Insurance direct marketer: Assisted in transformation from "product " to "customer development firm"

A large direct marketer of supplemental insurance products was under pressure to increase profitability in the face of a saturated market for its products. We undertook a five-month project to assist the company in redefining its core business design from “product manufacturer” to “customer development company.” We then supported the client during a 14-month business design launch phase including the introduction of sophisticated direct marketing techniques, the establishment of strategic account management, and a redesign of the organization. The division was then put up for sale and the team’s work is estimated to have added 25-30% ($500M) to its market value.