Kooperativa's Bancassurance grew faster than the market and significantly strengthened its regional leadership

Between 2022 and 2025, we carried out a comprehensive transformation of Kooperativa's Bancassurance team together with the company. From redefining strategy through manager development to building regional structures and standards of cooperation with Česká spořitelna.

+8.5%
year-on-year growth in client base
+9%
year-on-year growth in new business
Functioning regions
clear roles, standards and reporting
Goals of the Bancassurance transformation
Challenge

Goals of the Bancassurance transformation

The Bancassurance team is one of the key distribution channels of Kooperativa, a member of Vienna Insurance Group. It plays a crucial role in the cooperation with Česká spořitelna as a strategic banking partner.

Between 2022 and 2025, the team underwent a major transformation with the following goals:

  • Solidify and implement the Bancassurance 2025 strategy.
  • Increase insurance penetration in ČS's client base and stabilize premium growth.
  • Strengthen the managerial competencies of regional sales managers (ROŘ).
  • Develop the sales and negotiation skills of regional teams.
  • Set rules and processes for cooperation with ČS, including agreement evaluation.
  • Build functioning regional teams with clearly defined roles and standards.
"I would like to thank David Pešek and the whole Kogi team for the great cooperation in creating the Bancassurance strategy and for guiding us on the path to delivering it. What I value isn't just that the business numbers started growing, but above all the people and their competencies."
Irena Rohlová, Head of Bancassurance
Solution

Six parallel transformation streams

1. Strategy and governance

  • Setting up the new Bancassurance strategy and breaking it down into regional strategies and plans.
  • Introducing regular reviews, strategic workshops and meetings.

2. Manager development and leadership program

  • An intensive development program for ROŘ and KAM focused on negotiation, argumentation, feedback and team leadership.

3. Regional structure

  • Reorganizing the team and creating regional teams (ROŘ, KAM) with functioning cooperation with headquarters.
  • Introducing work standards and reporting mechanisms.

4. Rules of cooperation with ČS

  • Establishing a partnership-based approach and signing regional cooperation agreements, including evaluation mechanisms.
  • Practical training in sales negotiations and handling situations where agreements aren't met.

5. Coaching and mentoring

  • Individual development of managers, sharing best practices across regions and supporting the implementation of changes.

6. Processes and reporting

  • Unifying processes and introducing reporting standards for performance management at both regional and central level.
"The changes we implemented together made sense - we improved client value, increased the competencies of ROŘ, KAM and colleagues at headquarters, strengthened relationships within the team, and thanks to our strategic partner, we deliver profitable business."
Irena Rohlová, Head of Bancassurance
Results

Hard and soft results of the transformation

Hard results:

  • Growth in client base and premium – In 2024, Bancassurance exceeded its planned targets and grew faster than the market (client base YoY +8.5%, new business YoY +9.0%).
  • Improved KPIs in life, non-life and group insurance.
  • Standardization of regional processes and reporting mechanisms.
  • Increased work efficiency thanks to the team reorganization.

Soft results:

  • Significantly strengthened cooperation and teamwork between ROŘ and KAM in the regions.
  • Greater confidence and competence among managers in business negotiations.
  • Bancassurance is now seen as a stable and reliable partner for ČS.
  • Strengthened culture of open feedback and sharing best practices between regions.
Kooperativa

Kooperativa

Kooperativa pojišťovna, a.s., Vienna Insurance Group, is the second-largest insurer on the Czech market. The Bancassurance team is a key distribution channel in the strategic partnership with Česká spořitelna.

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