Features 3

Breaking Down Barriers to Demonstrate Value & Acquire New Customers

“FullCircl makes our life easier and makes us look good. We live and breathe the mantra of always striving to exceed expectations - this is why we love FullCircl; they help us to demonstrate our mantra on a daily basis.”

Martin Camp - Head of Commercial New Business, Aston Lark

The Customer

Aston Lark, part of the Howden Group is a UK top 40 insurance broker with over 70 offices across the UK&I.

The Solution

Sharpened focus on the companies that fit their brokerage’s specialisms or verticals.

The Challenge

To cut through the traditional insurance service approach and generate growth through acquisition of new business.

The Benefits

Demonstrable growth via acquisition of new business. ‘Made-to-measure policies’ based on in-depth understanding. Constant engagement for improved insurance coverage.

Client Acquisition
November 2022

WHO ARE ASTON LARK

Aston Lark’s ethos is entirely focussed on outstanding customer service – the delivery of ‘made-to-measure’ insurance policies that are exactly matched to client needs, and relationships built on deep understanding and empathy.

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PROSPECT WITH PRECISION

In an industry often described as static, almost 90% of customers tend to renew year-on-year with the same broker. Generating growth through the acquisition of new business requires the breaking down of barriers and demonstration of value. Therefore, finding the right business customers is paramount to success.

Aston Lark needed a way to cut through the traditional service approach, by first building a precise understanding of their prospect clients, and then finding meaningful opportunities to engage with them. Likewise, they needed to retain their own loyal customers, by keeping on top of their changing needs and staying connected with them.

FullCircl’s Customer Lifecycle Intelligence (CLI) platform gives Aston Lark the ability to generate live prospect and client lists, populated at the touch of a button with valuable intelligence drawn from millions of sources.

Daily alerts uncover trigger events and actionable insights, thereby creating a constant supply of new engagement opportunities. FullCircl delivers an enviable ability to always be ahead of the game when it comes to tackling pain points, and predicting challenges, risks and opportunities; perhaps even before their clients are aware of them themselves.

Since implementing FullCircl, Aston Lark has achieved demonstrable growth via improved acquisition of new customers from the big pool. They have done so by demonstrating a deep knowledge of their prospects’ businesses – their people, their sector, their pain points and their emerging risks – and by building ‘made-to-measure policies’ based on an in-depth understanding of needs and exactly where they can deliver added value.

KEEP CUSTOMERS FOR LIFE

Likewise, they have achieved market-leading retention rates. Aston Lark users remain constantly up-to-date with their clients evolving needs, ensuring they are never unwittingly exposed to emerging risks or left underinsured.

They keep constantly connected and never miss an opportunity to engage and build deeper relationships, using the insight generated by FullCircl to reinforce their status as a trusted insurance provider that is, above all else, customer-centric across the lifecycle.

I am very much a champion for FullCircl. Their technology has changed the way we do business.

       Martin Camp - Head of Commercial New Business, Aston Lark

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