INSURANCE
Worldwide Customized Blended Learning

THE SITUATION
One of the four largest reinsurance companies worldwide came to SNI requesting a customized training program called “Negotiating in Our World” to help provide its Marketers and Underwriters with a common Negotiation language and systematic approach.  This global holding corporation is represented in all major reinsurance markets through a global network of 70 locations, supported by over 2,700 employees worldwide.

THE SNI SOLUTION
Over two years on five continents, SNI trained more than 500 Marketers and Underwriters who negotiated five deals per day at an average size of $1,000 - $50,000 per deal.  SNI met the challenge of presenting culturally relevant material to a geographically diverse audience, and designed a program that addressed specific organizational challenges.

The success of the initial programs prompted the client to engage SNI to work with over 50 Senior Vice Presidents of Finance who negotiated five deals per year with an average size of $2 million.  SNI also created customized programming for both Marketing/Underwriting and Finance that included developing short-term and long-term deal preparation tools.

THE IMPACT
“After SNI conducted over 50 negotiations programs for our company, we asked them to assist us in developing a course focused on selling our ‘value proposition.’  SNI’s team of experienced facilitators, who have extensive real-life sales experience, helped them make this program one of the most impactful we have ever conducted. The SNI principles applied to our culture and we have made the systematic approach a part of how execute every day.” - Senior Vice President, Australia

THE RESULT
The client’s team now utilizes a consistent process for Negotiation across the world.  Deal teams are able to collaborate effectively across continents and the training is now part of the core curriculum for all Marketers and Underwriters.