Insurance Institute
About Us
Contact Us
English
Search
Career Maps
Show/Hide Sub Menu
Navigating the Maps
Definitions in the Maps
Actuary
Show/Hide Sub Menu
Attitudes & Core Values
Mentoring
Knowledge
Skills & Experiences
Industry Engagement
Leadership Competencies
Career Path Chart
Downloadable Summary
Appraiser
Show/Hide Sub Menu
Attitudes & Core Values
Mentoring
Knowledge
Skills & Experiences
Industry Engagement
Leadership Competencies
Career Path Chart
Downloadable Summary
Broker/Agent - Sales
Show/Hide Sub Menu
Attitudes & Core Values
Mentoring
Knowledge
Skills & Experiences
Industry Engagement
Leadership Competencies
Career Path Chart
Downloadable Summary
Broker/Agent - Service
Show/Hide Sub Menu
Attitudes & Core Values
Mentoring
Knowledge
Skills & Experiences
Industry Engagement
Leadership Competencies
Career Path Chart
Downloadable Summary
Business Development
Show/Hide Sub Menu
Attitudes & Core Values
Mentoring
Knowledge
Skills & Experiences
Industry Engagement
Leadership Competencies
Career Path Chart
Downloadable Summary
Claims Investigator
Show/Hide Sub Menu
Attitudes & Core Values
Mentoring
Knowledge
Skills & Experiences
Industry Engagement
Leadership Competencies
Career Path Chart
Downloadable Summary
Loss Adjuster
Show/Hide Sub Menu
Attitudes & Core Values
Mentoring
Knowledge
Skills & Experiences
Industry Engagement
Leadership Competencies
Career Path Chart
Downloadable Summary
Loss Control Specialist
Show/Hide Sub Menu
Attitudes & Core Values
Mentoring
Knowledge
Skills & Experiences
Industry Engagement
Leadership Competencies
Career Path Chart
Downloadable Summary
Risk Manager
Show/Hide Sub Menu
Attitudes & Core Values
Mentoring
Knowledge
Skills & Experiences
Industry Engagement
Leadership Competencies
Career Path Chart
Downloadable Summary
Underwriter
Show/Hide Sub Menu
Attitudes & Core Values
Mentoring
Knowledge
Skills & Experiences
Industry Engagement
Leadership Competencies
Career Path Chart
Downloadable Summary
People Management
Show/Hide Sub Menu
Attitudes & Core Values
Mentoring
Knowledge
Skills & Experiences
Career Path Chart
Downloadable Summary
Technical Management
Show/Hide Sub Menu
Attitudes & Core Values
Mentoring
Knowledge
Skills & Experiences
Career Path Chart
Downloadable Summary
Education Pathways
Show/Hide Sub Menu
FCIP Designation
Advanced CIP Certificate
Risk Management Certificate
CIP Designation
GIE Certificate
Licensing Education
Insurance Knowledge
Interpersonal Skills
Management/Leadership
For Career Management
Show/Hide Sub Menu
My Career Perspective
My Attitudes & Core Values
My Mentoring
My Knowledge
My Skills & Experience
My Industry & Community Engagement
My Leadership Competencies
My Career & Performance
For Managers, HR & Organizations
Show/Hide Sub Menu
Using mycareer
Providing Feedback & Coaching
Leveraging Mentorship
Experience Speaks
Show/Hide Sub Menu
Advice Reels
Career Stories
Fireside Chats
mycareer blog
Navigating the Maps
Definitions in the Maps
Actuary
Appraiser
Broker/Agent - Sales
Broker/Agent - Service
Business Development
Attitudes & Core Values
Mentoring
Knowledge
Skills & Experiences
Industry Engagement
Leadership Competencies
Career Path Chart
Downloadable Summary
Claims Investigator
Loss Adjuster
Loss Control Specialist
Risk Manager
Underwriter
People Management
Technical Management
Career Maps
>
Business Development
>
Skills & Experiences
Skills & Experiences
Foundation
Learning and applying business development / account management fundamentals in the insurance context
Core Skills
Time management; communication; sales and service; interpersonal; resourcefulness; active listening; relationship building
Key Experiences
Building awareness of core products / services available; fostering understanding of clients’ needs and aligning to what your organization can offer; securing business and proposing ‘upsells’ where possible; ensuring completion of required forms to regulatory standards; maintaining sound business to business relationships / network
Building
Building on your insurance fundamentals and experiences to date
Core Skills
Negotiation; maintaining strong relationships (e.g. underwriters, risk management, brokers, claims); initiative; multitasking; building a strong personal / organizational brand; business communication; presentation
Key Experiences
Cultivating strong b2b relationships to secure new business or make enhancements to existing business; growing comfort in proposal presentations and providing advice to clients; managing larger or more complex accounts; adapting general insurance principles to more specialized needs; developing a sound understanding of regulatory / legal framework; honing capacity to negotiate and influence decisions to achieve best solutions for client
Enhancing
Enhancing your knowledge and account management expertise
Core Skills
Problem solving; creativity; managing relationships to foster success; providing support / advice to team members; critical thinking
Key Experiences
Oversight of key accounts in a focused product area; developing prospects / managing key relationships with increased independence / authority; providing direction to other professionals to help meet the needs of your accounts; enhancing knowledge of regulatory / legal framework; facilitating in-house information sessions for accounts / prospects; leveraging expertise to better understand and compete in the marketplace
Mastery
Transitioning to technical consultant / operational leader with increased autonomy and decision making power
Core Skills
Strategic thinking; operational leadership; change management; teaching / coaching; conflict management; influencing
Key Experiences
Lead relationship management on key accounts and the prospecting / sales within a particular product steam; serving as a technical consultant to a team; providing expert advice to other business development team members and other professionals (eg. underwriters, risk managers, claims); developing capacity to transfer knowledge / oversee teams; honing expertise in shaping business process improvement / policy; ensuring internal /external risks are mitigated; influencing decision makers and regulators to help foster success