Insurance Management Consulting
At iPi our passionate team of global consultants has unrivalled experience and expertise in creating and delivering organisational transformation projects within the insurance and financial services industry.
The COVID-19 pandemic has changed the way we work and engage with our customers. Agile organisations need to leverage their best resources, developing their core skills and competencies and embrace digital technology solutions to transform their operating models and improve performance.
Strategy and organisational performance
Our team has extensive experience in transforming the market positioning and revenue contribution of organisations via portfolio optimisation across customer segments, product and proposition enhancement, operational processes, digital and technical transformation.
 Ian Watts |
 Aamir Varcie |
 Ronald Kaufmann |
Strategy and Organisational Performance Project Profiles
Business process improvement Malaysia
Led the Business Process Improvement project, implementing straight through business processing for new business, underwriting and claims departments. Achieved a 35% reduction in operational expenses. Led Branch rationalisation project to reduce operational expenses by 15% over 4 years.
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Post M&A division integration GE Malaysia
Led the HR project in a Malaysia P&C acquisition by GE to analyse potential costs pre-acquisition and implemented transformation of functions integrated post acquisition. The business transition was completed successfully.
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Restructure of AIA China operations from 8 independent Branches to one organisational culture
Aligned core functions of Actuarial and Financial analysis, Product propositions, Agency management, Training and development into one China operational unit. Established local China HR division
Invested in enhanced Agency learning and development and customer segmentation marketing to turn around sluggish financial results Restructured and expanded the Bancassurance division to focus on partner Bank management and Bank customer centricity |
Major Indian insurance JV Agency division structure and performance review
Extensive research conducted into structure and culture at head office, branch and sales office levels
Review of compensation system for staff and agency distributors Assessment of training and development capabilities and curriculum Recommendation of revised organisational structure, compensation systems, sales and management KPIs |
Leading Life insurer in Indonesia, post acquisition organisational integration
Integrated the training and development division into one shared services function to improve efficiency and competency of training output
Restructured agency compensation to align to growth objectives and increased persistency of business Expanded product portfolio and distribution channels to improve financial results |
Large Brazil Health Insurer Life segment market re-launch
Supported the development of the strategic plan to re-enter the Life segment via brokers and direct channels
Develop unique product proposition and market launch Playbook Create Agency distribution organisational and compensation structures based on global best practice models in line with local regulations |
Agency
Our team of consultants has unrivalled operational experience in developing and transforming Agency division results across multiple emerging and mature markets of Asia, Europe, UK, The Middle East, Africa and Latin America.
We are experienced in both new Greenfield market entry via M & A or organic expansion and operational transformation. We identify root causes within channel underperformance, then structure and implement transformational programs to rectify performance problems. Strategic areas covered include;
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Ian Watts |
 Satish Sharma |
Agency Project Profiles
Agency ‘Centre of Excellence’ transformation GE Malaysia
Contributor to significant Agency transformation project to develop a Centre for Excellence and Entrepreneurial Agency competency framework. GE is the leading local Insurance company in Malaysia and still uses this framework today.
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AIA professional Financial Advisor skills academy
Established an Agency Training Academy at AIA Singapore to develop and embed ‘best practice’ skills and knowledge of needs based, consultative financial needs analysis selling.
Designed and implemented a behavioural based sales process for AIA China, for both Agency and Bancassurance distribution. Created Agency Manager training road map which is still largely used in AIA today. |
Asia Agency division training and development assessment for global insurance giant
Researched current state of training and development capabilities and curriculum in 5 core markets of Malaysia, Thailand, Indonesia, China and Korea
Created and delivered a customised engaging and practical ‘best practice’ training roadmap across the region |
Greenfield launch of Agency operations in India, Indonesia and Mexico
Launched new Life Agency operation in 6 Metro cities of India. Established unique Business Associate sales leader model for Agency which is the most profitable and successful model in India today. Launched innovative award winning Life and Health products. Created successful multi-channel insurance operation.
Following a local acquisition launched a new Agency operation in Indonesia. The market implementation over the first 3 years witnessed the most successful Greenfield launch in the market to date at that time. Deployed agile admin and underwriting system creating operational cost efficiency. Established full time career agency model in Mexico to target middle to upper class customer segment. New model for the organisation in a mature market. Developed agile admin platform creating operational cost efficiency. Unique advantage for sales leader compensation led to the successful growth of the operation. |
Bancassurance Project Profiles
AVIVA Indonesia Bancassurance management development program
Developed the local training team of AVIVA and Permata Bank Indonesia to deliver sales and management development programmes. This was to support the market launch of the Astra Life Bancassurance business. Developed the Bancassurance sales and management training programmes for Astra Life and Permata Bank Indonesia.
