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Life companies should engage more with legacy clients

International life companies could do more to protect their legacy business through actively engaging with these clients, says Philip Penrose, director and head of UK and international sales for Coram Asset Management.

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One initiative he highlights is to encourage orphan clients to make top-up contributions which would open the door to growing exsting investments.

Penrose also explains what he thinks providers need to do to compete profitably for new business.

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