Chubb Canada unlocks Lower Middle Market opportunity for brokers

Small and emerging businesses in Canada are scaling faster than ever, creating a surge of insurance demand for brokers who can keep pace, says Paul Johnstone, President of Chubb Canada, which now offers a new suite of Lower Middle Market product offerings to help brokers seize this new opportunity.

Companies that make up this segment (earning between $10 million and $50 million in annual revenue) are consistently outperforming larger peers in both revenue and employment growth, expanding their workforces by an average of 13% between mid-2023 and mid-2024.¹

Yet many of these high-performing businesses remain underserved when it comes to tailored insurance solutions to protect their operations and employees, explains Johnstone.

“These are incredibly resourceful and resilient businesses. We consider it a privilege to work with their leaders and see their entrepreneurial spirit firsthand. They’re evolving so quickly that they need comprehensive, tailored, and scalable insurance solutions to grow with them,” Johnstone says. “That’s the gap we’re closing with Chubb’s new Lower Middle Market capabilities.”

The broker opportunity

Across Canada, Chubb is seeing these businesses drive growth in key industries, from manufacturing and tech to professional services and construction. For many brokers, this represents an untapped client base with evolving risk profiles and increasing insurance sophistication.

“These companies make up a material part of our economy, but from an insurance perspective, they’re often called the ‘missing middle,’” says Johnstone. “They’re too large for small-business programs but not yet at the scale of major corporate clients. That creates an opportunity for brokers to bring more specialized, flexible coverage to clients who are growing fast and will continue to need more comprehensive protection.”

Economic expansion, shifting trade conditions, and climate-related risks are also reshaping exposures, he adds. “It all highlights why customized coverage for these businesses is so important.”

Long known as a global leader and the largest commercial lines insurer in North America, Chubb is extending its hallmark underwriting excellence, financial strength, and claims expertise to this emerging segment.

“Brokers have trusted Chubb for years to handle complex risks and large accounts,” Johnstone says. “Now, they can bring that same quality, stability, and partnership to their clients in the Lower Middle Market.”

Tailored solutions

Chubb’s Lower Middle Market offering delivers comprehensive, customizable risk solutions that make it easier for brokers to do business.

Underwriting is simple, efficient, and fast, with most submissions turned around within 24 hours. Dedicated underwriters make decisions quickly, supported by Chubb’s deep technical expertise and industry specialization. Brokers can expect a broad appetite, with flexible and scalable coverage that adapts as clients expand — from adding endorsements and increasing limits to globalizing coverage for international operations.

Brokers also gain access to integrated property, casualty, financial lines, and cyber coverages; a self-service resource centre; and advanced risk consulting backed by nearly 500 risk engineers across North America.

“We’re bringing the same renowned claims handling, risk engineering, and financial stability that brokers already associate with Chubb to a whole new class of business,” says Johnstone.

Growing together

The Lower Middle Market segment will remain a critical part of Canada’s economy, and brokers who partner early stand to benefit most.

“Brokers who invest time in this segment now can position themselves as trusted advisors for years to come,” Johnstone says. “These clients are scaling quickly, and their insurance needs are only going to grow more complex. Supporting them today builds long-term relationships and future growth.”

For brokers ready to seize the opportunity, Chubb has unlocked the door.

“We’re ushering in a new chapter of growth,” says Johnstone. “We’re focused on supporting brokers and their Lower Middle Market clients with tailored solutions built to scale with them, and backed by the full power of Chubb — from quoting to claims.”

---

1. Key Small Business Statistics 2024, From: Innovation, Science and Economic Development Canada – https://ised-isde.canada.ca/site/sme-research-statistics/en/key-small-business-statistics/key-small-business-statistics-2024

Chubb is the marketing name used to refer to subsidiaries of Chubb Limited providing insurance and related services. For a list of these subsidiaries, please visit our website at www.chubb.com.  Insurance provided by Chubb Insurance Company of Canada or Chubb Life Insurance Company of Canada (collectively, “Chubb Canada”).  All products may not be available in all provinces or territories. This communication contains product summaries only.  Coverage is subject to the language of the policies as actually issued.  Chubb Canada, Suite 2500, 199 Bay Street, Toronto ON M5L 1E2.