Jamie Davies, head of business at Excellect, speaks to Health & Protection about the importance of relationship building in helping clients see the bigger picture, why AI offers advisers the opportunity to raise the bar in what they do, and why he regards The Script’s Hall of Fame as his personal theme tune.
How did you get your start in this sector?
I’ve always been interested in business, finance and insurance, so joining the health and protection industry felt like a natural fit.
Before moving into employee benefits, my background was focused on business development, sales and helping businesses grow.
I joined Excellect two years ago as head of sales and partnerships before moving into the head of business role a year later.
Since then, I’ve had the opportunity to help shape the wider direction of the business, from driving growth and developing strategic partnerships to supporting digital transformation and improving how we deliver for our clients.
What do you enjoy most about your current role?
For me, it’s helping move the industry away from a traditional broker relationship towards a genuine partnership with clients.
Employee benefits shouldn’t just be about arranging insurance once a year. The best conversations aren’t about finding the cheapest premium – they’re about understanding a business, supporting its people strategy and helping build a benefits programme that delivers long-term value for the employer and its employees.
Who is your role model – in life or in work?
I don’t have one particular role model, but I’ve always admired people who challenge the status quo and look for better ways of doing things.
I’m a big believer in continuous improvement, whether that’s developing people, improving businesses or embracing new technology to deliver a better client experience.
What advice would you give to people thinking about joining the industry?
Learn the technical side of the industry, but don’t stop there. Take the time to build relationships and develop your communication skills. Products are important, but clients remember how you make them feel and the value you bring beyond the policy itself.
Do you see AI as a threat or opportunity for people entering the industry?
Definitely an opportunity. I see artificial intelligence (AI) helping advisers spend less time on administration and more time doing what clients really value – building relationships, solving problems and providing strategic advice. Used properly, it won’t replace people; it’ll allow us to be better at what we do.
I believe the businesses that embrace AI alongside human expertise will be the ones that lead the industry over the next decade.
What has been your biggest setback and how did you overcome it?
Earlier in my career, I focused too much on chasing the next opportunity instead of recognising the value of building strong foundations first. Experience has taught me that sustainable growth comes from consistency, patience and always being willing to learn.
Looking back, those lessons have had the biggest influence on how I approach leadership today.
Laugh or cry – what did your most memorable client or case make you want to do and why?
I’d definitely say laugh – mainly because of the positive outcome.
One client came to us with employee benefits that had been in place for more than 20 years. During that time, the market had never really been tested and their benefits had evolved without a strategic review. They were spending around £150,000 a year, but there was a real opportunity to do things differently.
By taking the time to understand the business and its employees, we restructured their benefits programme, secured a more comprehensive level of cover and reduced the overall cost by almost half. The savings then allowed the client to introduce additional benefits for their people rather than simply reducing spend.
For me, it perfectly demonstrated the value of building long-term partnerships with clients. Sometimes the biggest opportunity isn’t just negotiating a better premium – it’s taking a step back, understanding the bigger picture and helping a client build a benefits strategy that truly supports their business.
What’s your ultimate career goal?
I’d like to help redefine what clients expect from an employee benefits adviser.
I believe the future of our industry is about becoming trusted partners to clients rather than simply arranging policies.
By combining great advice with technology, stronger partnerships and a genuine understanding of each client’s business, we can deliver far more value than we’ve traditionally been known for.
How would your boss describe you?
I’d hope they’d say I’m proactive, commercially minded and always looking for ways to improve.
I’m naturally curious, enjoy bringing people together and rarely accept; that’s how we’ve always done it as the best answer.
What’s your biggest talent away from work?
I’m a bit of a business geek.
I enjoy reading about business, marketing, technology and personal development, and I’m always exploring new ideas or looking at how things can be improved. It’s something I genuinely enjoy, even outside of work.
What mantra do you live by?
Leave it better than you found it.
Whether it’s a process, a client relationship or a business, I always try to leave things in a better position than when I started.
What song would you regard as your theme tune?
Hall of Fame – The Script featuring Will.i.am
The message about ambition, resilience and continually striving to improve resonates with me, professionally and personally.
