1) The document discusses strategies for insurance brokers and agents to better sell safety services to clients by understanding their "risk maturity" and readiness to invest in such services. It outlines assessing clients as basic, standard, or enhanced buyers and matching messaging and services accordingly.
2) Agents are encouraged to package safety services into basic, standard, and enhanced levels to meet different clients' needs and buying signals. Meeting with clients involves planning to identify the right service level and presenting a clear client benefit.
3) By properly evaluating a client's risk maturity and tailoring loss prevention services and messaging, agents can help clients meet underwriting standards, improve safety over time, and position safety as a value-add instead of just a
Setting Up a Successful Insurance VentureCognizant
Precise business and operating model definitions can help insurers spin off ventures that stay ahead of customer needs and market requirements. Here are some lessons we’ve acquired by helping our clients establish winning ventures.
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Setting Up a Successful Insurance VentureCognizant
Precise business and operating model definitions can help insurers spin off ventures that stay ahead of customer needs and market requirements. Here are some lessons we’ve acquired by helping our clients establish winning ventures.
Outsourcing Insurance: Upgrade your Business ProcessesCogneesol
This document covers a brief on the 7 things that you can consider to perform to upgrade your insurance business and stay ahead of your competitors in 2018.
ASSE PDC 2011 CSR for the Safety ProfessionalFayFeeney
Presentation deck from American Society of Safety Engineering 100th Anniversary conference.
This is not to be used for commercial use - for review only.
CeBIT Social Business Arena keynote - Strategic building blocks for your Dig...David Terrar
Standing in fir Dion Hinchcliffe who was called away, this was the opening keynote in the CeBIT Social Business Arena. My idea was to do three things. First give the Agile Elephant view of the current complex and disruptive digital landscape. There is a wave of change affecting every business and some key issues to be understood that are driving the need for digital transformation in every industry, every style of business. I go through 20 years of a world gone digital and recommend 3 books to help make sense of where we are. Secondly present 8 strategic building blocks to enable transformation, with the emphasis on practical things you can do, and specific areas or factors that your organisation needs to address.
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In this issue: 1) Invest in Specialty Skills and Other Tips for Internal Audit Planning
2) Cyber Risk - Now It IS the Daily News 3) How to Build an Actionable Incident Response Strategy.
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This issue delivers links to key resources, NAM’s Manufacturers’ Q3 Outlook Survey and four articles on key industry topics — 3 Ways Manufacturers Can Bridge Talent Gaps & Improve Product; Is It Time to Consider Group Captive Insurance?; Equal or Equitable – The Family Business Owner’s Dilemma; and Special Purpose Acquisition Companies (aka SPACs) Are Really Hot!
With advent of growing business scale, cross border operations, legal ramifications associated and witnessed instances of growing corporate and accounting scandals, SOX compliance has been gaining importance towards need for top management to certify the accuracy of financial information, increased independence of the outside auditors who review the accuracy of corporate financial statements, and increased oversight role of boards of directors.
We at Riskpro do understand the need for corporates to be SOX complaint w.r.t compliance clauses, public disclosures, management certification and audit, training needs for your teams, hence we’re pleased to launch our SOX Risk Advisory Services in addition to our existing bouquet of Risk advisory, Consulting, Training & Human Capital Services. Our services are offered through our multi location delivery centres in major metros with total presence in 11 Indian cities network.
ASSE PDC 2011 CSR for the Safety ProfessionalFayFeeney
Presentation deck from American Society of Safety Engineering 100th Anniversary conference.
This is not to be used for commercial use - for review only.
CeBIT Social Business Arena keynote - Strategic building blocks for your Dig...David Terrar
Standing in fir Dion Hinchcliffe who was called away, this was the opening keynote in the CeBIT Social Business Arena. My idea was to do three things. First give the Agile Elephant view of the current complex and disruptive digital landscape. There is a wave of change affecting every business and some key issues to be understood that are driving the need for digital transformation in every industry, every style of business. I go through 20 years of a world gone digital and recommend 3 books to help make sense of where we are. Secondly present 8 strategic building blocks to enable transformation, with the emphasis on practical things you can do, and specific areas or factors that your organisation needs to address.
Lastly, leave you with a core message that is vital for the 21st century enterprise - and that is that you need to be in a state of continuous reinvention to make sure that some smarter, nimbler competitor doesn't make use of technology or new business models to take away your market.
Risk & Advisory Services: Quarterly Risk Advisor Feb. 2016CBIZ, Inc.
