One duty table that turned an assessor’s doubt into an approval

Case / 2025−42 Insurance and employee benefits broking Single role · queried, then approved

A small insurance and employee benefits broker hired a bank relationship manager to look after its key corporate accounts. The assessor doubted it was a conversion: relationship management was, after all, what the candidate already did. A weighted table of new and carried-over duties answered the question in one round, days before the application window closed.

Industry context

Commercial insurance broking is relationship-driven, so bankers and relationship managers are natural hires. The technical work is different, though: analysing a client’s coverage, running renewals, comparing insurer quotes, placing risks and advising on claims. Those skills take time to build, and that gap is what conversion support is designed for.

What changed and why CCP applied

The relationship management carried over. Almost everything around it was new: coverage analysis, renewal management, claims advisory and placement with insurers. The candidate moved from banking into insurance broking, and from selling bank products to advising on risk.

Our strategy

In our consultation process, we aligned the role scope and on-the-job plan with the broking work, supported by a conversion justification and declaration. When the assessor questioned whether the role was a genuine conversion, we replied with a weighted table listing every duty, marking which were carried over from banking and which were new, and showing how much of the role each represented. That answered the query within a day. The application was approved before the window from the start date closed.

OJT activities included

Reviewing existing corporate account files and coverage.
Running the renewal workflow for key accounts.
Preparing insurer quote comparisons for clients.
Maintaining a claims tracker and advising clients through claims.

Outcome

Role: Bank relationship manager converted into client service manager, key accounts
Pathway: Different job scope pathway (new hire)
Status: Approved after one round of queries, before the application window closed
Strategic value: Key accounts placed with someone trained in broking, not only in relationships

Key takeaway

When an assessor doubts a conversion, answer with a table, not a paragraph. Listing every duty and marking what is genuinely new makes the answer visible.