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Identity Theft Can Be Double Whammy

Identity theft scammers can not only take your data but, under the guise of helping resolve your problem, trick you into providing more.

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When it comes to data security and the real-life impact of identity theft, public awareness is at an all-time high. But there is still great confusion and ignorance about what it is, how it happens and what can be done to avoid the pitfalls of life after a data breach or personal compromise.

Most of us still feel flummoxed--and perhaps a bit panicked--when we get a phone call, an email or a letter saying our data or identity has been compromised. Even if it's a situation that can be easily remedied, like a compromised credit card, where the problem is relatively small, it's still frustrating. Even if the only real-life consequences are a day or two's wait for a replacement card and the need to notify a few creditors that your billing information has changed, you feel violated. You wonder if it's going to happen again. And depending on the source of the compromise and what's been taken, it may well happen again. So, you stew and wonder some more.

The unfortunate part is that identity thieves understand this. In the mad dash to understand the full ramifications of what's happened to you, you may expose yourself to further trouble--for instance, by providing your information to a phony identity theft resolution expert, only to be guided through a process of information shedding that brings about further compromise by the very data wolves in sheep's clothing who ran the scam in the first place.

Taking a few simple steps will help you avoid crooked "helpers" like these, as I explain in my book Swiped.

Be Prepared

If you don't subscribe to an identity theft resolution service or lack a plan of action before you suffer a personal compromise (other than the theft of a payment card, which can be solved with a couple of phone calls), you will need to spend more time and more money than you are probably prepared to spend. Then, after you have worked your way through the maze of law enforcement, credit bureau, creditor and record-keeping requirements necessary to put yourself back together again, you will almost assuredly spend additional time--more than you thought possible--rearranging the way you make your information available both online and in your everyday transactions.

For this to really work, you need to be willing to make a few adjustments in the way you approach your identity and your data hygiene.

The Best Defense Is a Good Offense

What the great majority of current and future identity theft victims fail to understand is that they really must be their own first line of defense. Because identity thieves can't realistically be completely stopped, you can instead focus on making yourself a harder target, and on being readier when the attack comes.

A simple practice like shredding your personal documents can help, but it's not a solution. Identity thieves can be anyone from a dental hygienist pilfering patient files to small-time crooks breaking into mailboxes or stealing unshredded garbage or tax-related documents during filing season. The more you know what the bad guys want and need, the better you can practice proactive data hygiene.

The fact of the matter is that when it comes to international crime syndicates that breach the databases of multibillion-dollar international corporations and sell the liberated information, deploying a paper shredder is like bringing a knife to a gunfight.

The above is an adapted excerpt from Swiped: How to Protect Yourself in a World Full of Scammers, Phishers and Identity Thieves, which hits bookstores everywhere Black Friday.


Adam Levin

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Adam Levin

Adam K. Levin is a consumer advocate and a nationally recognized expert on security, privacy, identity theft, fraud, and personal finance. A former director of the New Jersey Division of Consumer Affairs, Levin is chairman and founder of IDT911 (Identity Theft 911) and chairman and co-founder of Credit.com .

What Is the Business of Workers' Comp?

Most workers' comp executives think they're in the insurance business, but they are not. History shows the perils of that misunderstanding.

At the risk of alienating most people within the workers' comp world, here's how things look from my desk:

Most workers' comp executives - C-suite residents included - do not understand the business they are in. They think they are in the insurance business - and they are not. They are in the medical and disability management business, with medical listed first in order of priority.

That statement is bound to lead more than a few readers to conclude I'm the one who doesn't know what I'm doing. For those willing to hear me out, press on - for the rest, see you in bankruptcy court.

Twenty-five years ago, the health insurance business was dominated by indemnity insurers and Blues plans; big insurers like Aetna, Travelers, Great West Life, Met Life and Connecticut General and smaller ones including Liberty Life, Home Life, Jefferson Pilot, Time and UnionMutual. Where are those indemnity insurers today?

With the exception of Aetna, none is in the business; the only reason Aetna survived is it took over USHealthcare, or, more accurately, USHealthcare took over Aetna. The Blues that became HMO-driven flourished, as did the then-tiny HMOs - Kaiser, UnitedHealthcare, Coventry. Why were these provider-centric models successful while the insurers were not? Simple: The health plans understood they were in the business of providing affordable medical care to members, while insurers thought they were in the business of protecting insureds from the financial consequences of ill health.

The parallels between the old indemnity insurers and most of today's workers' comp insurers are frightening. Senior management misunderstands their core deliverable; they think it is providing financial protection from industrial accidents, when in reality it is preventing losses and delivering quality medical care designed to return injured workers to maximum function.

That lack of understanding is no surprise, as most of the senior folks in top positions grew up in an industry where medical was a small piece of the claims dollar. Medical costs were considered a line item on a claim file or number on a loss run, and not "manageable" - not driven by process, outcomes, quality.

Think I'm wrong?

Then why is the industry focused almost entirely on buying medical care through huge discount-based networks populated by every doc capable of fogging a mirror (and some who can't)? Even with those huge networks, why is network penetration barely above 60% nationally? Why has adoption of outcome-based networks been a dismal failure? Why do so few workers' comp payers employ expert medical directors, and, among those who do, why don't those payers give those medical directors real authority? Why do non-medical people approve drugs, hospitalizations, surgeries, often overriding medical experts who know more and better?

Because senior management does not understand that success in their business is based on delivering high-quality medical care to injured workers.

At some point, some smart investor is going to figure this out, buy a book of business and a great third-party administrator (TPA) for several hundred million dollars, install management who understand this business is medically driven and proceed to make a very healthy profit. Alas, the current execs who don't get it will be retired long before their companies crater, leaving their mess behind for someone else to clean up.


