Faking it, making it and knowing the difference
Michael Ussher has followed a key piece of advice over his career: if someone offers you an opportunity you are not sure you can handle, say yes anyway, and work out the details later. It is Richard Branson’s line, and Ussher has taken it to Perth, to Sydney, to New Zealand and eventually into the deputy chief executive office at DUAL’s Asia-Pacific business.
He has a second rule that sounds like it should contradict the first – but doesn’t. While bluffing your way through an unfamiliar job may provide a boost, faking it has no place in how you deal with people. Brokers and colleagues, in his experience, are good at spotting someone who isn’t being authentic.
“The biggest lesson I’ve learned, and probably the best piece of advice I’ve ever received, is simply to be yourself... I think people respond to genuine conversations and genuine intent,” he says.
The distinction between backing yourself into roles you haven’t grown into yet and never faking the relationships that come with them is how Ussher accounts for a career that has taken him from a claims desk in Melbourne to running DUAL’s Australian business, a company that has grown from a 2004 startup into a business generating $500 million in gross written premium across Australia and New Zealand.
A national role run from Adelaide The job itself has widened well beyond where it began. Last year, Ussher became DUAL’s Australian managing director, adding the role to his existing position as Asia-Pacific deputy chief executive, with a brief that reaches past insurance and distribution into legal and governance, HR and people, and sales and marketing. Being based in Adelaide means his weeks often begin with a flight, reflecting the extensive travel required to stay connected with teams, brokers and partners.
Much of how he reads risk today traces back to where he started, resolving claims rather than pricing them. His 2006 move to DUAL brought a transition into underwriting.
“Starting in claims gave me a pretty practical view of insurance. I saw the outcome when something goes wrong, which gave me a different perspective when assessing risk,” Ussher explains.
Leadership with lightness Ask him to sum up his style, and he stays well away from the vocabulary of command.
“As a leader, hopefully people would describe me as approachable and authentic. My view is that leadership isn’t about having all the answers. It’s about listening, asking good questions and helping people succeed,” Ussher says.
The complexity of the work is, to his mind, exactly why he keeps some lightness in the room.
“We deal with complex risks and challenging situations, but my view is there’s always room for some fun and humour. You can take the work seriously without taking yourself too seriously,” Ussher says.
Years of moving between roles have also given him a sharp instinct for spotting spin.
“It has also helped me develop a good radar for when expectations aren’t realistic or when someone might be trying to paint a picture that doesn’t quite match reality,” Ussher explains.
He is quick to spread the credit for what he has picked up along the way.
“The reality is that no one succeeds on their own. I’ve been fortunate to learn so many lessons from a lot of people,” Ussher adds.
Two figures stand out when the conversation turns to mentorship.
“DUAL’s co-founders Damien Coates and Leo Abbruzzo have both been incredibly generous with their strong mentorship over the years, and I’ve learned countless lessons from them,” Ussher says.
The people he works with For all the strategy in the role, his answer to what he enjoys most rarely changes.
“What I enjoy most is the people. I get to work with such talented people every day, including team members who’ve become some of my closest friends,” Ussher says.
The achievement he keeps returning to has little to do with premium or market share.
“I’m consistently proud and humbled to see the personal and professional growth of people I’ve had the privilege to work with, manage or lead over periods of time,” he adds.
He has plenty of scale to point to as well. DUAL has grown from a startup in 2004 into a business writing half a billion dollars in premium across Australia and New Zealand, and Ussher frames that as a shared result rather than a personal one.
“To now be $500 million GWP across ANZ shows what can be achieved when lots of talented people have the opportunity to collaborate together,” he says.
Watching that growth from the inside is a large part of what keeps the enthusiasm going.
“Very few people get the chance to work with great people, help grow a business and stay close to clients at the same time. I’ve been lucky enough to experience all of these, and that’s what keeps me excited about coming to work every day,” Ussher says.
Away from DUAL, his diary stays full, largely thanks to two boys aged four and six.
“They’re at that age where their personalities are really starting to show, which is great fun to watch,” Ussher says.
Another allegiance he has asks for rather more patience.
“I have a strong love for AFL footy, and I’m a long-suffering St. Kilda supporter, which has taught me plenty about resilience, patience and managing expectations over the years,” he says wryly.
Ask him when it will be time to hang up his boots in the insurance industry, and the answer has nothing to do with age or the years behind him.
“To be honest, the moment winning a deal stops being exciting is probably the day I know it’s time to retire,” Ussher says.
Spotlight
His first management job took him a long way from home. In 2012, he left Melbourne for Perth to become Western Australia manager.
“It was my first people-manager role and, to be honest, it was a very steep learning curve. I didn’t know many of the brokers, I was a long way from family and friends, and suddenly I was responsible for leading a team,” he says.
Sydney came next, and from 2018, he took on responsibility for the New Zealand business during a testing period. Each move added something to how he works.
“I’ve also lived and worked in Sydney with DUAL and had the chance to work across different markets. I think that’s incredibly valuable,” Ussher says.
DUAL Australia is no ordinary underwriting agency. We deliver efficient and responsive insurance solutions for small businesses, mid-market and corporates specialising in financial lines, accident and health, cyber, general liability and transactional risk insurance. Our 21 products are designed to suit a broad range of needs and industries. Our entrepreneurial spirit is at the heart of what we do. For over 20 years, we’ve pioneered the use of technology to help our people, partners and clients do more – including our market-leading online platform WebRater. We have a team of experienced underwriters in locations across Australia, backed by over 1,750+ people in the global DUAL Group. DUAL is one of the world’s largest global international underwriting agencies with around US$3.2 billion of GWP, operations in 21 countries and 70+ lines of business.
Company Profile
1,750+
People in the global DUAL Group
3,800+
Brokerages supported
40+
Technical underwriters
$500m+
Gross written premium
21+
Products, across six product lines
Bio
Spotlight
Milestones
Company Profile
Years in the industry
27
BASED in
Adelaide (but commutes to various DUAL offices around the country)
Favourite quote
“If somebody offers you an amazing opportunity but you are not sure you can do it, say yes – then learn how to do it later!”
Richard Branson
Michael Ussher
Deputy chief executive officer at DUAL
DUAL’s Michael Ussher on authenticity, humour, mentorship, leading for growth, the people who helped shape his approach and the thrill of the deal
Read on
“The biggest lesson I’ve learned, and probably the best piece of advice I’ve ever received, is simply to be yourself... I think people respond to genuine conversations and genuine intent”
Michael Ussher,
DUAL
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2006
2013
2015
2018
2023
2025
Joined DUAL and made the move from claims into underwriting
2006
Moved from Melbourne to Perth to become Western Australia manager, first leadership role
2013
Moved to Sydney to lead a national team; met now wife (first son born in 2020)
2015
Assumed responsibility for New Zealand
2018
Appointed Asia-Pacific deputy CEO
2023
Appointed Australian managing director
2025
Milestones
Published 10 Aug 2026
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Find out more
“I’m consistently proud and humbled to see the personal and professional growth of people I’ve had the privilege to work with, manage or lead over periods of time”
Michael Ussher,
DUAL
