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April Samulewicz Global Head of Talent Attraction & Recruitment CoE – Zurich Mark Smith Client Relationship Director – Alexander Mann Solutions Zurich Financial Services & AMS An evolving partnership

Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

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Page 1: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Apr

il S

amul

ewic

z G

loba

l Hea

d of

Tal

ent A

ttrac

tion

& R

ecru

itmen

t C

oE

–Z

uric

h

Mar

k S

mith

C

lient

Rel

atio

nshi

p D

irect

or –

Ale

xand

er M

ann

Sol

uti

ons

Zur

ich

Fin

anci

al S

ervi

ces

& A

MS

An

evol

ving

par

tner

ship

Page 2: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Ale

xand

er M

ann

Sol

utio

ns

�P

ione

ered

Rec

ruitm

ent P

roce

ss O

utso

urci

ng (

RP

O)

in

1996

�G

loba

l rea

chan

d pr

esen

ce w

ith o

ver

1,10

0 sp

ecia

list

staf

f in

60+

cou

ntrie

s

�O

ver

47 R

PO

clie

nts

in 3

0+ la

ngua

ges

�T

hree

Glo

bal C

lient

Ser

vice

s C

entr

es a

llow

24/

7 de

liver

y

�T

echn

olog

y in

depe

nden

t,o

fferin

g ou

r cl

ient

s ch

oice

an

d fle

xibi

lity

�P

ure-

play

RP

O, C

ontin

gent

Wor

kfor

ce M

anag

emen

tan

d be

spok

e P

rofe

ssio

nal S

ervi

ces

�A

MS

rec

eive

d a

Gol

d A

war

d fo

r G

loba

l Inn

ovat

ion

at

Sie

men

s an

d B

est G

loba

l Sup

port

func

tion

at Z

uric

h

�R

anke

d G

loba

l Mar

ket L

eade

r an

d th

e le

ader

inB

read

th o

f Ser

vice

sin

RP

O 2

008,

200

9 &

201

0 by

H

RO

Tod

ay m

agaz

ine

Page 3: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Mar

ket

Wat

ch

Glo

bal

Em

ploy

erB

rand

3

Our

Par

tner

ship

Jou

rney

Fro

m R

PO

pro

vide

r to

Tru

sted

Adv

isor

5 ye

ar U

KR

PO

Con

trac

t S

igne

dG

radu

ate

Sch

emes

C

ontr

acto

rR

PO

Exe

cutiv

eS

earc

hE

xit

Sur

veys

Rec

ruitm

ent

Tra

inin

g

Red

eplo

ymen

tA

sses

smen

t&

Sel

ectio

n

Glo

bal L

ifeA

war

d

50

42

40

30

28

26

1

11

21

31

41

Pre

AM

S2005

2006

2007

2008

2009

Days

5950

4253

1925

3026

6500

3577

0

2500

5000

7500

Pre

AM

S2005

2006

2007

2008

2009

£

Dire

ct H

iring

& B

rand

dev

elop

men

t

2009

2010

2007

2006

2005

2008

Con

trac

tR

enew

al

Cos

t per

Hire

Tim

e to

Hire

20%

92

%

33.5

44.5

55.5

The leaders at Zurich

are inspirational

Zurich offers excellent training

Zurich offers flexible

career opportunities

My friends would be impressed if I

worked for Zurich

I am excited by the type of work I

would do at Zurich

Working at Zurich would be great for

my career

Zurich pays very well compared to

other employers in their industry

Zurich only employs the best people

I have a clear understanding of what

it would be like to work at Zurich

Zurich is a secure place to work

If I worked at Zurich I would have a

good work/life balance

Zurich

Benchmark: Graduate (Sept 2010)-3%

-0%

+2%

+3%

+3%

+4%

+6%

+7%

+11%

+17%

+20%

(Neutral)

(Slightly Agree)

(Agree)