Joseph Paduda

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Joseph Paduda

Joseph Paduda, the principal of Health Strategy Associates, is a nationally recognized expert in medical management in group health and workers' compensation, with deep experience in pharmacy services. Paduda also leads CompPharma, a consortium of pharmacy benefit managers active in workers' compensation.

Why Mental Health Matters in Work Comp

Mental health conditions are increasingly being recognized as risk factors for prolonged work absences, and even for no return to work.

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At the 2015 Paradigm Innovation Symposium, Renée-Louise Franche, PhD, RPsych, clinical psychologist and consultant in work disability prevention and occupational health, presented a session discussing why mental health issues are so important in workers' compensation.

Mental health issues in injured workers can no longer be ignored. These conditions are increasingly being recognized as potential risk factors for prolonged work absences, and even for no return to work within the context of workers' compensation.

Why mental health matters in work disability prevention?

  • One-year prevalence of mental disorders in North America ranges from 12% to 26%. For depression, this is 4% to 7%.
  • Worldwide, mental health conditions are the leading cause of disability in high-income countries, accounting for one-third of new disability claims in Western countries.
  • Mental health-related disability is more frequent in young adults.
  • Workers with mental health conditions have earlier retirements than those without.
  • Studies show that mental health issues have a significant impact on claim duration.
  • Another study showed that, within the first 12 months post-injury, more than 50% of workers experienced clinically relative depressive symptoms at some point during their claim. This is highest during the first month following the accident.
  • There is a significant spillover effect to the families of injured workers. Family members of injured workers are three times more likely to be hospitalized three months after the injury than three months before the injury. It is speculated that the distraction of the injured family member leads to unsafe behaviors.

What works in return-to-work interventions?

  • It is important to focus on ability and function rather than disability. The symptoms and diagnosis need to be deemphasized.
  • Worker expectations of recovery are the single most-determining factor in the ability to return to work. Attitude and state of mind are important.
  • Suitable and safe modified work and return-to-work coordination must be available.
  • A workplace culture of respect and support helps to promote return to work.
  • Claims-related stress/perceived injustices have a very negative impact on return to work.
  • Purely clinical approaches lead to purely clinical outcomes. There needs to be an integrated approach between the physician and the workplace.
  • There must be considerate early contact with the injured worker and continued contact to maintain job attachment.
  • There should be a return-to-work coordinator to facilitate labor/employer cooperation and ensure the healthcare provider understands the return-to-work goals.

What needs to improve for workers with mental health issues?

  • Access to care is a concern. A quarter of Americans have inadequate access to mental health services.
  • Healthcare for mental health conditions is NOT work-focused. There are limited tools and published standards around return to work.
  • Workers feel stigmatized and disrespected, and that there is suspicion about the legitimacy of their condition.

Best practices for return-to-work for workers with mental health conditions:

  • Facilitation of access to clinical treatment for those who need it. Too often, this treatment is delayed. Delays in treatment will, ultimately, delay recovery.
  • Work-focused clinical interventions.
  • Facilitation of navigation of the systems involved.
  • Improved processes, leading to improved sense of fairness.
  • Early identification and screening to identify workers who are high risk for psychosocial complications, and assigning those claims to specialized adjusters.
  • A case manager who plays an important role in humanizing communications, decreasing adversary feelings, clarifying the claim process, decreasing delays and developing more accurate expectations in the worker.
  • Judicious use of independent medical exams. Injured workers view these as a very adversarial experience, which usually leads to litigation.

Best bets for future investments:

  • Perceived justice. Perceived injustice leads to longer disability, higher pain complaints, more depression and increased narcotic use. It is important to fully explain the workers' compensation system to injured workers, including the benefits that they will receive and the role of the injured worker in his recovery. People need to be treated with respect and receive information that is clear, accurate and timely.
  • Development of soft skills in the front line claims team. This includes communication skills, conflict-resolution skills and training related to identifying potential mental health issues.
  • Early screening for psychosocial issues so that appropriate intervention strategies can be implemented.

A Word With Shefi: Applebaum at ISG

Stephen Applebaum underscores the need to "leapfrog current incremental innovation around connected vehicle and data technology."

This is part of a series of interviews by Shefi Ben Hutta with insurance practitioners who bring an interesting perspective to their work and to the industry as a whole. Here, she speaks with Stephen Applebaum, managing partner, Insurance Solutions Group, and senior adviser at StoneRidge Advisors, who describes the implications of the "torrents of data that will flow from connected cars, homes, buildings and people."

To see more of the "A Word With Shefi" series, visit her thought leader profile. To subscribe to her free newsletter, Insurance Entertainment, click here.

Describe what you do in 50 words or less:

I provide consulting and advisory services to participants across the North American auto and property insurance ecosystem, which leverage my experience, industry contacts and understanding of innovation and emerging technologies to drive meaningful, measurable improvement in revenue, market share, process, profitability and user and customer experience.

What led you to your career in insurance?

Serendipity, actually. An early management consulting engagement with a technology-based startup providing insurance claims solutions to P&C carriers led to a full-time operational and management role and ultimately a very exciting and rewarding 30-year career spanning several different companies that continues today.

What emerging technology will change how insurance is sold?

Prescriptive analytics applied to the torrents of data that will flow from connected cars, homes, buildings and people - enabled by mobile devices and embedded sensors - will transform virtually every aspect of how insurance products are developed, priced, packaged and sold, and how risk is managed in general.

A carrier you highly value for its innovative culture?

