Because there is a word about differentiation etc., but not something to meet the client needs in full and avoid gaps in existing coverage. Mostly is a word about power of presentation. Sorry for my misspellings.

I wonder what is the roll of consultant? He has to prequalify the agent/broker as ability and specialization He has to offer the opportunity to no more then two agents/brokers He has to let them know very well the clients risks and requirements He has to make his presentation of the two final offers...