W W W . C H I C A G O L A N D R I S K F O R U M . O R G

Internally Marketing Your way to Success: The Risk Professional as Consultant

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Speakers:

• Liz Walker, Director, Enterprise Risk & Global InsuranceGroupon, Inc.

• Mary Friedl, Insurance and Claims ManagerRedbox Automated Retail LLC

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TRUE OR FALSE?

40% of Business Interruption Policies are Underinsured, with the average Shortfall being 45%

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Framing the Issue

THE PROBLEM: How Can I Reduce or Manage Risk if No One Wants to Talk to Me?THE PROBLEM: How Can I Reduce or Manage Risk if I Am Not Communicating Effectively?

THE SOLUTION: Demonstrate Trust and Value FIRST

Pivot how stakeholders think about risk, insurance, and your role by communicating your identity and purpose in a deliberate manner

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Understanding Trust

Why is it so important?

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Develop Your Identity

• Who are you within the organization?– What are your personal and/or professional goals? – “People don’t buy what you do, they buy why you do it.” -Simon Sinek

• Identify How You Align With Corporate Values And Strategy– How does your purpose align with your stakeholders’ goals?– Develop and use a consistent, common language

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Mind Your Language

Is there a Risk? Or an Opportunity?

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Mind Your Message

Are you seeking information? Or providing a service?

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Mind Your Form

WHAT ARE YOU TRYING TO COMMUNICATE? AND HOW?

The Data Dump The Limbic Appeal

The Bottom Line

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What percentage of a meeting do participants find unproductive?

34%

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Use of Meetings

What do you meet about?

― Exposure Review (renewals)― Claim Reviews― Training Opportunities

― M&A― Claims

― Operating Plans

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Reaping the Benefits

• Increased visibility of your identity and purpose – becoming part of the conversation

• Increased reach within the organization

• Better ability to forecast and prepare (proactive vs reactive)

• Cautions:– Patience (this is the long game)– Workload (when you offer to help, people will take you up on it)

QUESTIONS?