1. Hope is NOT A Strategy
Replacing
Guessing
With
Knowing
to
Eliminate
Hoping…
TRIAGE

2. Hope is NOT A Strategy
Are
some
of
your
most
important
strategic
accounts
becoming
more
vulnerable
to
a5acks
by
aggressive
compe7tors?

3. Hope is NOT A Strategy
How
confident
are
you
that
you
have
the
right
strategy
in
place
to
protect
and
retain
these
important
accounts?
What if you’re wrong?

4. Hope is NOT A Strategy
• Disputed
claims/E&O
• Poor
renewal
result
• Loss
of
key
staff
• Change
in
client
leadership
• Changing
service
expectaJons
• Pressure
from
compeJtors
• Pressure
from
the
client
• Emerging
risks/Program
design
• Corporate
Governance/RFP
• Loss
of
key
underwriter/market
In
today’s
highly
compe77ve
environment,
there
are
any
number
of
issues
that
can
make
your
key
clients
vulnerable
to
compe77ve
assault...

5. Hope is NOT A Strategy
Have
you
considered
the
full
downside
impact
on
you
and
your
business
if
a
strategically
important
account
is
lost?
• Lost
revenues
• Incurred
sales
costs
to
replace
lost
revenue
• Reduced
morale
and
potenJal
loss
of
staff
• ReputaJonal
impact
• Feeding
frenzy
on
other
accounts
and
your
team
• Budget/P&L
impact
• Reduced
leverage
with
involved
underwriters

6. Hope is NOT A Strategy
Involved
account
teams
are
oBen
too
close,
over-­‐
extended
and/or
lack
the
necessary
strategic
insights
and
skills
required
to
objec7vely
diagnose
the
situa7on
and
develop
viable
triage
strategies.

7. Hope is NOT A Strategy
Wouldn't
it
make
sense
to
have
a
second
set
of
“experienced”
eyes
analyze
and
assess
the
account
situa7on
to
help
the
involved
team
develop
a
more
robust
strategy
for
retaining
and
protec7ng
these
important
strategic
accounts?

8. Hope is NOT A Strategy
Welcome
to
TRIAGE
Proven
approach
for
assis7ng
account
teams
in
their
efforts
to
develop
and
execute
more
robust
strategies
for
retaining,
protec7ng
and
compe77on-­‐
proofing
important
strategic
accounts.

9. Hope is NOT A Strategy
The
TRIAGE
Approach
Due
Diligence
Strategy
Development
Oversight
Strategic
Client
Protec7on

10. Hope is NOT A Strategy
Stage
1:
Conduct
Preliminary
Due
Diligence
We
will
invest
the
requisite
7me
and
energy
to
review
and
analyze
all
available
informa7on
on
the
current
account
situa7on
prior
to
working
with
the
involved
team
to
develop
a
structured
client-­‐
focused
triage
strategy.
Confidence
that
our
team
will
be
fully
prepared
to
add
significant
value
to
your
efforts
to
retain,
protect
and
grow
the
account.

11. Hope is NOT A Strategy
Stage
2:
Develop
a
More
Robust
Triage
Strategy
We
will
work
directly
with
the
involved
team
to
advance
their
current
plan
for
retaining
and
protec7ng
the
account.
Ability
to
leverage
our
wide
range
of
proven
best
prac7ces
to
build
a
strategy
that
will
deliver
compe77on-­‐proofing
results.

12. Hope is NOT A Strategy
Stage
3:
Provide
Oversight
to
Plan
ExecuJon
We
will
stay
involved
over
an
agreed-­‐upon
period
of
7me
post
to
plan
execu7on
for
purposes
of
overseeing
and
assis7ng
the
team
in
their
efforts
to
stay
to
plan
and
adjust
as
needed
to
ensure
effec7ve
implementa7on
and
maximum
results.
Will
provide
the
team
with
the
insights
and
direc7on
needed
to
stay
on
plan
and
deal
with
any
obstacles
that
arise.

13. Hope is NOT A Strategy
Why
York?
• Decades
of
“real-­‐world”
experience
designing
and
execu7ng
complex
account
triage
strategies.
• Proven
approach
for
adding
value
to
our
clients’
efforts
to
protect,
retain
and
compe77on-­‐proof
important
strategic
accounts.
• Outcome
certainty
drawn
from
extensive
global
experience
in
varied
professional
environments.

14. Hope is NOT A Strategy
Program
Leader
Phil
O’Brien
is
Managing
Partner
of
YCG
and
the
senior
partner
involved
in
the
execuJon
of
TRIAGE
assignments.
Phil
brings
decades
of
experience
in
developing
and
execuJng
complex
account
retenJon,
protecJon
and
expansion
strategies
with
compeJJon-­‐
proofing
results
at
Sedgwick,
Johnson
&
Higgins,
Marsh
and
Aon.
He
has
served
in
senior
client
management
and
sales
leadership
roles
in
both
the
US
and
Europe.
Phil
received
bachelors
and
masters
degrees
from
the
University
of
Maine
and
is
a
graduate
of
Harvard
Business
School’s
General
Management
Program.

15. Hope is NOT A Strategy
We
help
our
clients…
TRIAGE
Develop
and
install
enhanced
strategies
for
protec7ng,
retaining
and
compe77on-­‐
proofing
important
strategic
accounts.
INTERVENTION
Iden7fy
and
address
underlying
performance
issues
of
individuals
and
teams
for
purposes
of
securing
increased
sales
results.
ADVANCE
Analyze
issues
and
execute
strategies
that
solve
problems,
enhance
organiza7onal
effec7veness
and
realize
team
poten7al.

16. Hope is NOT A Strategy
The
York
ConsulJng
Group,
LLC
PO
Box
934,
York
Harbor,
ME
03911
802.825.1560
pdobrien@yorkconsulJngllc.com
www.yorkconsulJngllc.com
Replacing
Guessing
With
Knowing
to
Eliminate
Hoping…