Major customers can be seen as a se...

Major customers can be seen as a series of processe The gradations of this series may mingle into each other, but generally they start with prospecting and put in motion on to selling and underwriting. After an agreement with the customer is reached, the insurer carries abroad billing, claims processing and, when the time advances policy renewal.

nevertheless in too many cases, customer turnover is higher than it should be. Generally, this is not owing to noncompetitive policy pricing. All too frequently it is because customers do not perceive that the insurer valued them and their business.

To address this, insurers ne