'Dollars and Cents'Talk Needed TO Show Worth Of Investigators

An insurance company executive counseled insurance investigators that they need to focus on speaking the language of top management executives at a conference here.

John Motley, senior vice president for claim services at Travelers in Hartford, Conn., told investigators attending the annual seminar of the International Association of Special Investigation Units that its members need to let company managers two or three levels above them know the benefits of their work to the company.

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

Do “not only tell war stories, but translate your activities into dollars and cents” when speaking to management, he told the investigators.

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

He said to tell managers “not just how you took some bad guy down, but how much you saved.” He noted that special investigative units 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 the serial publication. All rights reserved.Copyright in this article as an independent work may be held by the author.

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