Exance & Focus Insurance – Educate. Empower. Excel.

Exance and Focus Insurance have joined forces to deliver smarter, stronger, and more accessible construction insurance for brokers across the UK. Why? Because we believe insurance should be built around you – your clients, your challenges, your ambitions.

By combining Exance’s technical expertise and innovative products with Focus’ deep sector knowledge and service-first approach, we’re raising the bar for what you should expect from your insurance partners.

This article explains how we are working together to help you achieve greater success and deliver greater value. There are also insights and tips for strengthening your client relationships. 

Construction and insurance market trends

The construction sector is evolving fast. Wage inflation, skills shortages, and regulatory reform are reshaping risk – and brokers who understand these trends are best placed to deliver value. Here’s what you need to know:

• Rising wage and tender costs are putting pressure on margins for contractors and developers.
• Skills shortages are driving adoption of modern construction methods, digital tools, and sustainable building practices.
• New compliance requirements and the rise of AI/automation are transforming workflows and risk profiles.

That’s not all. The current softening of the insurance market is also creating new challenges for you and new choices for your clients. For example:

• Increased insurer capital and lower claims have driven rates down, expanding coverage options and making it easier for clients to secure favourable deals.
• Competition is fierce, which means clients are being courted by multiple brokers, and retention is no longer guaranteed.
• Premiums may be falling, but expectations for service, advice, and product breadth are higher than ever.

How to succeed in a competitive market   

With price less of a differentiator, brokers must stand out by being trusted advisors — not just policy sellers. This means focusing on your unique value proposition and investing in service and relationships.

Educate

• Position yourself as a partner, offering proactive risk management advice and regular coverage reviews.
• Help clients look beyond low premiums – discuss the risks of underinsurance and the importance of future-proofing their cover.
• Explain the implications of skills shortages, such as project delays, quality concerns, and increased liability.
• Recommend policies that address today’s exposures, for example Latent Defects Insurance (LDI), Contractors All Risk, and bespoke Surety Bonds.
• Proactively share insights about regulatory changes and digital transformation in construction.

Empower

• Highlight value-added covers, such as Insurance Backed Guarantees (IBGs), which give clients peace of mind and support contract wins.
• Leverage the combined strengths of Exance and Focus to access specialist products, capacity, and underwriting expertise.
• Use your access to exclusive schemes and capacity to tailor solutions that competitors can’t match.
• Collaborate with MGAs who can deliver flexible solutions and fast turnarounds on complex risks.

Excel

• Make service your differentiator; be accessible, responsive, and transparent.
• Adopt broker portals and digital quote tools to speed up placements and improve accuracy.
• Use digital communication to keep clients informed and engaged throughout the policy lifecycle.

Two MGAs. One Mission. Your advantage.   

Focus is committed to providing insurance brokers with the tools and knowledge necessary to offer comprehensive bonding and surety solutions. We work closely with leading surety providers to deliver tailored bonds that meet the specific needs of your clients.

In partnership with specialist construction MGA Exance, we offer brokers a comprehensive suite of warranty products to cater to your specific needs, from essential coverage to niche options for complex builds.

Why bonds and sureties matter for your clients  

In the construction industry, bonds and sureties are indispensable tools for managing risk and ensuring the smooth execution of projects.

A bond functions as a guarantee issued by a surety company to ensure that a contractor will meet their contractual obligations. If the contractor fails to fulfil these obligations, the bond provides financial compensation to the client, thereby protecting their investment.

The surety, which is the entity issuing the bond, essentially vouches for the contractor’s ability to complete the project as agreed. Sureties conduct thorough assessments of a contractor’s financial stability, experience, and capacity before issuing a bond.

As an insurance broker, understanding the role of bonds and sureties can enhance the value you offer to your clients, whether they are involved in large-scale developments or smaller projects.

How our partnership makes a difference

Our partnership is not just about products – it’s about empowering brokers to overcome challenges and seize opportunities. We also want to build broker trust and loyalty through collaborative, transparent education.

Educate: building trust, together

• Regular articles, webinars, and guides to keep you ahead of the curve.
• Co-branded tools: easy quote forms, comparison charts, and marketing assets.
• Real people, real answers – no bots, no jargon, just experts ready to help you win.

Empower: strengths that set us apart

• Exance has decades of underwriting expertise.
• The tailored support offered by Exance means you get more than a product – you get a partner.
• Focus is renowned for service, clarity, and transparent communication.
• The practical tools and market insights provided by Focus enable brokers to deliver added value to clients. 

Excel: unique products, real benefits

• Our joint Surety Bonds help brokers keep projects moving, manage risk, and win new business.
• We offer LDI cover that provides clients with robust protection and helps to unlock funding for developers.
• Our joint IBGs are a powerful differentiator, providing essential cover and building trust with clients while unlocking new revenue streams for brokers.

Tap in to our expertise today

 Our team can offer expert advice and support to enhance your insurance offerings and client relationships.

Book a meeting today to learn how Exance and Focus can help you win more business and simplify day-to-day tasks.

Different types of construction bonds

• Performance Bonds: guarantee a contractor will complete the project according to the contract terms. If the contractor defaults, the client can claim compensation from the bond to cover the costs of hiring another contractor to finish the job.
• Payment Bonds: ensure that subcontractors, suppliers, and labourers are paid for their services and materials. This protects the client from the risk of liens being placed on the property due to unpaid bills, ensuring smooth financial transactions throughout the project.
• Bid Bonds: submitted by a contractor during the bidding process, this bond guarantees that the contractor will enter into a contract and provide the necessary performance and payment bonds if their bid is successful. This prevents contractors from submitting speculative bids or withdrawing after winning the contract.
• Maintenance Bonds: offer a warranty period after project completion, covering the cost of rectifying any defects in workmanship or materials that become apparent after the project is finished. This ensures long-term satisfaction with the completed work.

How bonds and sureties make a difference in construction  

• Increases client protection:bonds and sureties provide a financial safety net for clients, ensuring that projects are completed to the required standards and within budget. This is particularly important for large-scale projects where the financial stakes are high, and failure to deliver can result in significant losses.
• Boosts contractor credibility:securing bonds can help demonstrate that a contractor is a reliable and capable partner, potentially leading to more business opportunities. Additionally, payment bonds facilitate effective cash flow management by ensuring that all parties involved in the project are paid on time.
• Upholds regulations and standards:in the UK, bonds and sureties are often required by law for public sector projects and are increasingly being adopted in the private sector. They encourage high standards of work, reducing the likelihood of disputes.

Exance and Focus in action: broker success story  

A developer was struggling with rising costs and skills shortages. By combining LDI cover from Exance with a tailored IBG from Focus, the broker delivered a solution that secured funding, satisfied the main contractor, and protected the client’s interests.

“Partnerships aren’t just about sharing products – they’re about sharing vision. Together with Exance, we’re making it simpler for brokers to deliver real value to their clients.”

Paul O’Keefe, Broker Development Manager, Focus