FWD partners with INSEAD to groom world-class agency leaders in insurance

This multi-year partnership with INSEAD, a graduate business school with campuses in Europe, Asia, and the Middle East, provides a unique six-month intensive leadership and executive training programme for agency leaders around the region. 
The programme is part of FWD’s broader Elite Agency vision to build the most trusted, professional, productive and digitally enabled advisory team in Asia. The Elite Agency vision is brought to life through the Signature programme, as transformation starts from grooming the very top insurance agents. The programme aims to develop 100 world-class agency leaders that will lead and transform the way insurance sales is conducted, and ultimately support FWD’s wider vision to change the way people feel about insurance.
The Signature Programme will be carried out in four phases – three-month preparation on business planning and leadership; a one-week residential programme at INSEAD’s Europe campus in France, where participants will learn the latest insights in sales management, leadership, and technology application; a three-month coaching period to put their plan into action; and a perpetual alumni platform that consists of masterclasses and regional networking opportunities. 
For the inaugural class, five agency leaders were chosen from five of FWD’s markets – Thailand, the Philippines, Vietnam, Indonesia, Hong Kong & Macau. Each of them was required to go through a stringent selection process. They were chosen not only for their business performance but also leadership potential, a desire to grow and learn, and the ability to engage in the digital world. They will interact and learn not only from INSEAD professors but also from one another both within their own country and across the region.
“We are proud to announce this industry first in launching the Signature Programme and welcoming our inaugural class,” said Binayak Dutta, FWD Group chief distribution officer and managing director for emerging markets. “Many companies focus on hiring sales teams but we want to groom our own internally and build the best team in the market. We’re convinced this programme is a game changer for agency distribution and will elevate the professionalism of not just our agency but the whole industry.”
Said FWD Group head of agency Zhuang Li Hao: “We have put a lot of thought behind the programme design. This multi-year, regional programme is specifically designed to provide the largest possible learning space and scope for our leaders. The regional exposure is unique, the quality of teaching from a top business school is unparalleled, and the personal coaching by INSEAD professors and FWD’s senior management is unprecedented. This epitomises FWD’s commitment to our sales force,” he added.
“To be ready for the digital world of tomorrow, we have designed an engaging and enjoyable journey across two key pillars: How can you create a breakthrough business plan & strategy to take your business to the next level? How can we enhance your capability as a leader so that not only do you get better at leading yourself but also at leading others around you?” said V Padmanabhan, Unilever chaired professor of marketing, INSEAD. 
“FWD Thailand has selected five top-performing agency leaders to participate in this Signature Programme,” added Banyong Narasavat, adviser to the chief executive officer at FWD Thailand. “The programme aims to use knowledge to develop sales management and transform ways insurance sales is conducted in accordance with customers in a digitally connected world, to elevate our agency forces to be the best professionals and most productive in the industry, and ultimately support FWD’s wider vision to change the way people feel about insurance.”
Taking place on August 19 at INSEAD, the residential programme will see selected participants take part in a rigorous and tailored programme in Fontainebleau, Paris. This programme consists of a blend of bespoke workshops ranging from leadership and entrepreneurship training to the importance of a digital ecosystem, as well as business-plan construction, and a masterclass on the latest sales management system and processes. A number of these classes will also feature coaching by FWD senior management, including the group’s chief executive officer, chief distribution officer and chief agency officer.