Case Study

Assessing New Insurance Service with Hard-to-Reach Respondents

Issue:

Fortune 100 insurance company wanted to develop a workers’ compensation service model that appeals to corporate risk managers and increase market share.

Approach:

Conducted qualitative/quantitative research among risk managers at 166 Fortune 2000 companies.

  • Tested client’s hypotheses regarding appealing features.
  • Gained critical market image attributes for a company offering this product.

      Results:

      Increased sales hit ratio by 30-40% using study’s segmentation analysis to reach appropriate targets.

      Four years after entering the market, the client rose to become one of the top five providers of workers’ compensation risk management services.