Royal & SunAlliance is one of the world’s major insurers, with operations in around 50 countries it carries out business in over 130 countries. The company looks to meet the needs of the brokers with which it deals and who are its direct customers. This case study shows how the company has successfully developed relationship management with its brokers using an approach called ‘Energy’. Like many other industries, the insurance industry operates in a dynamic global environment. Individual insurance businesses face high levels of competition…

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