'Dollars and Cents'Talk Needed TO Show Worth OfInvestigators

An insurance company executive counseled insurance investigatorsthat they need to focus on speaking the language of top managementexecutives at a conference here.

John Motley, senior vice president for claim services atTravelers in Hartford, Conn., told investigators attending theannual seminar of the International Association of SpecialInvestigation Units that its members need to let company managerstwo or three levels above them know the benefits of their work tothe company.

They also need to put this information together in terms ofdollars saved, he said.

Do “not only tell war stories, but translate your activitiesinto dollars and cents” when speaking to management, he told theinvestigators.

He urged them to learn to “talk the language of business” and todiscuss such topics as how much their companies are losing to fraudso management can understand just how costly “this monster offraud” really is.

He said to tell managers “not just how you took some bad guydown, but how much you saved.” He noted that special investigativeunits are competing for capital with others within their company.“Every expense is suspect where people are battling for dollars,”he added.

Reproduced from National Underwriter Property &Casualty/Risk & Benefits Management Edition, September 17,2001. Copyright 2001 by The National Underwriter Company in theserial publication. All rights reserved.Copyright in this articleas an independent work may be held by the author.

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