Making the most of your customers
Instead of chasing new customers, recognise the value of existing ones through active management, writes Colin Clark
One of the big challenges facing the insurance industry is to create greater value from existing customers. Competition for customers is increasing across the board and combines with the high degree of regulation that has been applied to the industry to ensure that it no mean feat to make the most of existing customers. For many companies and brokers it is exceptionally hard to look outside of day-to-day business, making it difficult to identify the strategic opportunities that will realise the
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