Bra

nd E

xper

ienc

e

Em

ploy

erof

Cho

ice

Page 4: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Thr

ee b

usin

ess

segm

ents

Gen

eral

Insu

ranc

e

Ser

ving

indi

vidu

als,

sm

all a

nd m

ediu

m-

size

d bu

sine

sses

, com

mer

cial

en

terp

rise

s an

d m

ajor

mul

tinat

iona

l co

rpor

atio

ns

US

D 3

4,15

7mG

ross

wri

tten

pre

miu

ms

and

polic

y fe

es,

2009

US

D 3

,463

mB

usin

ess

oper

atin

g pr

ofit,

200

9

1R

esul

t con

cern

s F

MS

onl

y

Far

mer

s

Incl

udin

g F

arm

ers

Man

agem

ent

Ser

vice

s (F

MS

) an

d F

arm

ers

Re

US

D 2

,690

mF

MS

man

agem

ent f

ees

and

othe

r re

late

d re

venu

es, 2

0091

US

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mB

usin

ess

oper

atin

g pr

ofit,

200

9

Glo

bal L

ife

Offe

ring

life

insu

ranc

e,

inve

stm

ents

, sav

ings

and

pen

sion

pr

opos

ition

s to

indi

vidu

als

and

grou

ps

US

D 2

6,02

9mG

ross

wri

tten

pre

miu

ms,

pol

icy

fees

and

in

sura

nce

depo

sits

, 200

9

US

D 1

,477

mbu

sine

ss o

pera

ting

prof

it, 2

009

Page 5: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Dee

p cu

stom

er u

nder

stan

ding

G

roup

-wid

e cu

stom

er s

atis

fact

ion

met

rics

Gro

up s

trat

egic

focu

s

Pro

fitab

legr

owth

Ope

ratio

nal

tran

sfor

mat

ion

Mor

e tr

ansa

ctio

nal e

xcel

lenc

e an

d ex

pens

e m

anag

emen

tIn

dust

rializ

atio

n th

roug

h de

dica

ted

Targ

et O

pera

ting

Mod

els

and

The

Zur

ich

Way

Peo

ple

man

agem

ent

Bet

ter

empl

oyee

eng

agem

ent,

perf

orm

ance

cul

ture

Sys

tem

atic

pla

nnin

g fo

r fu

ture

sta

ffing

req

uire

men

ts

Fin

anci

aldi

scip

line

Dis

cipl

ined

, ris

k-ad

just

ed lo

ng-t

erm

vie

w

Fol

low

-thr

ough

mea

sure

men

t of b

usin

ess

deci

sion

s

Org

aniz

atio

nal

agili

tyC

lear

acc

ount

abili

ty a

nd fo

cuse

d re

spon

sibi

lity

Mor

e co

mpe

titiv

e or

gani

zatio

n

Cus

tom

erce

ntric

ity

Impr

oved

mar

ket m

anag

emen

t S

elec

tive

acqu

isiti

ons

Page 6: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Gro

up a

spira

tions

for

busi

ness

se

gmen

ts Dire

ctio

nA

spira

tion

Sta

rtin

g po

sitio

n

Gen

eral

Insu

ranc

e:W

iden

mar

ket m

argi

n ou

t-pe

rfor

man

ce a

nd p

ursu

e m

arke

t-le

vel g

row

th

�Im

prov

e C

ombi

ned

Rat

io b

y 3-

4 pt

s re

lativ

e to

com

petit

ors

and

hold

m

arke

t po

sitio

n

Glo

bal L

ife:

Ong

oing

mar

ket s

hare

cap

ture

co

mbi

ning

vol

ume

grow

th a

nd s

usta

inab

le n

ew

busi

ness

mar

gin

�R

ank

Top

5 of

Eur

opea

n pe

ers

by N

ew

Bus

ines

s V

alue

Far

mer

s:O

ngoi

ng m

arke

t sha

re c

aptu

re

com

bine

d w

ith c

onsi

sten

t mar

gin

perf

orm

ance

�A

chie

ve to

p tie

r m

arke

t sha

re g

row

th

in U

S P

erso

nal L

ines

Sou

rce:

Pub

lishe

d co

mpa

ny fi

nanc

ials

, int

erna

l ana

lyse

s

Gro

wth

Mar

gin

Mar

ket

aver

age

Glo

bal

Life

Far

mer

s

GI

Mar

ket

aver

age

Page 7: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

We

aspi

re to

bec

ome

the

best

glo

bal i

nsur

er a

s m

easu

red

by o

ur c

usto

mer

s, o

ur s

hare

hold

ers

and

our

pe

ople

:

7

Cle

ar m

issi

on a

nd a

ste

p ch

ange

in

aspi

ratio

ns

Cus

tom

er C

entr

icity

Top

quar

tile

cust

omer

sat

isfa

ctio

n G

row

th a

t or

abov

e th

e ov

eral

l ins

uran

ce m

arke

t acr

oss

the

cycl

eA

A-le

vel f

inan

cial

str

engt

h

Em

ploy

er o

f Cho

ice

Hig

h qu

ality

eng

agem

ent s

core

sH

igh

qual

ity r

eten

tion

rate

s

Sha

reho

lder

Val

ue

Top

tier

perf

orm

ance

in e

ach

of o

ur b

usin

esse

s16

% B

OP

aT R

OE

acr

oss

the

cycl

eP

ayin

g a

sust

aina

ble

and

attr

activ

e di

vide

ndTo

p-qu

artil

e To

tal S

hare

hold

er R

etur

ns (

TS

R)

“At Z

uric

h, o

ur

mis

sion

is to

he

lp o

ur

cust

omer

s un

ders

tand

and

pr

otec

t th

emse

lves

from

ris

k.”

Page 8: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Fin

anci

al h

ighl

ight

s

in U

SD

mill

ions

for

the

nine

mon

ths

to S

epte

mbe

r 30

20

1020

09C

hang

e

Bus

ines

s op

erat

ing

prof

it (B

OP

)3,

526

4,06

6-1

3%

Net

inco

me

attr

ibut

able

to s

hare

hold

ers

2,39

32,

935

-18%

Gen

eral

Insu

ranc

e co

mbi

ned

ratio

97.8

%96

.9%

-0.9

pts

Glo

bal L

ife n

ew b

usin

ess

valu

e57

152

010

%2

Far

mer

s M

gmt S

ervi

ces

man

aged

GE

P m

argi

n7.

4%7.

2%0.

2pts

Sha

reho

lder

s' e

quity

31,0

1129

,304

6%

Ret

urn

on c

omm

on s

hare

hold

ers'

equ

ity (

RO

E)

10.7

%16

.3%

-5.5

pts

Bus

ines

s op

erat

ing

prof

it (a

fter

tax)

RO

E12

.2%

17.4

%-5

.1pt

s

Page 9: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Bus

ines

s op

erat

ing

prof

it by

seg

men

t

in U

SD

mill

ions

for

the

nine

mon

ths

to S

epte

mbe

r 30

20

1020

09C

hang

e

Gen

eral

Insu

ranc

e1,

961

2,50

8-2

2%

Glo

bal L

ife1,

098

1,15

7-5

%

Far

mer

s (in

clud

ing

Far

mer

s R

e)1,

295

1,13

214

%

Oth

er O

pera

ting

Bus

ines

ses

-573

-298

-92%

Tota

l Cor

e B

OP

3,78

14,

499

-16%

Non

-Cor

e B

usin

esse

s-2

56-4

3341

%

Tota

l BO

P

3,52

64,

066

-13%

Page 10: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Our

com

mitm

ent t

o so

ciet

y

Page 11: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Our

cus

tom

er p

rom

ise

Page 12: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Cur

rent

prin

t cam

paig

n E

urop

ean

Gen

eral

Insu

ranc

e

Page 13: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

The

res

ult… 93 94 95 96 97Ran

k

Page 14: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

We

inve

st in

on-

boar

ding

for

futu

re s

ucce

ssR

ecog

nitio

n fo

r pe

rfor

man

ce a

nd c

ontr

ibut

ions

Our

em

ploy

ee p

rom

ise

Ric

h op

port

uniti

es to

de

velo

p

Con

nect

ed to

Zur

ich

Con

nect

ed to

the

busi

ness

, str

ateg

y, c

olle

ague

s, c

usto

mer

s an

d co

mm

uniti

esW

ork-

life

bala

nce

is e

mbr

aced

Our

futu

re s

trat

egy

is e

xciti

ngS

tron

g Z

uric

h le

ader

ship

cap

abili

ties

are

culti

vate

d an

d de

velo

ped

We

are

com

mitt

ed to

cor

pora

te s

ocia

l res

pons

ibili

ty

Em

pow

ered

to

perf

orm

Cha

lleng

ing

wor

k as

sign

men

tsG

row

th, d

evel

opm

ent a

nd in

tern

atio

nal o

ppor

tuni

ties

Foc

used

on

the

futu

re

Page 15: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

15

Em

ploy

er o

f Cho

ice

Zur

ich’

s E

mpl

oyer

of C

hoic

e F

ram

ewor

k

Em

ploy

ees’