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Training, Development and Human Resource Competency Project Profiles
Trainer skills development, FWD Vietnam
Developed and delivered a Trainer skills programme, based on global best practice models, for the FWD training team in Vietnam. This programme was then used to coach and develop training teams across Vietnam.
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Insurance competency framework for Malaysia industry
Collaborated in the significant project led by the Malaysian Insurance Institute to create the Insurance Industry competency framework for Life, Health, P & C and Takaful. This framework is still in operation today.
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Succession and talent bench strength planning Great Eastern Asia
Led a significant Asia regional project with Great Eastern Life to develop 150 new ‘Future talent candidates’ from fresh university graduates in Malaysia, Singapore and China.
Led succession planning project for GE Malaysia to build bench strength resources in critical functions of Actuarial, product development, risk management and new talent in Health and Takaful. |
Asia agency division training assessment for global insurance giant
Researched current state of training and development capabilities and programs in 5 core markets;
Recommended engaging and practical ‘best practice’ tailor-made training roadmap; Developed core programs for agents and agency managers; Deployed Agency division training & development roadmap for the region over a 4-year engagement including training delivery and train the trainer skills development; |
Global insurance giant in Asia Agency division training assessment
Researched current state of training and development capabilities and programs in 5 core markets;
Recommended engaging and practical ‘best practice’ tailor-made training roadmap; Developed core programs for agents and agency managers; Deployed Agency division training & development roadmap for the region over a 4-year engagement including training delivery and train the trainer skills development; |
Major Indian Life insurer leadership development program
Research skills and competency gap of Agency division leadership team; ;Created tailor-made 3 Year leadership skills development program targeting consistent improved financial results; Delivered engaging, practical facilitated workshops establishing agreed annual business plans; Business results transformed above expectations following first two angagements |
Latin America senior executive development seminars
Developed executive development program for major Brazil insurer’s senior distribution executives;
Highlighting global best practices of product innovation and differentiation, global consumer behavioural preferences and regulatory trends; Research opportunities for technology developments to enhance organisational efficiency and risk profile; Delivered in blended methodology including facilitated workshops, webinars and video; |
Middle East Bancassurance partnership development program
Tailor-made sales effectiveness and business development program for global insurer to improve their Bancassurance results in the EMEA region;
A three year program investing in the development of banking relationship managers skills and knowledge of regulation and market trends to become the insurance provider of choice in the region; Coaching skills for managers to improve individual sales success of their teams; Exclusive facilitated engagement of program with the company; |
HEALTH project profiles
UK Healthcare regulatory quality standards change management
Developed and implemented a Change Management program to support the successful integration of the Health Care Commission regulatory body into the Care Quality Commission in the UK. The project enhanced the skills and competence of the Care Quality Commission Inspectors to implement new health care quality standards.
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Research Project Profiles
Asia agency division training assessment for global insurance giant
Researched current state of training and development capabilities and programs in 5 core markets;
Recommended engaging and practical ‘best practice’ tailor-made training roadmap; Developed core programs for agents and agency managers; Deployed Agency division training & development roadmap for the region over a 4-year engagement including training delivery and train the trainer skills development; |
Leadership development and culture change program
Supported the culture change initiative to improve the scale and effectiveness of the Agency division over a three year period
Delivered experiential and practical workshops to senior executives, establishing individual activity plans to deliver the overall annual plan The number of Agents increased 50% from 44,000 to 62,000. Activity measures improved 80% and annual revenue increased by 300% from US$35 million to US$145 million |
Major Indian insurance JV Agency structure and performance review
Extensive research conducted into the organisational structure of the Agency division at head office, branch and sales office locations;
Review of compensation system for agency and staff resources; Benchmark of agent and agency manager value proposition versus the market; Assessment of training and development resources, capabilities and curriculum; Recommendations delivered for revised organisational and compensation structures, sales and management KPIs; |
Large Brazil Health insurer Agency re-launch strategy
Supported the development of organisation’s strategy to re-enter the Life sector;
Develop product design and launch strategy for innovative new life products; Create agency organisational and compensation structures, taking account of local labour regulations; Populate ‘Go to Market’ play book; |
Leading Asian Life insurer training organisations restructure in Indonesia
Create one training organisation from two existing organisations to improve the efficiency and competence of resources;
Establish new joint model for a distribution training organisation to support the two insurance companies in the market; Implement new measured management KPIs for training output and customer satisfaction; Achieved budgeted financial savings and improved training quality output; |
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