Defining metrics to accelerate and scale rapid business growth

Initial Situation

To optimize existing sales channels and customer relationships and reach its defined growth targets, a Swiss health insurer tasked us with identifying and quantifying fast-acting measures across customer, channel, and process dimensions. The focus was on leveraging existing potential to achieve quick wins. In a second, complementary project, we were also asked to reduce the cancellation rate in order to holistically support growth objectives.

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Our Contribution

• Analyzed data on new contracts, existing customers (with a focus on upselling, especially OKP-only customers), and sales channels to build a growth-oriented sales funnel
• Developed a comprehensive growth planning tool with actionable measures across sales funnel stages, including prioritization logic and data-driven projections
• Prioritized and aligned key measures with the management team and supported implementation across relevant teams