India's largest platform and marketplace for GCCs & AI

Sign in

India's largest platform and marketplace for GCCs & AI

3AI Digital Library

Minimizing Policy Attrition

3AI August 16, 2020

Leading Life Insurance Company In Japan

Problem Statement

  • A high attrition in the customer base due to competition and miss-selling (45% is overall lapse rate)
  • Expectation was to build an approach to retain policies and to set up an early warning system to identify a potential attrition cases to prevent further revenue leakage

Analytics Led Approach

  • Attrition trends in the data over the years were analyzed and an approach was designed to provide a solution to contain further revenue leakage
  • Predictive attrition model was built to predict the propensity of policies to attrite
  • Given are high level process steps which were followed :
    • Data Load Exploration
    • Model variable Creation
    • Analytical Model Development
    • Business rules

Business Impact

  • Raw data was mined, and a methodology was built for developing a predictive attrition model to provide a probability score to influence the decisions to follow the case by the customer.
  • Model output was segmented to optimize the approach to follow the case and provided insights to treat each policy based on the segmented matrix Re-evaluate;Retain;Grow;Protect– for example, Retain is the quadrant high value and high risky policy, retaining such policies will optimize the effort as well as cost
  • Primary users, retention team were provided with insights for customer retention..

Critical Success Factors

  • 20% of the in-force portfolio has been identified with 69% of the premium to be at risk of attrition (Approx. $ 1.3 BN premium at risk)
  • Formulated a growth strategy to retain existing customers as well as grow their business
  • Integrated attrition prediction with every customer touch point system through a web service

    3AI Trending Articles

  • How AI is supercharging Metaverse

    Featured Article: Author: Dr. Anish Agarwal, Global Head of Analytics, Dr. Reddy’s Laboratories The Metaverse is one of the most significant rising technologies right now. Some will say you have to travel in time to know about it. But the metaverse has given a huge platform to people to hypothetically get into the imaginary world. […]

  • Top four focus areas to help you shape a data-driven enterprise

    Author: Praveen Reddy, Vice President (Digital – data, analytics, and cloud) | Genpact As we navigate the world of data, some significant trends are manifesting with respect to data ownership and utilization. There are multiple triggers for these trends – ever-rising complexity of data, lack of proper intelligence concerning data assets, need for accelerated digital transformation, […]

  • Human Behavior & Human Data: Beyond Big Data

    In recent years, there has been a lot of hype around “big” data in the marketing world. Big data is extremely helpful with gathering quantitative information about new trends, behaviors and preferences, so it’s no wonder companies invest a lot of time and money sifting through and analyzing massive sets of data. However, what big data fails […]

  • AI in Drug Discovery

    Featured Article: Author: Vijay Morampudi, Director & Head of AI, Wavelabs Technologies Drug discovery takes 12-15 years and a median investment of nearly $1 billion to bring a new drug to market. While the true cost of research and development may be as high as $2.5 billion per marketed therapy, when factoring in abandoned trials and […]