Customer first

"People have to got realise that they don't have to be customer focused," says Graham Spittles, managing director of Otter Risk Solutions (ORS). "They have to be customer obsessed." And with four decades of industry experience under his belt, Spittles is well placed to understand the needs of both the customer and the industry. "Throughout 40 years you get to know a lot of people and build up a great deal of trust and relationships," he says. "You also know what issues are affecting life companies, and last but not least, you know what the industry is looking for." Spittles first b...