Course overview
Bancassurance can give banks a material source of fee income and deepen customer relationships, while giving insurers access to trusted distribution and customer data. The model also creates difficult decisions: which products fit the bank proposition, whether to use a referral, agency, joint venture or ownership model, how to manage conduct risk, and how to make sales activity commercially viable without damaging customer trust. Poorly designed programmes often produce low conversion, unsuitable sales, weak insurer accountability and fragmented customer journeys.
This course examines the operating and commercial choices behind successful bancassurance programmes. Participants assess market potential, select a business model, evaluate insurer partners, define product portfolios, build channel economics and establish governance. They work with practical approaches to sales management, customer segmentation, data use, underwriting hand-offs, claims communications, financial planning, performance management and risk control. The course also addresses applicable conduct, consumer protection, anti-money laundering and insurance distribution requirements.
Teaching combines instructor briefings, banking and insurance cases, group analysis, commercial simulations and structured planning. Participants progressively develop a bancassurance business case during the course, using templates for partner selection, target operating model design, financial projections, risk controls and performance reporting. They leave with a completed bancassurance programme proposal that can be adapted for a retail bank, Islamic bank, microfinance institution, insurer or financial services group.
The course is suited to managers responsible for bancassurance growth, retail banking products, insurance partnerships, branch sales, customer strategy, operations, risk or finance. It is particularly useful where a bank is launching, redesigning or reviewing an insurer distribution partnership.
