Insurance Client SUCCESS Stories
High Impact Initiatives
Trusted By Fortune 500 Industry Leaders For Over 30 Years
OdysseyRe
Enabling Underwriters to Better Partner with Relationship Managers
Worked with Underwriters to increase their credibility and influence when working with Actuaries and clients, including their ability to ask critical questions and listen for nuanced needs. | Results: better engagement in relevant, thought-provoking dialogues; better assessment of problems and identification of workable solutions; more frequent collaborations internally; more satisfied clients externally, with increased close and retention rates.
Ameriprise
Leveraging Partnerships with Under-Utilized Client Resources
Ran skills training and peer-coaching initiative with Account Managers and Sales Leaders in Retirement Services to include non-traditional internal partners in client-facing meetings and problem-solving discussions in order to support differentiated client engagements and create more competitive solutions. | Results: shifted the mindset – and skillset – among cross-functional teams regarding what constitutes stellar service; effectively oriented clients early in the relationship to see the value – and distinction – of access to a multi-skilled team; compellingly communicated requests to internal partners to help them prioritize requests and take action to benefit the partnership..
Wilton Reinsurance
Increase Writing Impact for Highly Visible Leader-Producers
Used actual writing samples from Executive participants in one-day clinic plus focused coaching for teams and individuals. Paid attention to nuanced ways to structure messages for high impact (grammar, vocabulary, punctuation, visual layout). Applied the training and tips to emails, proposals, memos, newsletters. | Results: greater confidence among writers and greater brand alignment (and response) in messaging.
Guardian Life
Improve Hiring Results through Better Internal Client Needs Assessment
Enabled Recruiters and their leaders in Talent Acquisition to better position themselves as business partners to their LOB clients, rather than be seen as transactional, order-taking resources. | Results: learned nuanced skills for engaging busy leaders in relevant discussions, thereby demonstrating their impressive knowledge of the businesses and effectively positioning their creative strategies to close the hiring gap.
Selected
Enhanced Executive Presence & Presentation Skills Among Executives
Trained, videotaped and coached Executive, Mid-level and Hi-Po Leaders in professional image, executive presence and presentation skills to ensure that their key messages were well received by both internal as well as external audiences. | Results: Though many were already experienced presenters, the initiative measurably “raised their game”, enabling them to better command a room, engage their audiences in meaningful dialogue, and speak to very senior leaders with complete credibility and confidence.
Mass Mutual
Increase Market Share by Shifting to Strategic Client Management
Provided customized client relationship training for Retirement Services Account Managers & Leaders to achieve mandate to double market share by delivering more proactive service with a strategic client focus. Performance metrics such as client satisfaction, retention, plan health and growth positively impacted.
Crum & Forster
Augment Coaching Commitment, Confidence & Consistency
Coached and trained Senior Leaders to mentor, model and coach client-facing direct reports on sales and presentation skills as part of a key learning development initiative. | Results: realized a significant ROI from training by sustaining the focus on skills adoption among cross-functional client teams (Actuaries, Relationship Managers and other subject experts).
MetLife
Creating a Customer-Focused Sales and Coaching Culture
Consulted with and trained the Institutional Sales executive leadership team, Learning & Development leadership team and the Auto/Home Group senior leadership team in sales coaching skills; over 100 participants in two years. Co-facilitation work with internal senior executive team members of employee engagement focus groups to gather data to shift to a more results-oriented sales culture.
Aetna
Enable Sales Support Representatives to Step Up Roles, Reputations & Results
Prepared sales support members of Aetna’s Worksite Marketing Group (Participation Champions, Fulfillment Coordinators) to take on broader responsibilities for client and partner engagements, including adopting a compensation strategy tied to satisfying sales quotas and service metrics. | Results: enabled the team to interface with Account Managers and external clients with more confidence, credibility and influence, and to employ reliable, consistent strategies for follow-up that led to more business won and retained.
OdysseyRe
Increase the Confidence & Clarity of Actuaries in Client Presentations
Trained and coached Actuaries to better organize and deliver compelling presentations for key pitch meetings, especially when working alongside Underwriters in client-facing and Board-facing meetings. | Results: better positioning of ideas and solutions to internal decision-makers and colleagues, as well as to external clients, in ways that enhance speaker credibility, and increase the acceptance of new thinking; recognize and embody strong body language that supports the credibility of the speaker and his or her recommendations