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Identify insurance business performance drivers to add one opportunity the business sales pipeline

The program “Understanding the insurance business performance drivers” will get you there

Moving from 'Learning' to solving a 'Real Business Issue'

Focus on solving a business issue

Learning returns the highest benefit when it is properly applied to solving real business problems. We recommend the line manager and the employee agree on measurable goals that will address known business issues.

The employee might then need to attend a development program such as this workshop. The objective is not just to attend a workshop, but rather to increase the employee’s business and financial acumen, and as a direct result of this development program, identify and help achieve specific, measurable, value-creating performance goals. To illustrate moving from learning-related goals to performance-related goals, we have prepared the following suggestions, which of course should be modified to meet the specific needs of the line manager and employee.

A business issue is on the table
Manager asks employee to solve the business issue
Training takes place with the issue in mind
Employee focuses on solving the issue
Employee reports outcome

  • Issue needs to be solved asap
  • Employee is unclear how to do that
  • Definition of KPIs to solve the issue
  • Training will be recommended to help solve the issue
  • Maybe a workshop
  • Maybe on-line
  • Employee addresses the issue with the newly acquainted knowledge
  • Employee shares how it was possible to meet the KPIs
  • Issue is solved

Value creating performance

Value-Creating Goal

As you have now gained a strong knowledge of Swiss Re’s business performance drivers, and an understanding of the reasons for significant changes in returns caused by the performance drivers, you can now educate your team and colleagues on how reinsurance can create value for both Swiss Re and its clients. You can now present your findings to your XFT leader and identify a new business opportunity. Make sure you block time in an upcoming team meeting to present your findings.

Suggested application tasks in order to meet the above-mentioned goal

After reviewing the financial statements of a selected client, determine the business performance drivers which will be used to establish the client's specific underwriting needs. Your findings should be presented to Business Development (BD). From these findings a series of tangible actions should now be followed through with the goal to add one of your ideas into the business pipeline.

Summary

Addressing business issues - in a context of learning - promises to produce impressive ROIs. When we consider all the benefits and costs, this type of training/development investment creates significant value and provides impressive quantifiable returns, both for the employee and for Swiss Re.

Therefore, this approach moves us far beyond "just learning something"; it focuses us on the positive business outcomes by quantifying the expected costs and resulting value creation.

Our Thoughts – the Return on Investment (ROI) Calculation

This activity promises a strong ROI of 118%

The sections below reveal our calculation.

Select each thought (+) to learn more about it.

Quantifiable value: Assume that the time saving impact after this training intervention can be translated into the following each year:

  • Time savings for the line manager - 5 hours for the year (US$250 per hour).
  • Time savings for the team – 5 hours for the year (US$170 per hour).
  • Time savings for employee – 10 hours for the year (US$170 per hour).
  • Productivity gains for employee (time used for more value-creating tasks) – 15 hours for the year (US$170 per hour).

This equates to a total estimated 35 hours saved for every participant who attends the two-day workshop. This can be translated into a quantifiable yearly saving for each participant of approximately US$6,350 (5 hours x US$250 = US$1,250 + 5 hours x US$170 = US$850 + 10 hours x US$170 = US$1,700 + 15 hours x US$170 = US$2,550).

Non-quantifiable value: Besides this measurable value, there are also non-quantitative benefits of this workshop. For example, the value of enhancing finance and business acumen/competencies of the employee, plus the enhancement of work quality, all of which materializes over time.

Assume the cost of participating in the two-day training is US$1,200 which is the Swiss re average cost.

Also assume the opportunity cost for being away from the desk for two days is US$2,800. Further assume one day of work is required to apply the findings and to achieve the above-mentioned performance goal, which adds an additional US$1,400 opportunity cost for not being productive.

Therefore, the total related cost of this learning investment is assumed to be US$5,400 (US$1,200 + US$2,800 + US$1,400).

The ROI in this case equates to a high 118% (US$6,350/US$5,400).

Don’t forget this ROI calculation is not considering the above-mentioned non-quantifiable value.

Additional savings could result since the savings could reoccur in subsequent years and the learnings from the workshop could be applied to other situations. In your own individual case, the numbers may differ, our intention here is to offer an example for creating your own ROI calculations.
Agree on your goal
Structured learning
Social learning
On-the-job learning