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IAI Actuarial Core Principles · Business Management · Using data, company functions, people skills, influence and clear communication

A mid-level actuary must present findings on policyholder persistency to the sales team of an Indian life insurer, who have no statistical training. Which approach best supports influencing their decisions?

Leading with the key finding and its business implication, in plain language with one or two clear visuals and detail available on request, best influences a non-technical sales audience. Starting with technical specifications, using jargon, or concealing uncertainty reduces understanding and trust.

  1. AOpen with the model specification and diagnostic tests, leaving the conclusion to the end
  2. BLead with the key finding and its business implication, use plain language and one or two clear visuals, and offer detail on requestCorrect
  3. CAvoid mentioning uncertainty so that the message sounds confident
  4. DSend a long technical note and skip any discussion
  5. Use technical terminology to demonstrate credibility

Explanation

Influence with non-specialists comes from leading with the conclusion and its implication in plain language with clear visuals, while keeping detail available. Burying the message, hiding uncertainty or using jargon reduces understanding and trust.

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