Before we demo read this!

Should a presentation be tight and directed or free flow and discussion oriented? What expectations are we to build as a result of a demo?
Those questions are highly relevant when a small highly specialized outfit (us!) makes preparations for a presentation. First we assume that we will be facing an insurance professionals - underwriters, producer relations managers, possibly actuaries, executives. Second we assume it is a property casualty market most likely personal auto or homeowners insurance. It kind of makes sense because for an analysis' credibility one needs numbers.
But then the comnmonality stops and many other factors define the agenda. If it is a non-standard market then the agents' role becomes critical as the data becomes suspect. Given a hugely disproportionally high loss ratio for the Not Found MVR statuses the source of data must be examined and scrutinized. If it is a web based sales channel the behavioral factors are interesting to look into as the margins become thinner and the rating variables are highly credible.
When trying to consider all those factors we came to an important decision: even at the risk of looking not corporate enough we need to go beyond common buzzwords and try to understand a prospect's requirements, match them to our experience and only then build (or not build) the expectations.
Let's talk and find out your needs!