Effective risk value propositions
Kevin Canning
June 2013
Show me the value!
Challenges?
The view from here
The big challenge
The standard core risk proposition
1
We will find the best product for you
2
We won’t charge you anything for advice on
top of your premiums
3
Contact us if you need a claim, we'll review
once a year/ as needed
Opportunities
Two strategies
Engage existing
Enlighten new
Four steps
Step 1
Unpack your value
Step 2
Review your service proposition
Step 3
Ask yourself the pricing question
Step 4
Consider new territories
Step 1: Unpack your value
Step 1: Unpack your value
I
Explore all the
things you do
Step 1: Unpack your value
I
II
Explore all the
things you do
Cross reference
with findings
from your peers
Specialisation
Field
underwriting
Expectation
management
Estate
planning
Suitability
What’s the
value of a
risk
adviser?
Someone to
speak to
Structuring
Education
Personal
skills
Access to
other
professionals
Step 1: Unpack your value
I
II
III
Explore all the
things you do
Cross reference
with findings
from your peers
Validate your
understanding
Two options
Client Survey
Ask at review
Step 2: Review your service proposition
I
Think in the
context of your
target client
types
Step 2: Review your service proposition
I
II
Think in the
context of your
target client
types
Review your
client
communication
Claims Assistance Guarantee
Step 3: Ask the pricing question
Step 3: Ask the pricing question
Step 4: Consider new territories
In summary
Great time to build on future success
Being able to articulate value leads to engaged existing
clients and enlightened new
Four steps to developing your risk value prop
Unpack your value
Ask yourself the pricing
question
Review your service
proposition
Consider new territories
Important information
This information is general in nature and does not take into account personal objectives,
financial situations or needs of any person. This presentation has been prepared specifically
for the exclusive use of financial advisers, researchers and trustees. It is not to be published
without the prior written consent of Zurich Financial Services Australia Limited ABN 11 008
423 372.
Unless otherwise indicated the information in this presentation is dated 25 February, is given
in good faith and has been derived from sources believed to be accurate as at this date and
is subject to change. However, it should not be considered as a comprehensive statement
on, or study of, any matter and should not be relied on as such.
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Australia Limited ABN 92 000 010 195 AFSLN 232510 nor any related entities, or any of their
employees or directors (Zurich) give any warranty of reliability or accuracy and to the fullest
extent possible under law, accept no responsibility arising in any way whatsoever including by
reason of negligence for errors or omissions.
Zurich Australia Limited ABN 92 000 010 195 AFSL 232510
Zurich Investment Management Limited ABN 56 063 278 400 AFSL 232511
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