Identifying $70M+ in Margin Opportunities Through Sales Transformation

With cost structures poised to scale alongside growth, the client needed a better way to deliver services and manage carrier relationships. West Monroe kicked off a cross-functional transformation, aligning leaders across technology, data, sales, HR, and operations. We assessed key processes, validated the tech strategy, and identified critical data gaps. By defining 32 transformation initiatives and quantifying their value, we created a clear roadmap. Ten of these initiatives emerged as top priorities, forming a focused path to margin expansion, scalable service, and smarter decision-making across all business lines.

West Monroe worked together with leaders from digital, data, technology, and operations to assess and redesign the servicing and sales approach. Together, we analyzed current-state metrics, surfacing both hidden inefficiencies and missed opportunities in carrier compensation. We mapped a future-state model and developed a phased roadmap, anchored in organizational readiness. The approach balanced immediate wins—like $220,000 in baseline savings—with long-term potential, including $33.3 million in commission from carrier mix optimization. Our collaborative process created alignment across teams and built momentum for execution at scale.

By focusing on high-value initiatives, the client now has a clear path to operational efficiency and sustainable growth. The roadmap delivers up to $3.8 million in annual service savings across commercial, personal, and benefits lines—while unlocking $66.9 million in potential carrier commissions and compensation. With redesigned processes, smarter data use, and aligned sales strategies, the organization is positioned to scale without scaling cost. Most importantly, the roadmap enables leadership with clearer performance visibility, stronger incentive alignment, and a structured portfolio of initiatives to drive more disciplined growth and sustainable profitability.