Challenge/Opportunity
No knowledge of the Life Insurance business. Utilizing local management
talent who lacked insights and experience in Western methods of building
a Life Insurance company. Little understanding of how to build and focus
distribution efforts for the Life operation.
Consulting
Engagement
Initially, conduct a high-level review of the current
operations and make recommendations as to its focus, immediate priorities,
and corrective actions required. Then, provide management direction in
repositioning the activities of the Life operations. Finally, to guide
the creation and development of a new business plan.
Consulting Process
Fact-finding through one-on-one management and team interviews
and meetings. Prepare and conduct sales meetings and management seminars.
Ongoing hands-on support by phone, fax and e-mail as well as on-site counseling
and working sessions. Individual mentoring sessions with key management
personnel.
Results
Dramatic change in sales results. Establishment of a sales culture.
Implant of fundamental management principles. Commitment of Senior Management
to refocus and broaden the strategic outlook for the development for the
Life operations.
A
Russian Company Challenge:
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