E

xpec

tatio

nsE

mpl

oyer

’s

P

rom

ise

Impa

ct o

nW

orkf

orce

Bus

ines

s P

erfo

rman

ce

My

Job

and

my

wor

kM

y Jo

b an

d m

y w

ork

My

oppo

rtun

ity

to le

arn

and

deve

lop

My

oppo

rtun

ity

to le

arn

and

deve

lop

My

know

ledg

e of

the

busi

ness

&

cust

omer

s

My

know

ledg

e of

the

busi

ness

&

cust

omer

s

My

abili

ty to

ha

ve im

pact

My

abili

ty to

ha

ve im

pact

My

care

er

path

My

care

er

path

My

rew

ards

My

rew

ards

Me

My

Wor

k Ex

perie

nce

Attr

act

Per

form

oR

even

ue

grow

th

oM

arke

t sha

re

oE

arni

ngs

oC

usto

mer

sa

tisfa

ctio

n

Ric

h O

ppor

tuni

ties

to D

evel

op

Con

nect

ed to

Z

uric

h

Em

pow

ered

to

Per

form

Foc

used

on

the

Fut

ure

Dev

elop

Affi

liate

Em

ploy

ees

have

exp

ecta

tions

and

we

as a

n em

ploy

er m

ake

a pr

omis

e to

mee

t th

ese

expe

ctat

ions

. G

EE

S a

nd e

xter

nal b

ench

mar

ks s

how

ho

w w

ell w

e m

eet a

nd d

eliv

er o

n th

ese

expe

ctat

ions

inte

rnal

ly a

nd e

xter

nally

.

We

mea

sure

the

impa

ct o

n w

orkf

orce

vi

a de

fined

KP

Is in

H

R d

ashb

oard

The

ulti

mat

e im

pact

on

bus

ines

s pe

rfor

man

ce is

m

easu

red

via

finan

cial

an

d cu

stom

er

satis

fact

ion

met

rics.

Page 16: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Dis

cove

ry, U

nder

stan

ding

& A

lignm

ent

thro

ugh…

Em

ploy

er A

spira

tions

Em

ploy

er R

ealit

ies

Com

pelli

ng E

VP

Def

inin

g ou

r E

oC B

rand

Per

sona

lity

Cor

pora

te B

rand

Zur

ich

Val

ues

& C

ultu

re

His

toric

Em

ploy

er B

rand

EoC

Bra

nd W

orks

hops

Em

ploy

ee E

ngag

emen

t S

urve

ys

Page 17: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Cre

atin

g th

e E

mpl

oyer

Bra

nd…

TM

Page 18: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

18

Brin

ging

out

Em

ploy

er B

rand

to li

fe th

roug

h ev

ery

phas

e of

the

Em

ploy

men

t C

ycle

1802

.06.

2010

Exa

mpl

e to

uchp

oint

s:R

ecru

itmen

t cam

paig

nsS

ocia

l med

iaC

ampu

s m

arke

ting

Car

eers

web

site

AT

SC

andi

date

exp

erie

nce

Pre

-join

er e

xper

ienc

eR

ecru

iter s

ell d

eliv

ery

Exa

mpl

e to

uchp

oint

s:O

nboa

rdin

gIn

duct

ion

Em

ploy

ee re

ferr

alIn

tern

al m

obili

tyIn

tern

al c

omm

unic

atio

nsE

mpl

oyee

exp

erie

nce

Exa

mpl

e to

uchp

oint

s:A

lum

ni p

rogr

amB

oom

eran

g ca

mpa

igns

Page 19: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

…A

nd th

e to

olki

t to

deliv

ery.

