Assessed a major bank's bancassurance capabilities in Hong Kong

Key benefits: Gained insight into bancassurance opportunities and understood the capability and suitability of insurance companies as bancassurance partners

Need

A global bank was interested in assessing the insurance marketing processes and capabilities at its own branches, in order to evaluate the strengths and weaknesses of bancassurance offerings in collaboration with international insurers.

Application: Sales & Marketing

Geography: Hong Kong

Approach

Performed a mystery shopping exercise at all the bank's branches and carried out executive interviews with potential bank partner's branch managers.

Methods: Primary research including mystery shopping exercise and executive interviews

Solution

Assessed in-house sales capability and product knowledge against industry benchmarks and conducted gap analysis against bancassurance key success factors.