What is your strategy for up-selling or cross-selling to your existing clients?
When we ask insurance executives this question, they often shuffle their feet and avert their eyes while mumbling a few words that equate to, 'We could be doing better…'
As companies have more access to data and sophisticated analytics, this is actually the right answer. Never before has there been more opportunity for innovative methods to identify the right clients at the right time.
|Understanding the problem
Before talking about how to employ a multistage offset model, it is important to understand why the traditional approach of identifying opportunities is no longer working.
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