Last week, I introduced the idea of advice-led distribution for life insurance, and explained that insurers need the right customers, and the right offers and experiences, to create competitive differentiation. This week, I’ll discuss the three ot...

More and more, individuals are facing the prospect of funding their own retirement. In both developed and emerging insurance markets, the ranks of the under-insured are growing. Meanwhile, shrinking profitability, increasing customer expectations ...

While insurance companies pioneered the use of predictive analytics for pricing and risk management, they’ve fallen short when it comes to using those same tools in other places. Notable gaps include: Aggregating customer information. Tailorin...

How can insurance companies use analytics to achieve growth and profitability? In this chart of the week, I’ll discuss how integrating analytics into insurance distribution can enable high performance. Top 10 reasons insurers should integrate anal...

At a time when collaboration between marketing and IT is crucial to capitalizing on emerging technology, an Accenture survey finds that the relationship between the two groups is often dysfunctional. Digital marketing As much as digital chann...

Accenture research shows that most insurers’ growth strategy hinges on customer acquisition and retention, as well as increased cross- and up-selling. Yet, the same research shows that many insurers believe their current distribution capabilities ...

It’s often said that life insurance is sold, not bought. After a sale, customer engagement has been limited, at best—in some cases, customers didn’t have any contact with their life insurance provider until a death in the family. That’s all chan...

Past performance is no guarantee of future success. With the economic downturn behind us, those insurers who emerged intact may find the market to be a very different place. From changes in consumer behavior to new (and disruptive) technologies, i...

Increased use of digital channels and social media is a good thing for the insurance industry. It creates personalized customer experiences, improves agility and provides the flexibility needed in this increasingly competitive marketplace. At th...

I’ve spoken at length about the value of social media for insurers, and my colleague Kevin Kraft has also provided guest blog posts on this topic. Many insurers have reservations about using social media, and rightly so. As I point out in the Ch...