Among the many top-tier carriers that have invested in and developed innovative cultures, USAA stands out because of its highly focused and fierce dedication to pursuing constant improvement and technological innovation in the pursuit of providing superior service excellence to its "members" in insurance as well as the full range of its financial services.

You recently published an article on "Disruption in the Automotive Ecosystem." What tip do you have for companies looking beyond their core value to offer innovative solutions in the auto ecosystem?

I suggest that auto insurance carriers focus on leapfrogging current incremental innovation around connected vehicle and data technologies and begin designing and developing the auto insurance products and services of the future. These will likely be very different than anything offered today and will be enabled by enormous amounts of data flowing from not just connected cars but the broader Internet of Things. They may include personalized, utilization-based micro auto insurance coverages, ride-and-car sharing insurance solutions for owners, drivers and passengers, risk management services from behavioral driving modification assistance to location-based and contextual alerts for commercial favorites as well as navigational, traffic, roadside assistance and weather conditions.

You've had more than 25 years of consulting experience in the P&C space. What piece of advice have you found to always be relevant regardless of the subject matter?

I regularly ask myself, "What am I doing, and why am I doing it, and is this the best possible use of my time and talents?" It sounds so simplistic, but if you do it honestly you will find it very valuable.

You are a frequent chairman in industry conferences. In fact, you are the chairman of a coming event on IoT in Miami in December. Who should be attending and why?

Anyone who plans to work, invest and succeed anywhere in the insurance ecosystem over the next decade and beyond should attend. This includes insurance C-level executives, heads of innovation, strategy, claims and innovation, underwriting, business development, product development, strategy, design and innovation, heads of IT, technology and digital, IoT technology companies and startups and regulators.

When you are not consulting on insurance or hosting insurance events, you are most likely...?

Reading, watching and listening to anything and everything that relates to my work - which is, in fact, also my hobby.


Shefi Ben Hutta

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Shefi Ben Hutta

Shefi Ben Hutta is the founder of InsuranceEntertainment.com, a refreshing blog offering insurance news and media that Millennials can relate to. Originally from Israel, she entered the U.S. insurance space in 2007 and since then has gained experience in online rating models.

How to Remove Fear in Risk Management

Fear creates a culture that inhibits decisions on risk. Firms must move to SRM, or "sustainable" risk management.

Someone is looking over your shoulder, and you know who it is. If you're the CEO, it's your board and shareholders. On the factory floor or in the cubicles, it's the foreman or the supervisor. But just as often these days, the sources of anxiety and caution confronting risk managers may not be corporate employees at all. Rapidly shifting technology that is often difficult to understand and measure, unfamiliar demographics, expanding globalization, and ever more stringent regulatory compliance requirements are now part of an anxiety- producing stew that organizations' risk managers must understand and deal with. All these forces threaten a corporation's revenue, margins, profitability, and overall competitiveness more quickly and unpredictably than ever.

Consequently, if you are an internal auditor - the person responsible for assessing and helping improve the risk management process - your chair these days may feel more like a hot seat. Which of the decisions daily barraging a modern corporation should be the higher priorities? And how, in a business world of frequent disruption, will you, your superiors, and those who report to you weigh and mitigate the waves of serious risks facing the company nonstop? What are the most important metrics to use for any given risk issue? Can the company rely solely on its in-house staff to analyze and resolve unforeseen and often unforeseeable problems?

Just as important, how will the enterprise as a whole handle these issues and make necessary decisions? How does company culture get in the way of using risk management effectively, to reach the decisions that will help the company grow and become more competitive, and how can sustainable risk management (SRM) assist?

Company managers often are not encouraged to exercise independent judgment, even when they are the acknowledged experts. Without transparency and effective multilevel communications in their company, managers are likely to be wary of crossing unseen boundaries, suspect that hidden agendas are controlling important decisions, or feel isolated and unsure of the enterprise objectives that should help guide their decisions. Moreover, anxiety about making important decisions is common in organizations that don't give their decision-makers the tools and data required to make intelligent risk analyses. Without confidence that they understand the risks associated with a decision, and in a culture where the consequences of a bad outcome are punitive, managers understandably are likely to be cautious.

Behind employees' hesitation to make and express independent judgments or to make decisions can be a corporate culture of mistrust, caution, and covering one's backside. In other words, a culture of fear - fear of losing face, losing a contract, losing revenue, losing political advantage, losing a job.

A culture of isolation and timidity defeats collaboration, creativity, transparency, and the ability of a corporation to objectively analyze the broad range of risks it faces each day. It can render the internal audit function far less effective and useful than it should be and can be. In this environment, the internal audit function may mistakenly be seen solely as a means of uncovering errors, assigning blame, and enforcing penalties. Managers may be understandably reluctant to provide anything other than the most general and diluted information about their operations and decisions.

One need not wade through the scientific research about the impact fear has on decision- making to understand how destructive it can be. The brain has separate centers for processing fearful and rewarding experiences. As Dr. Gregory Berns, director of the Center for Neuropolicy at Emory University, has explained, "The most concrete thing neuroscience tells us is that when the fear system of the brain is active, exploratory activity and risk-taking are turned off." Good decisions in this state are unlikely. "Fear prompts retreat. It is the antipode to progress," said Berns. "Just when we need new ideas most, everyone is seized up in fear, trying to prevent losing what we have left."

In this way, fear can nullify or dilute a company's risk management processes. An effective SRM program, however, encourages and supports an environment that minimizes fear, reduces uncertainty, and increases transparency and confidence in decision-making throughout the enterprise.

