Insurance Business Development Training Course

Participants can define attractive insurance markets and select defensible growth priorities.

• PESTLE and Porter's Five Forces assess market attractiveness
• Define target segments using needs, profitability and accessibility criteria
• Competitor maps identify white space, threats and substitution risks
• SWOT converts internal capabilities into strategic growth priorities
• Set growth objectives using premium, retention and profit measures
• Choose organic, partnership, acquisition and distribution expansion routes
• Translate strategic choices into measurable business development hypotheses

Participants can develop differentiated insurance propositions from customer needs and risk concerns.

• Jobs to Be Done identifies insurance purchase motivations
• Map customer journeys from awareness through renewal and claims
• Value Proposition Canvas links pains, gains and cover features
• Translate policy wording into clear customer and broker benefits
• Test proposition assumptions through interviews, data and broker feedback
• Differentiate service, risk advice and claims support credibly
• Prioritise proposition features using desirability, feasibility and viability

Participants can align insurance product design and commercial pricing with target-segment requirements.

• Product-market fit assessed against segment risks and distribution capabilities
• Coverage, exclusions, limits and deductibles structured for target needs
• Technical price separates expected losses, expenses, capital and margin
• Loss ratio and expense ratio inform commercial pricing decisions
• Rate adequacy tested through claims trends and portfolio mix
• Package products and riders without creating conduct or disclosure risks
• Product governance records approvals, controls and customer-outcome evidence

Participants can select, develop and govern insurance distribution channels for profitable growth.

• Channel strategy allocates segments between direct, broker, agency and bank
• Broker value propositions address placement speed, expertise and remuneration
• Agency recruitment criteria assess productivity, compliance and retention potential
• Bancassurance propositions align customer consent, referral and sales processes
• Distribution agreements define territory, authority, data and termination terms
• Channel economics compare acquisition cost, commission, persistency and lifetime value
• Manage channel conflict through rules, incentives and account ownership

Participants can plan and conduct insurance sales discussions with clients, brokers and partners.

• Consultative selling diagnoses exposures, priorities and buying committee concerns
• SPIN questioning develops needs from situation, problem and implication evidence
• Account plans map stakeholders, renewal dates, cross-sell and service commitments
• Risk conversations connect loss scenarios to policy structure and limits
• Proposal narratives present coverage, value, terms and implementation responsibilities
• Objection handling addresses price, exclusions, claims and competitor comparisons
• Negotiation preparation sets concessions, walk-away points and approval boundaries

Participants can manage an insurance opportunity pipeline and create evidence-based sales forecasts.

• Funnel stages define lead qualification, opportunity progression and conversion ownership
• BANT qualification tests budget, authority, need and timing discipline
• CRM opportunity records capture contacts, next actions, probability and value
• Pipeline coverage ratios expose gaps against premium and revenue targets
• Forecast weighted premium using stage probabilities and expected inception dates
• Sales activity metrics distinguish effort, quality, conversion and productivity
• Governance cadences challenge assumptions and remove stalled-deal barriers

Participants can plan compliant marketing activity that produces qualified insurance opportunities.

• Integrated marketing plans connect objectives, audiences, messages, channels and measures
• Content themes explain risk prevention, coverage relevance and claims support
• Campaign briefs specify audience insight, offer, call to action and budget
• Digital funnel metrics track reach, response, lead quality and conversion
• Referral programmes encourage introducers while protecting consent and disclosure
• Event and broker activation plans convert attendance into qualified opportunities
• Marketing compliance reviews promotional claims, fair presentation and recordkeeping

Participants can improve retention and account value through structured renewal and service management.

• Renewal management begins with risk review, claims performance and relationship health
• Persistency analysis identifies lapses by cohort, product, channel and reason
• Cross-sell matrices match customer exposures to relevant insurance solutions
• Claims service insights reveal friction points affecting trust and renewal
• Customer lifetime value guides retention investment and account prioritisation
• Win-back approaches address cancellation causes without unsuitable selling
• Service recovery protocols assign ownership, timing and communication standards

Participants can translate insurance growth priorities into accountable actions, measures and review routines.

• Business development plans translate strategy into actions, owners, milestones and budgets
• RACI matrices clarify decision rights across sales, underwriting, marketing and compliance
• KPI scorecards combine premium, margin, conversion, retention and conduct measures
• Risk registers capture conduct, data, reputational and execution exposures
• Quarterly business reviews test results, assumptions and corrective actions
• Application plans commit first ninety-day priorities and stakeholder conversations
• Personal performance routines schedule prospecting, account reviews and learning