Cooperative bank insurance grew faster than the market and significantly strengthened regional leadership.
Cooperative bank insurance grew faster than the market and significantly strengthened regional leadership.
Between 2022 and 2025, we, together with Kooperativa, carried out a comprehensive transformation of the Bank Insurance team. From redefining the strategy to the development of managers, and creating regional structures and standards for cooperation with Česká spořitelna. We delivered a change that brought measurable business results and stronger leadership in the regions.
Between 2022 and 2025, we, together with Kooperativa, carried out a comprehensive transformation of the Bank Insurance team. From redefining the strategy to the development of managers, and creating regional structures and standards for cooperation with Česká spořitelna. We delivered a change that brought measurable business results and stronger leadership in the regions.
+8.5%
year-on-year growth of the client base
+9 %
year-on-year growth of new business
Functional regional structure
clear roles, standards, and reporting
Introduction:
Introduction:
The Bank Insurance Team is one of the important distribution channels of the Kooperativa insurance company, which is a member of the Vienna Insurance Group. It plays a key role in the cooperation between Kooperativa and Česká spořitelna (ČS), as a strategic partner in the banking sector. The team's task is not only to support the business and distribution of insurance but also to develop business and managerial skills within the partner network, focusing on the area of insurance with the aim of ensuring a stable and long-term prosperous partnership.
In the years 2022–2025, the team underwent a fundamental transformation – from redefining strategy to developing managers, as well as introducing regional structures, collaboration standards, and a new form of business leadership.
The Bank Insurance Team is one of the important distribution channels of the Kooperativa insurance company, which is a member of the Vienna Insurance Group. It plays a key role in the cooperation between Kooperativa and Česká spořitelna (ČS), as a strategic partner in the banking sector. The team's task is not only to support the business and distribution of insurance but also to develop business and managerial skills within the partner network, focusing on the area of insurance with the aim of ensuring a stable and long-term prosperous partnership.
In the years 2022–2025, the team underwent a fundamental transformation – from redefining strategy to developing managers, as well as introducing regional structures, collaboration standards, and a new form of business leadership.
Goals:
Goals:
• Strengthen and implement the Bank Insurance Strategy 2025.
• Increase the interconnectedness of the ČS client base and stabilize premium growth.
• Strengthen the managerial competencies of regional sales managers (ROŘ)
• Develop the sales skills and negotiation abilities of regional sales teams.
• Seek new opportunities and take responsibility for regional leadership.
• Set rules and processes for collaboration with ČS, including the evaluation of compliance with agreements.
• Create functional regional teams with clearly defined roles and standards of operation.
• Develop and implement regional strategies to ensure they are fully interconnected with the overall strategy __Bank Insurance while also reflecting the specifics of individual regions.
1. New Strategy and More Efficient Processes
Creating a clear mission, vision, and strategic goals for all levels of the company. Elimination of duplicate activities and implementation of 51 specific initiatives to improve efficiency.
Modernization of IT systems and the design of two new customer services.
2. Transformation of Corporate Culture
Reorganization of key departments and redefining roles in management.
New recruitment strategy, strengthening of employer branding, and increasing wage competitiveness.
Implementation of a performance measurement system and linking rewards to productivity.
Enhancing managerial skills through assessments and development plans.
Setting clear standards of behavior and team rituals to improve collaboration.
3. Intensive Change Management
Establishing the role of transformation manager to support the owners of change initiatives.
Regular strategic meetings and transparent communication between management and employees.
Systematic collection and evaluation of feedback to maintain the momentum of change.
Solution:
Solution:
The transformation was realized in several parallel streams that combined strategic management, people development, and the introduction of new standards:
Strategy and governance: Setting a new strategy for Bank Insurance and breaking it down into regional strategies and plans. Establishing regular assessments and strategic workshops and meetings.
Management development and leadership program: Launching an intensive development program for ROŘ and KAM focused on negotiations, argumentation, providing and receiving feedback, team leadership, and regional management.
Regional structure: Reorganizing the team, creating regional teams (ROŘ, KAM), and their joint alignment and functional cooperation with the headquarters. Introducing work standards and reporting mechanisms.
Rules of cooperation with ČS: Setting and developing a partnership approach and concluding cooperation agreements in the regions, including evaluation mechanisms. Practical practice of business negotiations and addressing situations when agreements are not fulfilled.
Coaching and mentoring: Individual development of managers of individual teams, sharing best practices across regions, supporting the implementation of changes.
Processes and reporting: Streamlining and unifying processes, introducing reporting standards that enable performance management at both regional and central levels.
1. New Strategy and More Efficient Processes
Creating a clear mission, vision, and strategic goals for all levels of the company. Elimination of duplicate activities and implementation of 51 specific initiatives to improve efficiency.
Modernization of IT systems and the design of two new customer services.
2. Transformation of Corporate Culture
Reorganization of key departments and redefining roles in management.
