Our goal was to prepare the underwriter management team for the hardening market. The results (of the negotiation training) were excellent.
We deal with industrial insurance, we manage a very particular niche business, we have been present on the international market first as the Gerling group and now as HDI Global SE for many years. Our network is worldwide, and we collaborate with our parent company in Hanover, Germany.
We started starting from a truly concrete need: because we absolutely need, on the one hand, to introduce methodologies and also strategies for renewal, and practices to address the market in an absolutely competitive way. A market that has become extremely difficult because in jargon it is called the soft market. It no longer guarantees ownership of the past. Especially in some of our branches we were looking for a trainer who could create a difference and who could also help us build a team even more, a true cohesive team where everyone could have tools to make a difference.
And so when we met Stefan we wanted to approach his way of working with people.
As the weeks went by, listening more and more to the feedback that my colleagues gave me about the group from the first phase of training, a group made up of boys who tended to be quite young, the rather peremptory and therefore deeply felt request emerged from them that even their managers, therefore even the core of people who are called upon to manage them from a management point of view could access this training.
We therefore finally approved this suggestion and decided to actually put the whole group in the classroom. I immediately understood in the first conversations with Stefan, when we had an introductory phase between us, that here we would also make a difference precisely in the practicality of the method.
The results were decidedly excellent, the colleagues all appreciated it very much. Since the end of the course they have given very positive feedback. Subsequently the more practical part began, therefore their daily work and I was able to see the success that they encountered on a daily basis in applying the method.
The second phase of the training has just ended and I must say that I breathed an air of great satisfaction in the workshop room.
Cristiana Pontiroli
HUMAN RESOURCES MANAGER,
HDI GLOBAL SE, MILANO