Case Studies

    Corporate Pension Liability
    Global/International Equity Manager
    Risk Exposure Management
    Insurance Asset Management
    Merge Intermediary Business Units
    Launch Asset Management Unit
    Institutional Equity Asset Management
    Institutional Fixed-Income Management

  Media

  Proprietary Papers

  Presentations

 
 

CORPORATE PENSION LIABILITY AREA OF INSURANCE COMPANY

SUCCESSFULLY DEVELOPED MARKETING PLAN TO INTRODUCE TRANSFORMATIVE APPROACH IN U.S.

Project goal:
To develop a plan to introduce and gain acceptance in the U.S. of a new approach wherein an insurance company assumes the corporate defined benefit pension liabilities for plan sponsors.

Business context:
The organization, a large insurance company, was interested in using its investment and actuarial acumen to assume corporate pension plan retirement liabilities in order to lessen the risks for defined benefit plan sponsors.

Approach:
Margolis Advisory Group carefully evaluated the firm's capabilities in the context of corporate plan sponsors' interest in reducing their overall firm-wide risk, taking into account current alternatives, the competitive environment, and marketplace factors influencing acceptance of the firm's offering.

Solution:
A comprehensive plan was devised, incorporating messaging; target prospects, including types of entities and specific firms, as well as their liability components; marketing strategy and elements designed to introduce and broaden the market for this service; recommendations for materials development; and strategies for media, consultant and other key influencer outreach.

Outcome:
The firm introduced the first U.S. transaction and has become the market leader. Its service is in high demand from many sophisticated plan sponsors.

Lessons learned:
Patience and perseverance pay. Since this firm's offering was new to the marketplace, it needed to lay the groundwork for the ultimate payoff; the long-term time horizon and dedication to the goal led to its successful implementation.