Description: This report summarizes the results of a Delphi study to identify and debate possible new approaches or Blue Ocean Strategies to acquiring business by life insurers.

Description: Interview with Mike Smith, chief risk officer of ING U.S. Insurance Solutions unit.

Description: Response to Life Insurance 2020 Foresight – A Call for Essays. An essay stating the author’s vision for the future of the life insurance sector.

Description: This article covers measurement of key actions by presenting an approach to the analysis of direct-mail insurance solicitations.

Description: The article offers a discussion about future products, distribution, insurance laws, and contracts. Some ideas might not be possible today, but it is offered as food for thought.

Description: Essay of using microeconomics and Embedded Value concepts to evaluate direct marketing programs.

Description: This article discusses various approaches currently being used to sell term insurance over or with the assistance of the internet.

Description: This is the third and final installment of an article about using microeconomics and the concepts of embedded value to better manage and understand the profitability of direct marketing programs. The article illustrates how traditional asset share calculations are not appropriate in this case.

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

Description: This article summarizes a presentation for the Professional Insurance Marketing Association PIMA discussing the need to better understand the direct marketing customer in order to be successful.