Development centres at Benfield

Headquartered in London and incorporated in Bermuda, Benfield is the world's leading independent reinsurance and risk intermediary with group revenues of £400 million. Its customers include many of the world's major insurance and reinsurance companies as well as government entities and global corporations.

Mentor ADE

Following Mentor’s Assess Develop Evaluate (ADE) approach, Benfield have radically changed their pitch process, drawing upon the best practice of its highest level performers.

Improvements in presentation skills were required initially, which sparked the need for a comprehensive development programme. Working with Benfield‘s People & Advisory Team and through stakeholder meetings, Mentor proposed the underlying drivers required for pitch success - to identify and replicate best practice, to generate a talent pool and to release senior managers time for strategic business development. Targets for pitch success were defined and behaviours identified.

Participants were formed into 3 teams based upon their roles and performance levels. Top performers took part in a 2-day Development Centre. With Mentor’s guidance they worked through a live case study using a 4-stage pitch model leading to a final pitch meeting involving Benfield’s Chief Executive. Mentor identified best practice and role model behaviour. One-to-one coaching and power sessions addressed individual development gaps. The next team took part in the same programme, based on the role model behaviours. Each level is encouraged to coach the level below to embed learning.    

Mentor’s own proposed plan for Benfield has been recognised as a model of how to conduct a professional pitch. Results have been measured throughout the programme and are highly visible as the Global Board has been involved in role play exercises. Whilst this is still very much a live project, early indications are very positive.