The soft insurance market has introduced new complexities for brokers and their clients, particularly in claims management. For Tate Harris, an award-winning broker recognised at the Insurance Business Awards, this environment demands heightened diligence, expertise and unwavering client advocacy.
Harris, partner at local Canberra brokerage allinsure, has built a reputation for his hands-on approach and client-first ethos, and describes the present market as one in flux. “It’s shifting quite significantly at the moment,” he said. “Certain sectors - commercial property, professional indemnity, financial lines, public liability - are still seeing a lot of rate reductions and the market is softening in these spaces.”
Lower premiums can be welcome news for clients but there’s a critical trade-off. Insurers who are no longer bringing in the premium they used to are now looking to bring down their costs by challenging more aspects of each claim leaving policyholders at risk of not receiving their full entitlements.
Asked whether insurers are becoming more selective in their claims handling, Harris is unequivocal.
“Yes, I think because the way the market’s going - because it’s softening - the trade-off for that is more challenging claims.”
With premiums under pressure and claims costs rising, insurers are more likely to challenge claims and look for reasons to deny or reduce payouts.
“We live in a very litigious society and claims are never going away - if anything, they’re happening more frequently - and insurers are scrutinising every detail with a fine-tooth comb,” said Harris.
This heightened scrutiny means that claims can quickly become complicated.
For Harris, the key to navigating these tricky claims is rigorous preparation and a deep understanding of each client’s risk profile. “You need to be crossing your T’s and dotting your I’s, making sure you’ve got everything in order and building cases to advocate for your clients,” he said.
Leaving clients to their own devices or putting assessors in the driving seat during a claims process, he said, can lead to problems.
“They can quickly get out of hand and the client might not get what they’re entitled to under the policy,” said Harris.
Unlike some brokerages that outsource claims management, Harris and his team handle every claim themselves. This direct involvement allows them to stay on top of every detail, ensuring that nothing is missed.
“That way, we can ensure the client’s interests are always front and centre,” he said.
So what does Harris look for when managing a claim?
“It really comes down to if you’ve done your due diligence and your job to start with,” he said. “If you understand your client, the risk profile, and you’ve articulated those exposures, offered them a solution, and documented everything, then come claim time you should be fine.”
He emphasises the importance of reviewing contracts, endorsements and exclusions, ensuring that the policy is as appropriate as possible for the client’s needs.
“It’s understanding the risk profile and checking those contracts they may be entering into, and any endorsements or exclusions in the policy,” said Harris.
Tate Harris’s approach exemplifies the qualities celebrated by the Insurance Business Awards: technical skill, client advocacy, and a commitment to excellence in a challenging environment.
Through his work - and the recognition provided by the awards - the industry is reminded of the critical role brokers play in ensuring clients receive the protection and support they deserve.
Read next: The 2025 Insurance Business Australia Awards
The Insurance Business Awards shine a spotlight on professionals who go above and beyond, recognising the expertise and dedication that protect clients even as insurers become more exacting. Nominate yourself or a colleague to showcase the vital role brokers play and to celebrate excellence in our industry.
Nominations are open for the Insurance Business Awards 2026 and close on November 28. For more information, including how to nominate and register, please visit the awards website.
