On this episode of the Insurance Coffee House, Nick Hoadley is joined by Robert Salamon, Co-Founder and Managing Partner, and Anthony Recine, Managing Director, Investments, at BHMS Investments, a Connecticut-based private investment firm focused on the North American lower middle market. Robert explains how BHMS has evolved since he co-founded the firm in 2010. While its team and investment capacity have grown, the firm has maintained a concentrated, high-conviction approach centred on service-oriented businesses, active partnerships with management teams and the conservative use of leverage. Anthony reflects on joining BHMS in 2016 as the firm prepared to raise its first institutional fund. He discusses how the firm’s experience and resources have developed while its approach to selecting investments, constructing its funds and working with management teams has remained consistent. The conversation explores how insurance became a significant area of focus for BHMS. Robert explains why insurance brokerage initially stood out as an attractive investment opportunity, with strong customer retention, recurring revenue, clear value across the supply chain and significant scope for consolidation. BHMS made its first insurance brokerage investment in 2011 and continued building experience through investments including The Hilb Group, PCF Insurance Services, Inszone Insurance Services and King Risk Partners. Over time, the firm’s understanding of the wider insurance ecosystem led it into insurance business process outsourcing, MGAs and technology-enabled insurance platforms. Nick, Robert and Anthony discuss how BHMS has refined its investment strategy as competition and capital entering the insurance sector have increased. Robert explains why the firm does not simply follow the areas attracting the most private equity interest. Instead, it looks for opportunities where its existing knowledge can provide an advantage and where there remains a clear, executable path to value creation. They also examine how BHMS’s approach to insurance brokerage has developed from traditional aggregation strategies towards more integrated operating models. Robert explains why integration can allow a business to pursue smaller acquisition targets, access a more fragmented part of the market and reduce its reliance on sellers remaining with the organisation over the long term. Anthony discusses what BHMS looks for in prospective management partners. Alongside an attractive industry and a credible investment plan, the firm considers trustworthiness, work ethic, ambition and alignment. For acquisition-led brokerage strategies, management teams must also understand the commitment involved in completing transactions and building a much larger organisation. The conversation considers how evaluating an MGA differs from evaluating a retail brokerage. Anthony explains the importance of understanding why the MGA exists, what gives it a distinct understanding of the risks it underwrites, the size of its addressable market and whether its operating model can remain defensible as larger competitors enter the sector. Nick and Anthony then discuss what BHMS contributes beyond investment capital. As the first institutional investor in many of its portfolio companies, the firm may initially operate as an outsourced M&A resource before helping the organisation establish its own acquisition capabilities. However, completing acquisitions is only one part of the work. Anthony explains how BHMS supports management teams as they bring separate businesses into a more cohesive organisation. This can include developing accounting, payroll and benefits infrastructure, consolidating carrier relationships, implementing an enterprise-wide CRM, standardising processes and workflows, improving reporting and introducing consistent technology and training. The discussion also explores the challenges that emerge at different stages of growth. New platforms must first establish credibility and demonstrate that they can complete and integrate acquisitions successfully. As the business grows, it must recruit leaders capable of operating at a larger scale while managing the cultural and organisational impact of bringing multiple businesses and teams together. Anthony explains why people, culture and change management are central to building a successful insurance platform. The organisation needs people with the technical ability to develop its systems and processes, as well as the emotional intelligence required to work effectively through a period of significant change. The conversation then turns to BHMS’s investment in Boost Insurance. Robert and Anthony explain how Boost supports insurance programmes across areas including capacity, regulatory requirements, policy administration and data. They discuss how its technology helps brokers, MGAs and other distribution partners launch and manage programmes more efficiently while providing reinsurers with timely and detailed information. Nick, Robert and Anthony also consider the role of technology across insurance distribution. They discuss why technology is more likely to strengthen the work of brokers and advisers than remove the need for them, particularly in commercial insurance where clients continue to value specialist guidance, coverage advice and support during a claim. Robert explains why integrated insurance businesses may be particularly well positioned to benefit from new technology. Consistent data, standardised workflows and shared systems make it easier to introduce tools that improve both customer-facing services and operational efficiency. The episode closes with Robert and Anthony addressing common misunderstandings between private equity firms and insurance executives. Robert explains that a private equity investment does not always require an exit after a predetermined number of years and discusses BHMS’s approach to finding a suitable future partner with the involvement of the management team. Anthony reflects on what investors can underestimate about insurance. He explains why insurance businesses cannot be assessed purely through systems, processes and financial performance: their greatest assets are their people. Investors must also understand the differences between specific geographies, products and customer segments, as these can expose a business to risks that are not immediately apparent from the broader stability of the insurance market. Learn more about Robert Salamon and his work at BHMS Investments, or connect with Robert on LinkedIn. Connect with Anthony Recine on LinkedIn to follow his work across insurance investment, transactions and portfolio development. Learn more about BHMS Investments. The Insurance Coffee House Podcast is brought to you by Insurance Search. We are a global Insurance Executive Search Consultancy, supporting Insurance and Insurtech businesses to attract and retain the very best insurance talent. Find out more about showcasing your employer brand as a guest on the Insurance Coffee House Podcast or sign up to our News and Insights. Or follow us on LinkedIn, Twitter or Instagram. Insurance Executive Search Consultants in USA, London and Bermuda. Copyright Insurance Search 2025 - All Rights Reserved.
