Lincoln Financial Group (A)

LFG
Financial Products Life Insurance: 23% of Revenues & 46% of Earnings Annuities: 63% of Revenues & 16% of Earnings Investment Management: Business came from Delaware Investments

Industry Attractiveness
New Entrants

High Risk
Suppliers

Rivalry
High Risk

Customers

Substitutes

LFD Concept
Achieve Customer intimacy: - Increased coordination - Suitable compensation for MGAs - Standardized wholesaling quality - Cross selling and Up selling - Leverage brand and relationship

Customer Intimacy
Multiple Touch points (Service level) Personalized selling (Retention) Flexibility (Product wise) Incentives for clients

One Umbrella concept

One brand Avoid confusion Convenience (Single point of contact) Efficiency

Lincolns Talent Management Matrix

New in Position High Potential Reassignment Opportunity Experienced Professional Promotable High Potential

Low

Low

Medium Long Term Performance

High

Lincolns Talent Management Matrix

New in Position High Potential Reassignment Opportunity Experienced Professional Promotable High Potential

Low

Low

Medium Long Term Performance

High

Elements of Wholesaling
Quality Frequency of Contacts Sales Interaction