Barriers to Solutions

It may seem that established tenets of good corporate governance already include rooting out the fear, indifference, lack of collaboration, and siloed decision-making that stand in the way of optimizing risk management. After all, most companies talk an excellent game when it comes to collaboration and open and honest risk analysis. Too few, however, have developed the internal mettle to tolerate it.

Starting with assessing corporate culture and change management practices, internal auditors can play an important role in transforming the boilerplate talk into sustainable programs. They can provide unbiased, to-the-point assessments, independent of internal politics. The problems they find and the solutions they recommend can be critical for a company seeking to develop the capacity for SRM. But whether from too much caution and resignation or just fear of change, many internal auditors say the structure of their jobs discourages them from alerting their companies to critical gaps in risk assessment and mitigation.

A recent global study by The Institute of Internal Auditors (IIA) Research Foundation spotlights some of the problem areas. Not even two-thirds of the surveyed chief audit executives (CAEs) said they consult with division or business heads when they develop audit plans. Only slightly more than half said they consult with audit committees. There may be many reasons for this audit-in-isolation phenomenon, but it commonly occurs in companies that do not value the risk management process and therefore do not prioritize it. The phenomenon occurs in companies where key players are not encouraged to speak up.

Just one-third of audit plans are updated three or more times a year, the study found. This means that CAEs may be overlooking important changes in the business environment. No wonder only 57 percent said that their internal audit departments were "fully aligned or almost fully aligned" with the enterprise strategic plan. This kind of exclusion signals that leadership does not embrace the people responsible for monitoring management of the company's risk and that the audit function is not seen as a critical part of the management process.

Our experience with clients reflects these findings and shows that risk management professionals themselves may be at least partially responsible for the isolation and erosion of their programs. They could assume, for instance, that the value and relevance of SRM are obvious and not consistently sell a program that's underway, neglecting to point out its continuing value, highlight its successes, and develop metrics that are easily understandable.

The program itself may not be as inclusive as it should be. Sometimes risk management processes are not designed to seek out and incorporate the views of front-line employees. Any effective SRM process, however, must reach into the depths of company operations. At the same time, employees at all levels often are not trained well in how to assess and evaluate risk. Employees may be able to calculate some risk in dollar terms without appreciating that they also should be looking at, for example, threats to customer satisfaction, employee safety, and regulatory and contract compliance.

Too often, as well, an unappreciated or ineffective risk management program does not account for the unique characteristics and business objectives of the corporation. Organizations sometimes employ a cookie-cutter approach to developing a risk management framework that's not calibrated to address essential and distinctive company attributes.

Sometimes risk reporting to the board and top executive levels may be so extensive and detailed that no one reads the reports. Or risk reporting may be so superficial that its assessments and proposed solutions carry little weight. When risk management is not seen as a source of continuous improvement for the organization, risk management funding may be erratic or inadequate, its staffing just an afterthought, and its placement in the corporate hierarchy too isolated to be effective.

Working Toward a More Viable Program

An SRM program protects and advances the organization's primary business objectives. To do their job effectively, risk management leaders must be included as members of the executive management team. Their inclusion helps to ensure that consideration of risks is incorporated into every significant strategic decision.

It is also possible that a company and its leadership simply are not prepared for the important cultural shift required to champion SRM. All too typically, executives are experts at shifting blame, pointing fingers, and covering their reputations when something goes wrong or hard decisions must be made.

SRM requires a no-blame environment, a collaborative process in which personnel work together to assess and solve problems without fear that their careers will suffer or they will lose the confidence of their peers. A frank and constructive assessment of an operational failure, for instance, is possible only when, instead of trying to find fault, the evaluation concentrates on solutions to keep the failure from happening again. This collaborative approach is not common enough in modern corporations.

Why SRM Is Worth It

The benefits of developing an open, fearless, and transparent SRM program ripple through every level of the enterprise. The program helps ensure that the company can perform with confidence and agility in the face of unpredictable events and shifting economic conditions. It supports the development of accurate, timely, and relevant metrics that reduce uncertainty in decision-making. It provides an effective process for dealing with emerging technologies, surprising moves by competitors, market uncertainties, natural disasters, and even internal scandals. When the program is working, the board, C-suite executives, and managers at all levels understand the kinds of risks the company must deal with and then use that awareness when making their decisions.

An active and embedded SRM program, visibly supported by leaders, regularly refreshes the managers' awareness and stimulates their insights concerning the shifting market and business conditions that pose the greatest risks to the company's operations. Employees work collaboratively with their supervisors and are asked to help solve missteps rather than being blamed or punished for them.

SRM offers continuing opportunities to save costs and improve productivity. It can reduce operational and material losses and waste and spotlight process improvements. SRM more closely aligns people, assets, processes, and technology with the organization's business strategies. It also reassures the board and other stakeholders that compliance issues are being addressed and that company assets and reputation are being protected. The results - which we see time and again - include increased growth, improved profitability, and higher staff morale.


Marc Dominus

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Marc Dominus

Marc Dominus is a management consultant and practitioner who excels at enterprise risk management (ERM) implementation, enterprise risk assessment (ERA), executive facilitation, training and management workshop design.

New Insurance Models: The View From Asia

Innovative companies in Asia are, for instance, selling return insurance for items bought on Alibaba or marketing via a WeChat app.

Recently, I chaired the 4th annual Asia Insurance CIO Technology summit in Jakarta, Indonesia. The experience brought me into contact with an entirely different set of insurers and insurance technology players. I was rewarded with a fresh view on the challenges and opportunities of insurance during an era of disruptive innovation, as well as a new perspective on how Asian insurers are creating and launching products, defining new channels and new models to out-innovate the competition.

