Managing Insurance Issues in the relocation process

 What to do if - your transferee tells you the family needs to stay in the home for a while after title transfer to the RMC (relocation management company)

1. Most RMC insurance policies for relocation-related properties assume the property is not occupied

2. You must notify the RMC insurer of the transferee's extended stay, and the estimated time, to avoid any claim related issues during the extra time

3. The transferee's homeowner's policy may not remain in force as they don't own the property any longer; however, it may be a good idea for them to buy renters coverage

4. The RMC's insurance policy on the home will NOT cover the transferee's person property.

Taking these steps protect the transferee and the relocation company.

Survey of Risk Types

We deal with risk issues all of the time, even if we don't think of them with that label. Here are some worth noting: - Insurable Risks: property, liability, flood, title - Property Management: taking care of a vacant home in a northern climate - Information management, especially GDPR and related issues - Computers: data security, network infrastructure - Political Risk: relocating to a country with some political instability - Economic/market/interest rate: outside forces affect your customers, capital and cash - Loss on Sale: for both the homeowner and the employer post-buyout - Maritime Risk: the inherent risk of moving HHGs on the Seven Seas and briny Oceans - Credit Risk: Can your invoices be paid in timely fashion? - Regulatory: especially in the home sale arena, but also taxation issues abound - Betty Grable Risk: legs, throwing arms, etc (OK, probably not a relocation issue per se) - Legal: are your contracts, SLAs, addenda documented, tracked and enforceable? Each requires attention, at the outset and ongoing. Quantify them where you can and apply at least an ounce of prevention and planning to minimize or avoid. Which have I missed?

Risk factors for international assignees

For certain assignments, special attention should be paid to risks of living in the region or country to which employees are sent. Cultural challenges, family issues, and living conditions are usually given a high priority.

But it is wise to brief assignees on other factors in some assignment locations: special health needs that can be handled in host country, what to do if you get arrested, risk to children to and from school, presence of paramilitary & mercenaries, risk of kidnapping or abduction, political instability.
Consult the CIA and Department of State lists of regions/nations offering danger, and be very aware of locations of US embassy and consulates in the host country.

Risk Considerations Overlap Sales Process

Periodic sales review sessions are important for any company, especially when the sales cycle is long.  A good deal of time and expense are invested in persuading corporate clients to move their relocation business.  This is true whether or not an RFP process is undertaken. 

A threshold question worth considering:  is this prospect and the business that a service relationship would generate really worth it?  Hard to know unless there are margin and expense goals that guide the decision.  And it is incumbent on the sales team to understand what a prospect will require, the support needed - service delivery, support activities, reporting, compliance - to deliver on a set of SLAs. 

During sales review sessions, there is a natural strategic tension.  Sales pros are motivated to bring new clients into the company.  Operations people want to make certain service promises can be delivered within reasonableness.  Compliance officers are alert to expectations of the client to comply with rules and regulations, especially in our GDPR world.

Leaders need to use sales review sessions to consider all of the key elements that will inform team members of what the prospect will expect.  In this way, they can understand the impact on service delivery teams and the financial resources of the company. 

RFP challenges

Avoid those pesky RFPs, and all the effort that current clients may put you through, not to mention the risk of losing the business!

1. Keep close track of contract renewal dates and service delivery results

2. Begin managing the process at least 6 months in advance of the date

3. Publish metrics which measure your performance against SLAs

4. Engage your client in a detailed process review to identify gaps

5. Restate the overall benefits of the partnership to your client

We can help ...

Are White Papers Obsolete?

In this age of 300 word blog posts and 280 character tweets, some worry that the venerable white paper is a thing of the past.  Will people take the time to read 1500 words that experts assemble into highly informative and useful documents?

Here's the thing:  it's hard to cram into the shorter posts the valuable analysis and detail which the best white papers deliver.  The accompanying charts and graphs - useful for visual learners - fit much better into a long format.  In these challenging times, we ought not limit our sources used to gain mastery in relocation management.  So here are some suggestions:

1.   Deliver white papers with a short summary of the salient points of the document.
2.   Tailor the summary to the known issues your client faces.
3.   Consider offering a webinar to present the content, and key lessons.
4.   Offer a podcast of the document for those who prefer this alternative delivery method.

To make the best use of your audience's time, present insights and new ideas, rather than going over old ground.  You have a better chance of grabbing their attention.

America’s “Rust Belt” Offers Excellent Lifestyle Options

A few words of praise about America’s older industrial cities: they sometimes receive a bad rap from the press, and unfortunately from some relocation folks. But it’s important to understand that places like Pittsburgh, Cincinnati and Milwaukee offer many attractive lifestyle options from downtown lofts in lively neighborhoods to leafy suburbs. There are usually excellent cultural amenities, professional sports teams, great architecture, waterfronts, park systems, interesting ethnic mix and food variety, university communities, and excellent health care institutions.

Tycoons in America’s gilded age amassed great wealth in the decades following the Civil War through the 1920s. They devoted their energies and fortunes to building institutions for their cities, whether through a sense of civic pride or to earn the praise of citizens and government entities. They funded fine buildings and concert music halls, and invested in artwork that was gifted to local museums and institutes. Almost every city of the great industrial age boasts a quality symphony orchestra, with Cleveland’s orchestra ranked among the world’s best, on a par with renowned New York, Chicago, Boston, and Philadelphia symphonies.

Another legacy of cities’ prime years of industrial might is good schools – including private, parochial, and special schools such as high schools for the arts. Commutes by automobile are not nearly as challenging as places like LA and Washington DC, and frequently they offer good public transportation. Most of all, they offer good real estate value – for both home purchasers and renters. Costs are far lower than coastal cities or mega-metros, and often the renter enjoys lots of space and the charms of vintage buildings, from traditional Greek revival to striking early modernist structures. So if you’re destined for an assignment in America’s “rust belt” you can look forward to a quality lifestyle with a variety of options.