H W Kaufman Group London
Strategic Account Paradox Framework
6-Dimension Analysis
Timing Triggers
4 activeOngoing brand consolidation creating integration investment window
London market digital transformation agenda
Post-acquisition integration requirements for recent acquisitions
Lloyd's Blueprint Two compliance requirements
SWOT Analysis
Strengths
Strong specialty insurance expertise (Burns & Wilcox)
Aggressive acquisition strategy building market share
London market presence providing access to Lloyd's
Family-owned culture enabling fast decision-making
Weaknesses
Fragmented technology across acquired entities
Brand consolidation creating operational complexity
Limited digital distribution capabilities vs. larger brokers
Potential integration fatigue from rapid acquisition pace
Opportunities
Brand consolidation as catalyst for technology investment
Digital distribution channel development
London market growth in specialty lines
Cross-sell opportunities across acquired entities
Threats
Howden, Gallagher, and Marsh investing heavily in technology
Talent competition in specialty insurance broking
Lloyd's market regulatory changes
Client consolidation reducing broker leverage
Salesforce Use Cases
Unified broker and client relationship management across all entities (FSC)
Pipeline and opportunity management for specialty lines
Post-acquisition integration workflows
Lloyd's market placement tracking and management
Cross-sell intelligence across specialty lines and geographies
Three Deliverables
Ready to use with your team
Salesforce Account Team Point of View
Audience: Salesforce Financial Services Account TeamH.W. Kaufman Group London is actively consolidating its international brands and executing a digital transformation agenda. The acquisition integration challenge creates an urgent need for a unified platform — Salesforce FSC is the answer.
1Account Overview
H.W. Kaufman Group is a leading specialty insurance broker with operations across the US, UK, and international markets. The London operations are a critical part of the group's Lloyd's market strategy, with ongoing brand consolidation creating integration complexity.
2The Strategic Paradox
H.W. Kaufman's acquisition-led growth strategy is creating operational complexity that a fragmented technology infrastructure cannot manage. The gap between growth ambition and operational reality is the entry point for Salesforce.
3Why Now
The brand consolidation programme is creating a natural investment window for a unified technology platform. Engage now before the consolidation is complete and the window closes.
4Opportunity Size
A Salesforce FSC deployment at H.W. Kaufman London represents a £1.5M–£3M initial programme with expansion potential across global operations.
5Why Ziipline
Ziipline's Lloyd's market expertise and experience in complex, multi-entity Salesforce deployments makes it the ideal delivery partner.