I should state at the outset that Asian insurers aren't doing everything differently than North American and European insurers. It is a global era. In many ways, their competitive issues are similar. We are all having the same conversations. As I considered the similarities, however, it made the small differences stand out. Just as Asia is hours ahead of the Western world throughout the day, I had the strange feeling that I was listening to the ends of conversations that are only beginning in other parts of the world. Because populations, cultures, use of digital technology and the nature of businesses vary, I thought I would share a short list of insights from my eavesdropping in an effort to shed light on how disruption is being embraced elsewhere and how it could ripple through the industry. I'll center my thoughts on models, mandates and marketing.

Models

Everyone is discussing models. Business models. Technology models. Distribution models. Transaction models. There is good reason. It's a model v. model world, and Asia-Pacific insurers know that the model is the center of a business. For the outer layer to be responsive, the business model can't be a slow-moving leviathan. Disruption has the disturbing tendency to render perfectly good models obsolete. Creating a responsive, obsolescent-proof business model is of great interest to Asian insurers, which are responding to radically different consumer expectations and competitive models than in prior decades.

Traditional insurers at the conference (as well as challengers) are aggressively rethinking the insurance business model. Some believe that insurance will be run more in an open ecosystem, becoming more fragmented and niche-focused, building on the micro concept. If an insurer can embed products in other business models/industries, especially those with high-frequency transactions, then they capture the opportunity for both a new distribution channel and a new product. New Distribution Channel + New Product = New Market Opportunity.

These are areas where insurers can see quantum leaps in growth, yet they are also the areas where insurers are most susceptible to start-ups beating them to the punch.

Mandates

Three clear mandates stood out above all others for Asian insurers - the role of CIOs, the necessity of new cyber security solutions and a new, enterprise-wide look at analytics.

For CIOs, the clarion call was for a rapid advancement and widening of scope for their role within the insurance organization. CIOs must become change agents and grow in influence. They must be active in technology review and adoption, more collaborative with CMOs regarding digital platforms and data sharing and more effective at translating business vision into system and process transformation.

Cybersecurity is a never-ending mandate that also seems to never have the perfect solution. It was universally agreed-upon that today's security measures have the frustrating trait of being mostly temporary solutions. Blockchain technology (currently in use by Bitcoin, among others) was discussed as a more permanent solution for many security issues. Blockchain use makes transaction fraud nearly impossible. Verification of transaction authenticity is instant and can be performed by any trusted source, from any trusted location.

On a broader note, however, it was conceded that security is no longer just an IT issue, but it is a board-level, organization-wide imperative because security concerns the full enterprise. Boards must fund and address cybersecurity across three aspects: confidentiality, availability and integrity.

Enterprise-wide analytics was another organizational mandate. Some Asian insurers are moving toward using end-to-end analytics solutions that cross the enterprise in an effort to gain a single client view and execute a targeted pipeline, with unified campaigns and advertising. Analytics will also give them risk- and assessment-based pricing, improved predictability for loss prevention and better management of claims trends, recovery and services.

Marketing

Insurers are rapidly moving from product-driven to customer-driven strategies and from traditional distribution channels (such as agents) to an array of channels based on customer choice. At the same time that Asian insurers are looking at relevant business models, they are diving deeply into how marketing tactics may completely shift from a central hub to a decentralized "micro" model. The industry spark has been a short list of both established insurers and start-ups that are capturing new business through new marketing methods, new partnerships and new market spaces.

ZhongAn, for example, is selling return insurance for anything bought on Alibaba. Huatai Life is promoting unit-linked policies on JD.com and selling A&H insurance via a WeChat app. PICC Life has found a distribution partner in Qunar.com, an online travel information provider. These examples require a completely different, high-volume, interaction-based, data-rich, small-issue marketing plan. That kind of marketing will prove to be of great value to insurers that have added flexible, transaction-capable core insurance systems...that are cloud-based to scale rapidly.

Aggregators are now commonplace in insurance, and Asian insurers are looking at how this channel will affect their business, as well as how to use aggregators as a tool for competitive advantage. GoBear, currently selling in Singapore and Thailand, was given as a prime example of how aggregators represent the future of insurance shopping. GoBear isn't just an aggregator. It is an innovator, revamping the concept of insurance relationships. GoBear Matchmaker, for example, will allow a prospect to pick insurance but also allow the insurer to pick prospects/clients. GoBear Groups will leverage groups/crowd sourcing.

What do these M's add up to?

Insurance business models, mandates and marketing are all ripe for inspection and change. In some ways, Asian insurers are in a better position for these ground-shaking industry changes because so many of them recognize the stakes involved and the cultural shift required to thrive. Asian populations and culture are ready to embrace technology solutions to meet consumer demands. As all insurers globally address their models, mandates and marketing, it will be fascinating and educational to see how quickly the different markets adapt and are emerging as innovative leaders and how these regional innovations will influence other regions as they turn into global solutions.

One thing was clear to me in my time in Jakarta - Asian insurers are optimistic, active and excited about the road ahead.


Denise Garth

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Denise Garth

Denise Garth is senior vice president, strategic marketing, responsible for leading marketing, industry relations and innovation in support of Majesco's client-centric strategy.

Are Softer Skills for Analysts Neglected?

Ever since Google made “data scientist” the sexy job title for the decade, suppliers and users have obsessed over analysts' technical skills.

Are you neglecting the development of softer skills in your analysts? Based on conversations with customer insight leaders, including at the very pleasant DataIQ Talent Awards, it would seem you are. When I shared the experience of Laughlin Consultancy, that training for analysts in softer skills is our most popular service, these leaders were not surprised. But if there is such widespread support for the idea, why haven't businesses invested in this training sooner?