In this issue: 1) Invest in Specialty Skills and Other Tips for Internal Audit Planning
2) Cyber Risk - Now It IS the Daily News 3) How to Build an Actionable Incident Response Strategy.
CBIZ Quarterly Manufacturing & Distribution “Hot Topics” Newsletter (Sep-Oct ...CBIZ, Inc.
This issue delivers links to key resources, NAM’s Manufacturers’ Q3 Outlook Survey and four articles on key industry topics — 3 Ways Manufacturers Can Bridge Talent Gaps & Improve Product; Is It Time to Consider Group Captive Insurance?; Equal or Equitable – The Family Business Owner’s Dilemma; and Special Purpose Acquisition Companies (aka SPACs) Are Really Hot!
With advent of growing business scale, cross border operations, legal ramifications associated and witnessed instances of growing corporate and accounting scandals, SOX compliance has been gaining importance towards need for top management to certify the accuracy of financial information, increased independence of the outside auditors who review the accuracy of corporate financial statements, and increased oversight role of boards of directors.
We at Riskpro do understand the need for corporates to be SOX complaint w.r.t compliance clauses, public disclosures, management certification and audit, training needs for your teams, hence we’re pleased to launch our SOX Risk Advisory Services in addition to our existing bouquet of Risk advisory, Consulting, Training & Human Capital Services. Our services are offered through our multi location delivery centres in major metros with total presence in 11 Indian cities network.
Quality Statements and Seven Steps to Strategic Quality PlanningDr.Raja R
What is a quality statement?, Quality statements and tenders, What does a quality statement include?, Define the term strategy?,
Vision Statement, Mission Statement, Quality Policy Statement and seven steps to strategic Quality Planning
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Guy Korland, CEO and Co-founder of FalkorDB, will review two articles on the integration of language models with knowledge graphs.
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AI for Every Business: Unlocking Your Product's Universal Potential by VP of ...
Are You Selling Safety? Anyone Buying? November 2009
1. If You’re Not Out Selling
Loss Control,
You’re Being Outsold
INTERSURE ANNUAL MEETING
NOVEMBER 8 – 11, 2010
1
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
2. Fay Feeney, CSP, ARM
Principal
Envision Strategic Group, LLC
Advising Executives on Improving Business
Performance by Focusing on
Opportunities & Risks
2
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
3. This session is for you if your firm is ready to sell safety services
and create a “value –add” for clients:
Safety, Health & Environmental
management is integrated into
culture and brand. Accountable
leadership for performance.
Considers safety
performance a risk transfer
event. Production before all
else. Safety is supposed to
happen by itself.
3
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
4. Safety Management Performance: It’s All Good
1. Prepares your agency and clients for a hard
market.
2. Attracts and retain clients who understand that
safety is integral to improving business
performance. Losses = waste
3. Build your book of business to gain the most
competitive pricing and underwriting interest from
carriers.
4. Tell me more….
4
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
5. 2010 Business Influences
Demands for Safety, Health & Environmental Expertise
Business values = your reputation in a transparent world.
Everyone know what you value without saying it.
Supply Chain Expectations
Going Green: Wal-Mart, Dell, etc.
Corporate Social Responsibility reporting
Business Risks – Perceived Safety Failures
BP, Massey Mining
Labor: Aging/Young/Global Workforce
High Hazard Work Environments
Construction
5
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
6. @NACD 2010 #NACD Public Company
Governance Survey: nearly 70% of
directors claim they have not defined the
company’s “#risk appetite” statement
6
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
7. Addis Intellectual Capital (AIC)
100 CFOs
September 2008:7
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
9. Identifying Business Exposures
1
2
3
Relative Uncertainty
RelativeImportance
6
5
Higher
Higher
Lower
4
7
8
9
1
Credit availability
Technology breakthrough
3
4
Stringent regulatory
environment
Industry consolidation5
6 Radical greening
7
Deepening recession
2
AN ILLUSTRATION
Global License to
Operate
8
Cost cutting
9 Supply chain
10 Employee safety
10
9
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
10. Opportunities to Outsell the Competition:
Do you know which problems are producing pain?
• Bring your technical expertise to CEOs and CFOs by
identify the exposures facing their business.
• Highlight your process to uncover and address their risk
exposures. (Do they see these as pain producing?)
• Your buyer wants results (save time, money, increased
coverage). Position loss control beyond activities.
