Uncovering the Elements of Value in Commercial Insurance

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How can commercial insurers deliver more value to their customers, and thereby earn greater loyalty?

To understand the Elements of Value in commercial insurance, we recently conducted a survey of more than 1,300 US buyers and brokers.When we asked customers what they want from their insurance carriers, buyers put a high value on a fairly predictable list of elements: risk reduction, cost reduction, availability, stability and reduced anxiety.

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The B2B Elements of Value

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Bain & Company has identified 40 “elements of value” in business-to-business (B2B) markets—fundamental attributes of a company’s offering in their most essential and discrete forms—that lift value propositions above commodity status and benefit customers in particular ways. Value as we define it addresses several categories of customers’ priorities. At the base of the pyramid, a company must offer the table stakes of meeting specifications, at an acceptable price with regulatory compliance and ethical standards—no surprises there. Beyond table stakes, we group the first level of elements as functional, such as scalability or cost reduction.


Infographic: The B2B Elements of Value

Insurance-elements-infographic


Click here to download the study.