Case Study
How a Carrier Transformed Win Ratio Through Added Value
National Carrier
A national carrier stopped competing on price alone by arming teams with Mod Advisor analytics and education-first messaging.
Client Background
A large national insurance carrier sought to differentiate its workers’ compensation division in a crowded and price-driven marketplace. Leadership recognized that competing on premium alone limited growth and reduced the ability to retain profitable accounts. They needed a way to shift the conversation from price to value, empowering their teams and giving brokers compelling, education-based tools to win business.
The carrier partnered with Mod Advisor to bring clarity to claims, experience rating, and the true financial impact of losses—positioning themselves as advisors, not just quote providers.
The Approach
The carrier’s internal team collaborated closely with Mod Advisor to review analytics reports and translate them into a powerful, client-facing deliverable aligned with their unique selling proposition. To ensure organizational alignment, the carrier held a series of internal training sessions across all core business units.
These teams participated in strategy workshops that refined messaging, standardized talking points, and aligned everyone around a consultative approach to workers’ compensation.
The Strategy
The carrier launched the new strategy within a single division and committed to tracking performance metrics quarter-to-quarter. The rollout included:
- A standardized Mod Advisor analytics deliverable for every prospect
- Education on how to use the analysis in competitive situations
- Consistent messaging for account managers, underwriters, and loss control staff
- Feedback loops to refine the process after every sales cycle
The Outcome
Within two quarters, the division’s new business win ratio surged 4x.
Prospect feedback highlighted dramatic shifts in perception:
- Many admitted they had never been educated on how workers’ compensation premiums are calculated.
- Prospects expressed gratitude—some even thanked the carrier for helping them uncover ways to take control of their losses.
- Several stated they would choose the carrier even at a higher premium because the support aligned with their strategy.
- The carrier won more profitable business; clients gained critical insight that empowered them to reduce claims costs and improve operational performance.
Contact us today at sales@modadvisor.com to learn how your company can use Mod Advisor to win new business.