Description: This article describes some of the traditional profit measurement standards for direct marketing and then presents a more comprehensive and up-to-date foundation for insurance direct marketers and actuaries to use when reviewing individual direct marketing campaigns or total marketing programs.

Description: From a session at a meeting of the Society of Actuaries held in San Diego, CA, June 22-23, 2000 A discussion of risk management issues of particular relevance for e-commerce insurance products.

Description: Full version of NewsDirect Newsletter, October 2001, Issue No. 38.

Description: As life span increases, there are many implications for actuaries and other professionals. The structure and content of Continuing Education (CE) must adapt to meet the needs of professionals with the strong probability of living to age 100, but also recognizing that for an increasing percentage of professionals, their productive work life will extend far beyond the current conventional retirement age. </p><p>This session will include content that is apropos for both more 'mature' actuaries who will face life decisions in the near future, as well as offer career guidance for younger actuaries preparing for longer work lives. It will conclude with suggesting that the SOA create a new, exclusive section specifically to address the needs and interests of older actuaries: We've Lived to 100 Actuaries. The SOA already has a program called Living to 100, which deals with the implications of a longer life span for the general public. Some of the new centenarians will be SOA members who will work far beyond the historical retirement age of the past. The purpose of this session will be to introduce the new 5-Stage lifetime work model so that actuaries can both individually and as a professional group, design CE for the realities of longer careers and life spans. In order to be professionally productive and happy as life expectancy grows, there are many changes that will have to take place in the continuing education of professionals--and actuaries are NO exception to this rule! </p><p>While this presentation will help 'mature' actuaries prepare for their longer careers and 100th birthdays, there are also serious implications and opportunities for younger actuaries that are best recognized and addressed long before reaching professional maturity in order to prepare for and enjoy a healthy and active actuarial career, as well as remain a productive and happier senior citizen.

Description: From a session at the Spring meeting of the Society of Actuaries held in San Antonio, Texas, June 14-15, 2004. Panel members from the sales and marketing disciplines discussed their best and worst experiences in bringing an innovative product to market and share insights on how to best develop a working relationship within the product development team.

Description: This session from the 1995 SOA New Orleans Meeting discusses what constitutes the senior market, the trends, the needs of seniors, how to access the market and market segmentation. From the Record of the Society of Actuaries, Vol. 21, No. 1.

Description: Panelists discuss various aspects of lead generation, including database development and management, market segmentation, and marketing techniques. From the Record of the Society of Actuaries, Vol. 23, No. 3.

Description: This article discusses customer lifetime value CLV programs for insurance companies and their benefits.

Description: Feature article with the one main goal of trying to help actuaries to better see some of the changes that will be needed by their organizations during the coming decade. The author urges us to look for new ways to apply the old rules.

Description: This article is a summary of a panel discussion, held at the March 2010 IAA Meeting in South Africa, which explored the dual roles of consulting actuaries as entrepreneurs and professionals. Topics covered include ethics and professionalism, conflict of interest, and management and communication skills, among others, representing views from small to large consulting firms in different countries.