Gareth Davies: What does a 'new model BDM' look like?

A quality business development manager (BDM) remains one of the most effective ways for a provider to build and grow a relationship with an adviser. Three decades ago, BDMs were known as ‘inspectors' - a relic from a bygone age when an agency required ‘regular inspection' from the insurer who granted it. Now the language reflects the reality - providers offer a service to advisers and their clients and use BDMs to develop and run the account. The traditional face-to-face BDM model is now complemented, and in some cases replaced, by tele-based BDMs. So the numbers of face-to-face or ‘fiel...