People have suggested a number of theories:

  • Underinvestment in these teams or in training during lean times
  • Softer skills not valued by some geekier analysts or leaders
  • Skepticism from line managers (especially CMOs) as to what value such training would deliver
  • Just too busy!

All these are understandable challenges or excuses, and more than one resonates with me from my time creating and leading large customer insight teams. Perhaps there is another reason, as well. In my new line of work, I get to speak at industry conferences, read data/analytics/research publications and scan the plethora of blogs or social media comments on this topic. What becomes clear when consuming these is that the "buzz" or fashion is to focus on the technical. Ever since Google made "data scientist" the sexy job title for the decade, both suppliers and users have obsessed over technology and technical skills.

Following the comforting old maxim, "it's what you do with it that counts," I worry about this fetish with all things techie. As an Apple addict, I can empathize with the attraction of new shiny technology and beautiful design. However, I'm sure we'd all agree that commercial leaders should be focused on outcomes, not tools.

This recent fascination with "big data" or "predictive analytics" or "data scientists" is also worryingly reminiscent of what happened during the customer relationship management (CRM) bubble. When that term was in vogue, businesses were falling over each other to "do CRM," which a number of large technology suppliers made sure equated with buying a CRM system. Not surprisingly, with hindsight, most of these CRM projects failed, and systems did not repay that hefty price tag.

Given that most of us are keen to avoid repeating mistakes, it's a pleasure to report that more and more switched-on businesses are realizing that they can't just hire technically competent graduates and get the insight their business needs.

So, what do I mean by softer skills? Maybe not precisely what you might come up with, but I hope the list below is familiar. Laughlin Consultancy's most popular service in the first half of 2015 was the delivery of a "consultancy skills for analysts" training course that includes theses elements:

Have you invested in training like that for your analysts? What results have you seen?

Another way to think about this issue is, what distinguishes your top talent from those analysts who prove to be just so-so? My experience is that it's capability in these softer skills. Over the years, I've met or employed hundreds of analysts, and while many may be a whiz at coding or have mastered model building in SAS, few are great communicators who really get what the business needs. Those who did master the skills I've outlined above went on to not just be effective consultants within their business; many are now leaders themselves.

Is that your experience, or would you identify other training needs for your team?


Paul Laughlin

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Paul Laughlin

Paul Laughlin is the founder of Laughlin Consultancy, which helps companies generate sustainable value from their customer insight. This includes growing their bottom line, improving customer retention and demonstrating to regulators that they treat customers fairly.

Broad Array of Roles for Disability Coverage

Advisers focus on protecting personal income, but disability insurance can play a role with key employees, loans, divorces and more.

In the world of disability insurance, most financial advisers think of personal income protection. This is only the beginning of the possibilities that the adviser may be able to provide to safeguard clients, their businesses and assets. There are many products available within the disability insurance realm and diverse opportunities to provide your expertise.

Diversity of Product:

Key Person

The most valuable asset in a business is the people. Imagine if one of your key executives had an illness or an accident and was unable to work and continue creating revenue and profit for your company. What effect would this have on the bottom line? How would you replace the lost revenue?

Retirement/Deferred Compensation

At a closely held, family owned business, benefit plans favoring the family and the senior management are important for retention and reward. Over the past year, a non-qualified deferred compensation plan is put in place for the top 10 executives. What happens if one of the executives becomes sick or hurt and is unable to work and contribute to the plan? Can the plan be funded? If yes, how?

Contract Fulfillment

The board of a company just signed the largest contract in company history for a new CEO. The contract has financial guarantees, performance bonuses and the other usual language. What happens if the CEO becomes ill or has an accident and is unable to perform his duties? The company is on the hook for the financial guarantees. Should this be funded out of company cash flow or have the liability transferred through a disability insurance policy?

Loan Protection

There are more than 21 million small business loans valued at more than $600 billion. Business loans are taken out for business-related expenses, such as:

  • Purchase or expansion of a practice or business
  • Purchase of a large piece of equipment
  • Facility renovations
  • An increase in working capital or build-up of inventory
  • Purchase of a building or land for a business

It may make sense to provide disability insurance to cover the business loans in the event the business owner has a disabling accident or illness. There are separate insurance policies or riders to a traditional policy that provides benefits to cover the loan or loan payment obligations.

Impaired Risk

Perhaps a client will not qualify for traditional or even non-traditional coverage because of an extensive medical history. Impaired risk coverages can work for pre-existing medical conditions.

Diversity of Opportunity:

QSPP Can Prevent Dysfunction and Disruption

  • Could you continue to pay a disabled employee's salary from your business?
  • How long could you afford to pay a salary?
  • Would the payments you pay be deductible to your business?

It is the American dream: turn a simple idea into a start-up and, through innovation, hard work and the right people, grow that start-up into an industry leader. It may seem obvious that a business owner would want to do everything to protect the people who help grow the business. As the business grows, however, offering everyone the same protection in the case of injury or illness may become difficult. Owners have a tendency to focus on partners, executive staff and key employees. This is a completely logical line of thinking, but without a Qualified Sick Pay Plan (QSPP) in place, it could put the business at high risk.

A QSPP is a formalized plan determining who will be paid, how much will be paid and how long salary will be continued when employees are unable to work because of an injury or illness. The plan can have different determinations for different classes of employees within the company. It can also be self-funded, or funded through an insured product, such as disability income policies.

Why a QSPP?

