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 This
program is specifically designed to enable each profit center
to diagnose and profile the strategic position of each partnership
agency. Viewed as an extension of an existing agency segmentation
process, ARM drills deeply into the unique functional, cultural,
and operational characteristics of each agency and allows
the underwriting teams to exactly and efficiently match key
services with key people and critical needs. Obviously, this
approach creates significant boosts in efficiency, however,
of equal importance, is the underwriting team’s new
ability to quantify and qualify the production capacity of
the agency. With this data, they can successfully predict
the negotiation strengths and shortcomings of the agency,
determine what makes the agency “tick”, and proactively
establish and align the components of the joint business plan.
During this facilitation, we will provide the tools and implement each element of the diagnostic process and assist each participating underwriting team to formulate their conclusions and develop a matching strategy. As is true of all of our programs, the training will be conducted in a “live-fire” environment using actual experiences rather than conceptual models. To this point, we suggest that each underwriting team select one partner agent to participate in the facilitation, make recommendations, and provide after-program mentoring when needed. We will personally work with each selected agent prior to and after each session to ensure that their participation is complimentary to the overall scope and credibility of the training.
The program is normally facilitated in a three-session series over a three to four month period, preferably concluding two to three months in advance of normal joint business planning. The facilitation model differs from traditional training platforms in that:
- The training and coaching are done in small groups, normally comprised of an underwriting team.
- The training is highly interactive and activity based.
- The training is series-based. Most of the “work” is done during the inter-session breaks.
- The training combines one-on-one performance coaching, communication skills, leadership development and team-building into one customized, real-world training platform.
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