Int. J. Management Practice, Vol. 3, No. 3, 2009 263 Copyright © 2009 Inderscience Enterprises Ltd. Developing new business models for intermediaries in the insurance sector H. Bouwman Information and Communication Technology, Faculty of Technology, Policy and Management, Delft University of Technology, PO Box 5015, 2600 GA Delft, The Netherlands E-mail: w.a.g.a.bouwman@tudelft.nl Hugo ter Doest Expertise group Creating Value in Business Networks (CVBN), Telematica Instituut, P.O. Box 589, 7500 AN Enschede, The Netherlands E-mail: hugo.terdoest@telin.nl Patrick van der Duin* Technology, Strategy & Entrepreneurship, Faculty of Technology, Policy and Management, Delft University of Technology, PO Box 5015, 2600 GA Delft, The Netherlands E-mail: p.a.vanderduin@tudelft.nl *Corresponding author Abstract: This paper focuses on future developments in society in general, and in the insurance industry in particular, and the development of business models that can be used to reinforce the position of intermediaries in the insurance value chain in a time when they face uncertain technical, marketing and regulatory developments. This paper attempts to integrate trend and scenario analysis with business model design, in an industry sector where innovation is slowly taking off. By combining trend analysis and an ‘outside-in’ scenario methodology and business model design, we design strategic options and new alternative business models. On the basis of trend analysis we defined two major axes for the scenario analysis: the level of regulation and the adoption and use of Information and Communication Technology (ICT). Based on these axes we developed four scenarios. We assessed the impact of relevant developments outside for each scenario. General developments are leaner government, and