There are two key reasons: tax implication of benefits paid and potential precedent. The Internal Revenue Code states that wages paid to a disabled employee may not be deductible as a business expense unless they are paid under a salary continuation program. Without a program in place, any payments made are not deductible by the business and are fully taxable to the employee.

The implementation of a plan allows a business to deduct wages paid to employees who cannot work, and an employee can receive qualified benefits tax-free. The absence of a QSPP could result in the IRS disallowing benefits paid to an employee as sick pay. This would have serious tax implications on the employer and the employee.

An even greater danger to an employer is the existence of benefit payment precedent. It may seem completely logical to continue the salary of key employees responsible for revenue growth, but, without a QSPP, any sick pay for any employee creates a precedent of the same pay for all employees. Any variation between employees could be viewed as discrimination. To eliminate this risk, it is important to create a formal, written plan stating any differences of salary continuation length or frequency between classes of employees before an employee needs to use it.

How Is a QSPP Implemented?

A QSPP requires two components: a plan resolution and plan letters to employees.

A plan resolution is drafted and executed by the company's board. This resolution defines the classes of employees, how benefits will be paid and how long they will be paid.

Plan letters communicate the information to the employees. They can be class-specific.

How Can Benefits Under a QSPP Be Funded?

This is an important consideration. A QSPP can be fully self-funded, fully insured or a combination. If a plan is fully self-funded, the company can be burdened with all of the responsibility of determining who cannot work and how long they can't work and of paying benefits from company accounts during a time when, depending on the person who cannot work, the company may need the funds the most. Additionally, the FASB 112 Accounting Rule makes a company become an insurance company by requiring it to carry the present value of future claims as a liability on the balance sheet if it chooses to self-fund a salary continuation program. Two implications of FASB 112 are:

  • Companies with self-funded disability programs must set aside all the money upfront
  • This requirement can significantly reduce profits while increasing liabilities

Under a QSPP plan with disability income insurance, the insurance company determines when your employees cannot work, the insurance company determines how long they cannot work and the company pays smaller, regular payments for the benefit during a time when all employees are actively at work. A fully insured plan not only takes much of the liability away from the employer, but it also allows the company to predict future plan costs. Disability income insurance premiums are level for the life of the policies. Three tax shelters of an insured salary continuation program are:

  • Premiums paid are deductible as a fringe benefit expense (IRC Section 162(a)).
  • Employer premiums are not included in employee’s taxable income. (IRC Section 106).
  • A special tax credit may be available for employees that are permanently and totally disabled (IRC Section 22(b)).

In working with the son of the owners of a medium-sized technology security firm, I learned that Mom and Dad would take care of the son if anything were ever to happen. As a financial adviser, what do we do now? A conversation about the company benefits and what the parent/owners wanted to have happen with their family and their employees created an opportunity. By educating the clients on sick pay plans, we were able to provide better recommendations to the owner (parents) for the benefit of the son and the other employees while keeping the firm in legal compliance.

Divorce Settlements

Most if not all settlements include division of assets and liabilities owned by the parties. Additionally, when appropriate, especially if there are children involved, there is an alimony agreement. What happens to the continuing alimony payment if the payer becomes sick or hurt and unable to earn the income to make the support payment?

With the divorce rate at 50% or higher for U.S. marriages, there is an opportunity to protect a spouse and provide the children a source of income used for living and educational expenses. The solution is to place a disability insurance policy on the payer, with the spouse as beneficiary.

Occupational Diversity

Students, coaches, umpires, golf professionals, chefs, race car drivers, comedians and musicians, to name just a few, are thought to have a hard time obtaining disability income insurance. They are not hard to insure if you are able to go a little deeper within the traditional markets or outside to the non-traditional markets.

Our hobbies sometimes position us to have access to people in these diverse occupations. One of my hobbies is to watch, listen and learn from professional speakers. It has been a privilege to spend time with some of the all-time greats. I am always amazed at their accessibility if you step forward and participate. Once, I hosted Chris Gardner, who became nationally know for his life story through the movie "Pursuit of Happiness," where his role was played by Will Smith. As Chris and I began building a relationship, he learned about our firm, and it became evident that no one had spoken to him about protecting his flow of income from a disabling accident or illness.

There are many diverse opportunities for you as the adviser to protect your client's flow income, business entity and valued assets. Think beyond personal disability insurance and help your clients understand their needs to secure their financial foundations.


John Nichols

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John Nichols

John F. Nichols is a nationally recognized disability benefits consultant, the creator of disability products and administration systems and an expert witness in disability proceedings. Nichols serves as president of Disability Resource Group, a national insurance agency that he founded in 1999.

2 Key Tools for Innovation in P&C

The tools can improve communication between insurers and agents, removing problems holding the industry back for decades.

Imagine this: two separate kingdoms, the kingdom of P&C insurers and the kingdom of agencies and brokers. Within each kingdom, each insurer and agency is represented by its own little house, and every little house has a door. Each door can open both ways and represents a way to communicate and share data - and these kingdoms need to share lots of data.

The only way to send data between houses is to build deep trenches. Building a trench is difficult, expensive and time-consuming. And the P&C insurer must dig the trench to each agent or broker, then knock on every agency's and broker's door to see if they will open it and allow data to be shared.

In the world I have described, insurers are very busy building these trenches to the agencies and brokers. Insurers spend a great deal of time, money and resources. Yet, when the insurers finally get to knocking on all the doors, they find that some agencies have their doors wide open and are ready; that some will open their doors eventually; but that others have no desire to ever open their doors.

What's more, many insurers won't fund the trench digging, so agencies may want a connection but are left without the trench.