New recruitment strategy, strengthening of employer branding, and increasing wage competitiveness.
Implementation of a performance measurement system and linking rewards to productivity.
Enhancing managerial skills through assessments and development plans.
Setting clear standards of behavior and team rituals to improve collaboration.
3. Intensive Change Management
Establishing the role of transformation manager to support the owners of change initiatives.
Regular strategic meetings and transparent communication between management and employees.
Systematic collection and evaluation of feedback to maintain the momentum of change.
Kogi as a partner in the transformation and implementation of strategy
Kogi as a partner in the transformation and implementation of strategy
Kogi played a key role in the expert leadership of the transformation and in the actual implementation of the strategy. Specifically, we provided support in the following areas:
• Expert consultations and leadership in strategy development and its implementation.
• Close cooperation in the creation of regional strategies, implementation plans, and subsequent governance, including the establishment of regular reporting.
• Facilitation of strategic and transformational workshops.
• Creation of competency models for key positions and diagnostics of managerial skills.
• Development programs and coaching for managers at both central and regional levels.
1. New Strategy and More Efficient Processes
Creating a clear mission, vision, and strategic goals for all levels of the company. Elimination of duplicate activities and implementation of 51 specific initiatives to improve efficiency.
Modernization of IT systems and the design of two new customer services.
2. Transformation of Corporate Culture
Reorganization of key departments and redefining roles in management.
New recruitment strategy, strengthening of employer branding, and increasing wage competitiveness.
Implementation of a performance measurement system and linking rewards to productivity.
Enhancing managerial skills through assessments and development plans.
Setting clear standards of behavior and team rituals to improve collaboration.
3. Intensive Change Management
Establishing the role of transformation manager to support the owners of change initiatives.
Regular strategic meetings and transparent communication between management and employees.
Systematic collection and evaluation of feedback to maintain the momentum of change.
Results:
Results:
Hard:
Hard:
• Growth of the client base and premiums – Bank insurance in 2024 exceeded planned targets and grew faster than the market (Year-over-Year growth of the base: +8.5%, Year-over-Year growth of new business: +9.0%).
• Improvement of KPIs in the areas of life, non-life, and group insurance.
• Standardization of regional processes and reporting mechanisms.
• Increase in work efficiency due to team reorganization.
Soft:
Soft:
• Significant strengthening of cooperation and teamwork between ROŘ and KAM in the regions.
• Higher self-confidence and competence of managers in business negotiations.
• Perception of Bank Insurance as a stable and reliable partner for ČS.
• Improvement of regional ties between Kooperativa and ČS.
• Strengthening the culture of open feedback and sharing best practices among regions.
Cooperative
The Bank Insurance Team has undergone a fundamental transformation, which has brought 9% growth in new business, growth above the market, and stronger regional leadership in collaboration with Česká spořitelna.
"I would like to thank David Pešek and the entire Kogi team for their excellent cooperation in creating the Bank Insurance strategy and for guiding us on the path to its gradual implementation. I appreciate not only that business numbers began to grow under our hands, but especially the people and their competencies. I highly value the involvement of all teams that embraced the strategy as an opportunity and actively contributed to it.
I am glad for the inspiring, friendly, and open environment where new things arise based on mutual cooperation and clearly defined paths. The changes we implemented together made sense – we improved client value, increased the competencies of ROŘ, KAM, and colleagues at the headquarters, strengthened relationships in the team, and thanks to our strategic partner and their support, we bring profitable business.”
Irena Rohlová, director of the Bank Insurance team
1. New Strategy and More Efficient Processes
Creating a clear mission, vision, and strategic goals for all levels of the company. Elimination of duplicate activities and implementation of 51 specific initiatives to improve efficiency.
Modernization of IT systems and the design of two new customer services.
2. Transformation of Corporate Culture
Reorganization of key departments and redefining roles in management.
New recruitment strategy, strengthening of employer branding, and increasing wage competitiveness.
Implementation of a performance measurement system and linking rewards to productivity.
Enhancing managerial skills through assessments and development plans.
Setting clear standards of behavior and team rituals to improve collaboration.
3. Intensive Change Management
Establishing the role of transformation manager to support the owners of change initiatives.
Regular strategic meetings and transparent communication between management and employees.
Systematic collection and evaluation of feedback to maintain the momentum of change.
Kogi CON s.r.o.
Company ID: 03241629 | VAT Number: CZ03241629
Registered office and delivery address: Lysinská 1446/4, Prague 4, 143 00
File number: C 229157 kept at the Municipal Court in Prague
© 2025 Kogi CON s.r.o. All rights reserved.
Kogi CON s.r.o.
Company ID: 03241629 | VAT Number: CZ03241629
Office and delivery address: Lysinská 1446/4, Prague 4, 143 00
File number: C 229157 kept at the Municipal Court in Prague
© 2025 Kogi CON s.r.o. All rights reserved.