Clients have to buy insurance. They get
to decide if they want to invest in safety.
10
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
11. Why Organizations Invest in Safety
1. Reduce Cost of Insurance
2. “Right Thing to Do”
3. Fed/State Regulations
4. Too Many Accidents
5. Leadership that believes EH&S is a
culture that connects to the long term
success of the organization
11
(c) 2010 Envision Strategic
Group, LLC. All rights reserved.
12. Risk Management Standard ISO 31000
Let’s identify, analyze and evaluate our
“selling safety” opportunities.
12
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
13. 1. Identifying the risk maturity of prospects and clients.
2. Analyzing where they need to be to meet/exceed
underwriting standards.
3. Evaluate what services will put them in the best
position relative to “risk transfer” first then determine
capabilities to progress to “risk management”.
This puts your team in a position to help your clients and
“sell safety” only to those clients who are buyers.
13
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
15. Safety Maturity
“We like to think that all 10,523 of our employees
are safety professionals – as we invest both the
skills and responsibilities in each of them to
ensure the proper application of safety principles
for every operation, every day,”
Mike Snyder, director of corporate safety, industrial
hygiene and loss prevention
15
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
16. Why Maturity Matters?
• Positive results for client
– Compliance
– Positive influence on carrier
underwriting
– Business impact on bottom line
• Profitability through
enhanced efficiency and
productivity
These clients appreciate your safety resources to improve
their performance. So what about everyone else?
16
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
17. Client Readiness to Solve Problems
What help will they buy?
Enhanced
Business performance
Add to their success
Standard
Business opportunity – improve
safety/risk management
Basic
Desirable risks – Help with carrier
recommendations
17
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
18. What Basic Clients “Needs to Know”
(These are not safety buyers)
• These clients are having bigger problems than just
safety. You need to help them be insurable first.
• Producer’s Dilemma
– Connecting safety to perceived issues?
– Motivating busy client to make time for safety
presentation?
– Time/expense to bring in-house safety pro to meeting?
– Will effort to sell safety take client beyond their readiness?
– Will buyer be handing off safety discussion to HR, Facilities,
etc.?
– How will the safety activities translate to results?
18
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
19. Basic Clients
These folks are not ready to buy
They are in business survival
You can help them:
•Understand regulatory compliance and consequences of non-
compliance.
•Comply with recommendations from the carrier.
•Establish roles and responsibilities for safety management.
•Deal with demands from clients, vendors and suppliers for safety,
health and environmental activities.
•Bring basics requirements to management.
19
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
20. Understanding Clients Buying Needs
• Pre-package service
• 3 Levels of Support
– Enhanced
– Standard
– Basic
20
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
21. Strategies to Communicate
• Planning –
– Know what you want to walk away with from the meeting
• Which package and why
– Basic – Meets underwriting standards
– Standard – Wants to improve
– Enhanced – Wants to excel & be inspired
• Aceing the Meeting:
– Matching message to client’s readiness
– Clear client benefits in presentation materials
– Leverage personal relationship with buyer
• Decide who delivers the message
21
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
22. Up for Consideration
– Setting criteria to stratify clients by safety maturity
– Realistic assessment of client readiness
– Help Producers match message to buyers
– Revisit your loss control staff expertise -does it
match your clients needs/wants?
– Inspire incremental improvements
– Keep clients insurable and meeting underwriting
criteria
– Promote loss control services as a “value-add”
22
(c) 2010 Envision Strategic
Group, LLC. All rights reserved.
23. Questions?
Fay Feeney, CSP, ARM
310-372-0591
fay@123safety.com
www.123safety.com
23
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
Editor's Notes
Why should you care about enterprise risk management? What’s the value? Well, what are some of the risks that might keep a hospital’s senior management and board awake? Who manages these various risks? What about those that span the various functional management areas?
Enterprise risk management seeks to balance strategic value creation in seeking positive opportunities with the tactics used to protect assets in order to avoid negative consequences across the scope of activities – both external and internal - that may affect the organization’s objectives. In doing so, it bridges the gaps that are found in typical approaches.
Talking Points….
State and discuss the Objective for this session
Ask participants their expectations of this session and encourage participation
Stress Employee ownership as part of the process
Close by restating the objective – key is to raise awareness and equip you with tools to help you be more comfortable in your work environment. This session will take approximately 30 minutes.
State to the participants that when they leave:
They will be responsible to fill out an evaluation of their workstation
Understand where to go and how to report any concerns