experience and leads the development of QBE’s UK Alternative Distribution Model strategy.

He specialises in delegated underwriting arrangements, MGA partnerships, insurtech collaborations and specialist motor facilities, with a focus on underwriting performance, portfolio governance and sustainable growth.

Lee works closely with brokers, MGAs and technology-led distributors across the UK market to develop and support innovative insurance solutions, helping to bring specialist propositions to market through alternative distribution channels.

Nicole Petchey

Strategic Distribution Manager • QBE

Nicole has over 11 years of insurance experience and is responsible for the strategic development and management of key broker and network relationships across QBE’s UK business.

She specialises in distribution strategy, broker engagement, strategic account development and growth initiatives, with a focus on strengthening market relationships, creating mutual value and enhancing broker experience.

Nicole works closely with national brokers, broker networks and internal stakeholders to develop key trading partnerships, identify new business opportunities and drive profitable growth across QBE’s UK portfolio.

Jon White

Interim Packages & SME Director • QBE

Jon leads QBE’s UK Packages & SME business, with responsibility for portfolio performance, underwriting strategy and sustainable growth across the sector.
He specialises in commercial insurance portfolios, product development and distribution strategy, working closely with brokers, MGAs and distribution partners across the UK market.

Drawing on a capacity provider perspective, Jon has extensive experience assessing new propositions and partnerships, with a focus on underwriting discipline, distribution strategy and long-term portfolio sustainability.