Loca

lC

ount

ries

Fun

ctio

n-sp

ecifi

cC

ampa

ign-

spec

ific

Page 20: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

20D

ecem

ber

2, 2

010

20

Zur

ich

Em

ploy

er P

rom

ise

Del

iver

ing

the

Pro

mis

e

Em

pow

ered

to

Per

form

Con

nect

ed to

Z

uric

h

Ric

h O

ppor

tuni

ties

to

Dev

elop

Foc

used

on

the

Fut

ure

Pre

-Joi

ner S

ite

Inte

rnal

Mob

ility

Em

ploy

ee R

efer

ral

Com

pete

ncy

Inte

rvie

w T

ool

Page 21: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Del

iver

ing

the

Pro

mis

e-

Pre

-join

er w

ebsi

te

21

Glo

bally

sta

ndar

dise

d w

arm

, en

gagi

ng w

elco

me

Abi

lity

to li

ve c

hat w

ith o

ther

pr

e-jo

iner

s to

net

wor

k im

med

iate

ly

Man

age

pre-

day

1 to

do

list

to e

nsur

e pr

oduc

tivity

from

th

e st

art

Allo

ws

feed

back

into

ca

ndid

ate

expe

rienc

e to

re

fine

proc

ess

& to

uch

poin

ts

Page 22: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Del

iver

ing

the

Pro

mis

e-

Em

ploy

ee R

efer

ral S

chem

e

22

Em

ploy

ee c

entr

ic p

erso

naliz

ed a

war

ds

Fle

xibi

lity

to s

pend

& a

ccum

ulat

e

Inno

vativ

e pr

omot

ion

cam

paig

n to

pr

omot

e &

con

tinua

lly re

fres

h

Enc

oura

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e de

velo

pmen

t of

empl

oyee

net

wor

king

and

con

nect

ion

with

ext

erna

l and

alu

mni

aud

ienc

es

Page 23: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Del

iver

ing

the

Pro

mis

e-In

tern

al M

obili

ty s

ite

23

Incr

ease

rete

ntio

n ra

tes

thro

ugh

tran

spar

ent d

evel

opm

ent o

ptio

ns

Del

iver

sig

nific

ant c

ost s

avin

gs

in e

xter

nal r

ecru

itmen

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Sup

port

del

iver

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Em

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mis

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VP

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co

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into

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ich

&

tran

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of o

ppor

tuni

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evel

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ldin

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tern

al c

andi

date

m

arke

tpla

ce a

s at

trac

tive

as

exte

rnal

mar

ketp

lace

Page 24: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

24

•Tec

hnol

ogy

enab

led

inte

rvie

w b

uild

ing

tem

plat

e

•S

tand

ard

Zur

ich

Lead

ersh

ip

Com

pete

ncy

ques

tions

•Abi

lity

for

Hiri

ng M

anag

er to

ent

er o

wn

role

-spe

cific

tech

nica

l que

stio

ns

•In

terv

iew

Tip

s

•S

uppo

rtin

g Tr

aini

ng c

ours

es

•O

nlin

e tr

aini

ng to

sup

port

rol

l-out

•C

ompe

tenc

y ba

sed

inte

rvie

w te

mpl

ate

built

for

purp

ose

in le

ss th

an 1

0 m

inut

es

Del

iver

ing

the

Pro

mis

eC

ompe

tenc

y In

terv

iew

bui

lder

Page 25: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Leve

ragi

ng R

PO

Fin

anci

al B

enef

its

Sig

nific

ant C

ost S

avin

gs

Ris

k &

Sca

labi

lity

Per

form

ance

Ben

efits

Acc

ess

to S

peci

alis

t SM

E

Str

ateg

ic R

esou

rcin

g A

ppro

ach

Cle

ar &

Mea

sura

ble

Ana

lytic

s

Foc

us o

n Q

ualit

y of

Hir

e

Str

ateg

ic B

enef

its

Con

stan

t inn

ovat

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Acc

ess

to M

arke

t Ins

ight

Mai

ntai

ning

lead

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edge

Pro

ven

Glo

bal l

eade

r

Sco

pe e

xpan

sion

e.g.

exe

c S

earc

h, re

depl

oym

ent,

cont

ract

Page 26: Zurich Financial Services & AMS An evolving partnership ons · Three business segments General Insurance Serving individuals, small and medium- sized businesses, commercial enterprises

Q &

A

26