Outside In

Panko, Ron
January 2009
Best's Review;Jan2009, Vol. 109 Issue 9, p56
Trade Publication
The article focuses on the dilemma of insurance companies on how to develop long-term relationships with self-directed buyers in the U.S. According to Bernard Tubiana, a principal with Deloitte Consulting LLP, insurers that do not establish relationships will miss out repeat sales. In this connection, insurers are advised to build loyalty by making sales and service easy.


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