Bancassurance Management Training Course

Participants can create a commercially grounded bancassurance strategy and business case.

• Market segmentation using needs-based, behavioural, value and risk variables
• PESTLE and Porter's Five Forces assess bancassurance market attractiveness
• Target operating model defines roles, governance, processes, data and technology
• Business cases calculate customer lifetime value, acquisition cost and payback
• Balanced Scorecard links sales, service, risk and financial measures
• Partnership selection evaluates insurer strength, product fit and service capability

Participants can evaluate insurance products for customer fit, financial viability and governance requirements.

• Needs analysis separates protection gaps, affordability constraints and suitability requirements
• Product architecture combines term life, credit life, health and general insurance
• Benefit design tests exclusions, waiting periods, deductibles and sum assured
• Pricing mechanics connect premium rates, commissions, expenses and expected claims
• IFRS 17 concepts distinguish insurance revenue, service expense and acquisition cash flows
• Product approval files document target market, risks and distribution controls

Participants can manage an insurance sales process that supports customer needs and conduct standards.

• Sales process maps prospecting, fact-finding, recommendation, closure and after-sales follow-up
• Fact-find forms capture objectives, dependants, income, debt and risk tolerance
• Suitability assessment matches customer needs with product features and exclusions
• Consultative questioning identifies triggers from mortgages, payroll and transaction behaviour
• Objection handling addresses price, trust, claims concerns and competing priorities
• Branch-manager coaching uses observation, feedback, targets and pipeline reviews
• Digital hand-offs preserve consent, disclosures and adviser accountability

Participants can improve customer journeys, service standards and retention throughout the policy lifecycle.

• Customer journey mapping identifies friction from lead generation through renewal
• Service-level agreements define turnaround times, ownership, escalation and reporting
• Onboarding controls verify identity, consent, documentation and premium collection
• Claims communication sets expectations for notification, evidence, assessment and settlement
• Complaint root-cause analysis applies five whys and corrective action tracking
• Retention campaigns use lapse indicators, renewal windows and service triggers

Participants can establish distribution controls that protect customers and meet key compliance expectations.

• Insurance Core Principles frame conduct, governance, supervision and policyholder protection
• FATF risk-based approach structures customer due diligence and suspicious transaction reporting
• Know-your-customer checks establish identity, beneficial ownership, purpose and expected activity
• Fair-treatment controls govern disclosures, suitability, incentives and vulnerable customers
• Conflict-of-interest registers address sales pressure, remuneration and insurer selection
• Three-lines model assigns ownership, oversight and independent assurance
• Incident reporting records breaches, root causes, remediation owners and deadlines

Participants can identify, assess and monitor the principal risks arising from bancassurance operations.

• Risk appetite statements set limits for conduct, concentration, operational and reputational risk
• Risk-control self-assessments identify inherent risk, control design and residual exposure
• Key risk indicators monitor cancellations, complaints, mis-selling and claim repudiations
• Operational loss events classify errors, fraud, outages and processing failures
• Scenario analysis estimates consequences of insurer failure, cyberattack and conduct breach
• Business continuity plans protect policy servicing, premium collection and claims communication

Participants can analyse bancassurance economics and produce performance reporting for management decisions.

• Commission structures compare upfront, trail, profit-share and volume-based remuneration
• Unit economics calculate premium volumes, conversion, commission, costs and contribution
• IFRS 9 considerations cover fee recognition, receivables and expected credit losses
• Management information reconciles bank sales data with insurer policy administration records
• Variance analysis explains gaps between plan, actual premiums, claims and lapses
• Dashboard design separates leading indicators from lagging financial and conduct measures

Participants can govern insurer partnerships through clear accountabilities, contractual controls and performance reviews.

• Partner governance defines steering committees, delegated authorities and decision rights
• Due diligence tests insurer solvency, claims capability, technology and conduct record
• Outsourcing agreements specify service levels, audit rights, data ownership and exit
• Data-sharing protocols define lawful purpose, consent, retention and access controls
• Performance reviews use scorecards covering growth, service, risk and customer outcomes
• Remediation plans assign actions for underperformance, breaches and recurring complaints

Participants can prepare a prioritised plan to improve bancassurance performance, controls and customer outcomes.

• Diagnostic baseline assesses proposition, channel capability, controls, data and economics
• Priority matrix ranks initiatives by value, risk, effort and dependencies
• Roadmaps sequence pilot, rollout, governance gates, resources and benefits tracking
• Change-impact assessments identify affected roles, skills, procedures and systems
• Training plans specify competence standards, coaching cadence and accreditation evidence
• Personal application plan commits first actions, stakeholders, measures and review dates

Participants should understand basic banking or insurance products and have some exposure to customer-facing, product, partnership, risk or compliance work. Actuarial knowledge, underwriting experience and advanced accounting expertise are not required.

Bring a laptop if possible, together with examples of relevant product brochures, sales reports, service measures or partnership issues that can be discussed without disclosing confidential customer information. Course materials and templates are provided.

The course is designed for bancassurance managers, retail banking managers, insurance partnership teams, branch managers, product managers and risk or compliance professionals. It is also useful for managers preparing to launch or reset a bank-insurer relationship.

Insurance sales courses focus mainly on adviser conversations and closing methods, while retail banking courses focus on bank products and branch operations. This course addresses the management of the full bancassurance business, including product governance, insurer oversight, conduct controls, service delivery and financial performance.

Participants can use the supplied assessment, scorecard, risk register and roadmap to review an existing bancassurance arrangement. The methods support decisions on product changes, service problems, sales supervision, insurer reviews and improvement priorities.

The programme runs from 08:30 to 16:30 each day, providing about 6.5 contact hours daily. Time is divided across ten modules covering strategy, products, sales, service, compliance, risk, financial management, partnership governance and implementation planning.