Breaking Down Barriers: Why Brokers Resist Systems and How We’re Working On It
At gpm, we know that great software isn’t just about features – it’s about making people’s working lives easier.
That’s why we’ve been speaking with brokers and intermediaries across the London Market to better understand why so many are still reluctant to adopt new systems.
The insights we heard were honest, candid – and exactly what we needed to hear as we move into the Beta Programme for inFOCUS.
Why Brokers Resist Systems
From these conversations, a few clear themes emerged:
1. Systems are seen as admin work
Many brokers still see their job as getting the deal done – not doing data entry.
“My job is to get the deal done. All the inputting and processing? That’s for the technical team.”
This perception means that even if a system is available, it’s often handed off to someone else, or ignored altogether.
2. Email and Word feel ‘good enough’
Brokers are comfortable with the tools they’ve used for years.
“If I can send an email or put it in Word, I don’t need a system.”
Unless there’s a strong business case, many will stick with what works – even if it means more manual tracking and higher risk of errors.
3. Fear of slowing down
Speed is everything for brokers, and many worry that systems will add friction or create delays.
“I don’t want to wait on a system to get something done for a client.”
Any solution needs to feel as quick – or quicker – than current methods.
4. Desire for flexibility
Brokers want light-touch tools that adapt to their workflow.
“I don’t want to be forced to tick ten boxes before I can move on.”
Rigid systems create frustration and can be seen as obstacles, not enablers.
How We’re Responding
These insights are shaping how we build inFOCUS. Our goal is to take away the administrative overhead, not add to it – so brokers can focus on what they do best: building relationships and winning business.
We’re prioritising:
- Single data entry – capture once, reuse everywhere
- Fast, intuitive workflows – no unnecessary clicks, no over-complication
- Transparency at your fingertips – pipeline, status and reporting available instantly
- Flexibility – configurable templates and checklists to match how you really work
Be Part of the Solution: Join the Beta Programme
The next step is to put these ideas into practice.
Our Beta Programme for the CONTRACT and NETWORK modules is running soon.
Participants will get early access to:
✅ Centralised contract data capture and document upload
✅ Real-time pipeline visibility and workflow tracking
✅ Simple onboarding and due diligence via NETWORK
✅ A direct line to our product team to shape future development
If you rely heavily on email, Word or spreadsheets to manage your contract data or onboarding process – this is your opportunity to test something better.
📩 Interested in joining? Speak to your gpm contact or get in touch to get involved.