Publications
How CRM has failed insurance
CRM was introduced as a tool that would improve customer service while increasing sales by maintaining all client data in a single location. The life insurance industry has been slow to adopt CRM, with many well documented project and ROI failures. Read this paper for an analysis of why CRM has had such a low take-up and why it often disappoints in terms of ROI and business impact.
How CRM has failed Insurance PDF (PDF, 4 pp., 258 KB)
Distribution performance management for financial services - An overview
Distribution Performance Management (DPM) is about improving sales, retention and win-backs through all or any of your distribution channels. Here we present an overview of the main elements of DPM.
Distribution Performance Management for Financial Services - An Overview (PDF, 5 pp., 811 KB)
DPM readiness checklist
This paper provides a checklist of the characteristics commonly associated with companies that generate the necessary business focus to implement a DPM project that results in good ROI. Use the checklist to see whether your organization has the impetus to succeed.
DPM Readiness Checklist PDF (PDF, 3 pp., 252 KB)
DPM - Getting started
DPM focuses on impact; getting to a return on investment quickly is the catalyst for expanding its adoption. This paper will help you understand how to start a DPM project.
DPM - Getting Started PDF (PDF, 4 pp., 258 KB)
Tips for increasing revenue through multiple channels
Whether change is represented by economic slump, economic boom, new information technology trends or demographic shifts, revenue is still king. Top line growth may not quite be a cure-all but it sure does shift a lot of problems. Over the next few months we will be providing tips on how to utilize technology to increase revenue and protect current assets across the distribution channels. This month we kick off with the dominant channel - producer led sales.
Tips for Increasing Revenue through Multiple Channels PDF (PDF, 6 pp., 280 KB)
Data mining - Prospecting for gold in your customer database
Data Mining is the process of applying computer-based techniques to sort through large amounts of data to identify statistical patterns that can aid in decision making. Read this to find out how implementing data mining techniques and analytical tools can help you drive greater results from your sales and marketing efforts.
Data Mining - Prospecting for Gold in Your Customer Database PDF
Supporting distribution - Why sharing data from administration systems needn't be difficult
An interview between Jamie McGeachin, executive of CLIEDIS (the Canadian life insurance data standards group), and Simon Tomlinson of BlueSun describes how sharing data with distribution does not need to be a big hurdle to improving distribution support.
12 steps to successful data conversion
Data conversion is one of the most complex aspects of any life insurance software project. In this paper we share with you our proven approach to data conversion we have developed and honed over many years.
12 Steps to Successful Data Conversion PDF (PDF, 6 pp., 563 KB)