For example, take a conversation you might have with a customer who’s renewing their household insurance: discussions might extend to them needing to cover the contents in their outbuildings...which might lead naturally to finding out that there’s a classic car in the garage…which could mean that the owner is involved in a classic car club...potentially with lots of members who your client could easily refer you to.

Or maybe you might talk to your teams about asking their tradesmen clients what they do, who they see, and what business is like: are they involved with a trade club? Is there another van on the horizon? Are they helping to cover work for a business partner who’s moving house at the weekend, or is a colleague going away with friends on a winter sports holiday?