ANALYSIS
Collaboration – an Allianz approach
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ollaboration – we all know that it is a much overused term: however what is certain is that in the insurance industry, indeed in any successful industry, it does matter – today, tomorrow and into the foreseeable future! In Allianz, collaboration with intermediary partners and common goals is very much the cornerstone of its business model as explained by Fiona O’Gorman, Associate Director Personal Sales. Fiona has recently assumed responsibility for the intermediated personal lines market in Northern Ireland coinciding with Peter Kilcullen’s appointment to the Allianz Board of Management in the capacity of Sales Director. A Business Graduate from Dublin City University, Fiona’s tenure with Allianz extends over a 16 year period during which time she has excelled in a variety of disciplines and roles, ranging from business analysis to project management and more recently responsibility for personal lines relationships across intermediated and bancassurance channels in ROI; a position
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which she still retains in addition to her new portfolio in Northern Ireland. As Fiona explains: “The Allianz Group is a global financial services provider with more than 85 million customers in 70 countries worldwide offering a range of services and insurance products across the spectrum for both retail and corporate customers. At a local level we are A+ rated, based in Belfast and operate very successfully across the province, by closely collaborating with our strategic intermediary partners.” Partnering and engagement with intermediary partners is very firmly on Fiona’s agenda. Working with the local Business Development Executives, complemented by a team of 80 experienced and qualified insurance professionals, her primary focus will be on consolidating and further developing partner relationships. She continues: “We are well aware of the risk of becoming remote from our customers, a risk which is heightened by technology and the commoditisation of personal lines
Fiona O’Gorman, Allianz
products. Therefore, as an integral part of our customer centricity programme, we are continuing to develop our expertise in the area of metrics and customer segmentation. This is a key component of our strategic toolkit for 2016 and beyond. Allianz are keen to collaborate with our intermediary partners in this fast moving area by sharing in-house competencies to drive greater insights into our mutual customer databases. As such, we are currently developing a programme which will deliver data insights enabling our partners to better understand their client needs and use that information to help facilitate profitable growth.” Fiona concludes: “In the current environment of “buzzwords” there is much mention of the “psychological safety” aspect to business relationships – put simply – if all participants in the business trust each other it creates a productive and profitable working environment. The intermediary channel is thriving, we have no barriers to trust and moving into the future I believe that our strong partnerships will lead to successful business outcomes for all.”