For the kingdoms of the insurers and of the agents and brokers, the system is not built for success.

What I just described is reality. Insurers and agencies have to share data for policies, billing and claims. But the cost, risk and payback are deterrents. Even the will to communicate is not always there.

The formalities and costs to share data are what I described as trenches. Missing or incomplete "trenches" result in missed opportunities, inefficiencies, misinformation and misunderstandings. For example, what an insurer might view as a small book of business not worth investment might be a huge book for some agencies. Sometimes, the lack of understanding between the two "kingdoms" can be astounding.

Yet we continue to go down this path, just as we have for many, many years.

We have an opportunity to rethink our situation. Two key tools of innovation can bridge the gap between insurers and agents: ideation and crowd sourcing. These may sound like buzz words, but, by allowing varied groups to have a voice in solving challenges, ideation and crowd sourcing can allow decision makers to see data trends across segments of organizations. More importantly, ideation and crowd sourcing can offer solutions to challenges for little to no investment through the ideas of people who wouldn't otherwise necessarily have "a seat at the table."

We know what we hear from agents: that, as we described in the "two kingdoms," sometimes there are agent houses with no trenches even being built to them. We also know that insurers sometimes find that, even after all the work of establishing trenches, some agents keep their doors closed. Utilizing innovation tools to communicate these pain points and search for a better method of business is a great step forward.

But what can insurers do right now to solve the challenge of the two kingdoms?

In the short term, insurers can demand that all leading vendors of agency management systems and policy administration, billing and claims management systems have adapters built in and ready for plug and play for all lines of business and transactions. This would improve implementation time, reduce investments and essentially remove the "closed doors" problem facing insurers.

In the long term, invest in ideation and crowd sourcing to redesign the connections between insurers and agencies. Listen to the pain points and notice trends. Crowd sourcing will offer powerful data to build a better system. Start posing questions to your own organization like, "How do we leverage the cloud and big data concept to rethink the 40-year-old point-to-point integrations?"

You'll be surprised at the results and how meaningful making small changes can be. Let's do it.


Deb Smallwood

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Deb Smallwood

Deb Smallwood, the founder of Strategy Meets Action, is highly respected throughout the insurance industry for strategic thinking, thought-provoking research and advisory skills. Insurers and solution providers turn to Smallwood for insight and guidance on business and IT linkage, IT strategy, IT architecture and e-business.

A Word With Shefi: Carbone at Bain

He raves about the potential of the Internet of Things but cautions that innovators need deep insurance knowledge to take advantage.

This is part of a series of interviews by Shefi Ben Hutta with insurance practitioners who bring an interesting perspective to their work and to the industry as a whole. Here, she speaks with Matteo Carbone, with Bain Financial Services in Italy, who says the Internet of Things "has introduced more changes than the sector has seen in the last 100 years."

To see more of the "A Word With Shefi" series, visit her thought leader profile. To subscribe to her free newsletter, Insurance Entertainment, click here.

Describe what you do in 50 words or less:

I advise financial services groups mainly on innovation within their business models. My field is insurance, and I've spent the last couple of years handling digitalization of traditional channels: inventing technology-based value propositions, generating customer experience strategies and bringing the omni-channel approach into the insurance business.

Name an emerging technology you are most excited about:

Internet of Things - it's a game changer! From connected cars to "domotics," to wearables to connected machines; all the things that are creating tremendous opportunities to price risk, handle claims differently and deliver new services. In the last couple of years, this technology has introduced more changes than the sector has seen in the last 100 years.

Name one similarity and one difference between American and Italian insurance shoppers:

The customer preference for human interaction at the purchase stage within the customer journey is the same in both countries, and so is the digitalization wave, which is obliging insurers to create an omni-channel customer journey around their traditional, physical point of sale.

One important difference is the role of banks in insurance distribution. In Italy, bancassurance accounts not only for more than 80% of the life market but also for 16% of the P&C personal lines market, excluding auto. Currently, banks are looking to play a more relevant role in the auto insurance distribution.

Name a challenge you have faced working in insurance:

You have to really know the intimacy of this strange industry to be able to innovate it. It's a technical business, so you cannot advise an insurer without knowing the deep aspects of the industry.

A memorable consulting gig:

Without a doubt, it was two years ago advising Renova Group on the acquisition of Octo Telematics, a global leader in insurance telematics solutions. It was amazing to help Renova discover the value of telematics for the insurance business.

Your favorite news source:

As for me, LinkedIn is the primary source. Each day, I check five to 10 insurance news websites yet the best insights come from my LinkedIn network of insurance professionals around the world. I consider the daily sharing of ideas with them an incredible asset.

When you are not working for Bain & Company you are most likely…

My work is my hobby. I enjoy my work, and it is normal for me to think about work even when I am doing other things. However, if I have to identify my main hobby, it is fitness. I am definitely addicted to the gym.

If you weren't working in insurance consulting, what profession would you be in?

I would probably be managing my family's historical winery.

Prosecco or Champagne?

Champagne! I'm in love with Krug Clos Du Mesnil; their first vintage was produced the year I was born.

Favorite quote:

"Work hard, play harder."

Which term best describes you…

  • Driverless or in control? In control
  • Elon Musk (dreamer) or Warren Buffett (doer)? Warren Buffett
  • Risk-averse or risk-taker? Risk-taker

Shefi Ben Hutta

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Shefi Ben Hutta

Shefi Ben Hutta is the founder of InsuranceEntertainment.com, a refreshing blog offering insurance news and media that Millennials can relate to. Originally from Israel, she entered the U.S. insurance space in 2007 and since then has gained experience in online rating models.