The broker's seat
You hold a client's file. The house takes the seat across the table. Four moves, a made-up case, and the consequences of your choices.
This case is made up from end to end for the exercise. The company, the file it comes with and the houses that quote are all invented. Do not bring a real file into it.
Step 1 / 6
Sablier Logistique
Temperature-controlled trucking and warehousing. 340 employees, 190 of them drivers with no named computer account. Three warehouses. No cyber cover today. The property program renews in six weeks.
Last year the client turned down a 150,000 euro deductible on the property program: "more than one year of trading can absorb."
What you have in hand
- P1Client questionnaire, "backups" section"Daily backups, held off-site by our managed service provider."
- P2Client questionnaire, "strong authentication" section"Two-factor authentication rolled out on email."
- P3Client questionnaire, "loss history" section"Ransomware attempt in May 2025, blocked, no operational impact."
- P4Property program survey report, handed over by the client, page 11"Orleans warehouse down from May 12 to May 16, 2025, order picking run on paper slips."
- P5Managed service provider fact sheetThe warehouse management system runs at a single hosting provider. All three sites depend on it, with no local fallback.
- P6Client internal memo, passed to the broker"Endpoint detection rollout completed across 100% of devices last month."
Nobody has flagged anything for you. Some of these six documents cannot all be true at once, and the ones that decide are not the ones that catch the eye.
The underwriter's seat · The same case, seen from the other side of the table. You understand one position once you have held the other.