b"INTERVIEW ANDR FRAZO | ASSOCIATE PARTNER & HEAD OF INSURANCE M&A IN EMEAFTI CONSULTINGAre the national champions also capable of winning the game on European soil In the years ahead, further scale-up and internationalisation combined with a strong focus on operational excellence will become even more important for Dutch intermediaries. Thats why BHB Dullemond has entered into a strategic alliance with FTI Consulting, a global management consultancy with European headquarters in London. The partnership with FTI Consulting offers the opportunity to provide BHB Dullemond's clients with access to international insurance platforms and private equity players in Europe and the US. We interviewed Andr Frazo, Associate Partner and Head of Insurance M&A in EMEA at FTI Consulting, about what challenges lie ahead for today's broker consolidators in the European insurance market. A WORLD TO BE WONFrazo: The UK and the US were the first marketscontinental European markets and now have where insurance brokers launched a proactivea long track record of consolidation in these roll-up strategy. On the European continent, itregions. However, some markets might present was the Netherlands. Meanwhile, a number ofmore challenges to enter, such as France, which successful consolidators have emerged in theis dominated by large management-owned broker Netherlands and are about to broaden theirbusinesses, where international players have been reach within Europe. Apart from the Belgianstruggling to penetrate. At FTI, we assist both market, Dutch consolidators have yet to build anEuropean and US broker consolidators making international track record. Large intermediariestheir international journey a reality. We provide need to ask themselves how they are going toinsights into the different markets, the best successfully roll out their international strategypractices and we help to roll out international to achieve a podium place abroad. Eachacquisition plans.country has different market dynamics, business culture, and language barriers and a careful and considered approach is therefore needed. International broker platforms, such as Howden, PIB or Acrisure, have successfully entered some ANNIVERSARY EDITION 37"