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Writing Business in Insurance — It’s All About Attitude

We have recently been working with a couple of clients to help develop the capability of their sales/business development teams to help improve the acquisition of new, profitabl… Read more
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Customer Management In a World Of Intermediaries and Brokers — “Do You Understand How It Works?”

Are you new to marketing or strategy in B2B insurance? Or have you worked in the industry for a while and want to add more value to propositions, relationships and customer strategi… Read more
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Managing Distributors as Partners

Our new book is out! It’s only taken three years to write….. MANAGING AND DEVELOPING YOUR DISTRIBUTOR RELATIONSHIP Are you considering using distributors, or unsu… Read more
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Are your people getting the right share of mind / share of voice with your distributors?

    Are your people getting the right share of mind / share of voice with your distributors?     We have the training and development programme to fix it. It cov… Read more
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Business Development Managers (BDM) & the Underwriter relationship

The importance of the BDM role and function in the distribution and customer management of financial services cannot be underestimated. The BDM ensures we gain and maintain the o… Read more
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New Infographic: Challenges facing the Auto Industry

The automotive sector is facing massive changes in the next 10 years. How will this affect your customer management? Download the infographic in pdf  … Read more
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Top 5 Obstacles to B2B Customer Centricity # 3 Silo’d Organisation

The Top Five Obstacles to Customer Centricity in B2B Companies and How to Overcome them Obstacle 3: Silo’d Organisation This is the third blog in our series based on the early resul… Read more
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Distributor Management – Motivation & Reward Planning – Staying Ahead. Part 4 of 4

In the fourth blog on effective Distributor Management, Mark Hollyoake looks at the role of Motivation & Reward planning. Even when organisations enjoy excellent relation… Read more
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Distributor Management – Getting It Right! Part 2 of 4

In our second blog on managing distributor markets, Mark Hollyoake looks at getting the foundations of Customer Management right. The term distributor is widely used to describ… Read more
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