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have not yet verified your email address, please click the verification link on the email we sent you.",[],[],{"sys":"9713"},"6s9jzGZfKU0Y0vBOFm4V5e","2023-06-20T08:25:36.290Z",{"sys":"9714"},{"sys":"9715"},"INFO_ACCOUNT_EXISTS_DEACTIVATED","The user exists, but their web account status is in a deactivated state. The user needs to re-activate and follow forgotten password path.",[],[],{"sys":"9716"},"2SIB0Ve3XXaFeD0TRhdOgX","2023-06-20T08:25:52.131Z","2023-10-18T22:21:12.841Z",{"sys":"9717"},{"sys":"9718"},"INFO_USER_ACCOUNT_ALREADY_EXIST","This email address has already been registered with London.edu or emba-global.com, please {{log_in}} to continue or {{recover_your_password}}.",[],[],{"sys":"9719"},"1KQLvXQhkD8XRkAifSi5Vd","2023-06-20T08:26:18.847Z","2024-02-02T08:50:15.047Z",{"sys":"9720"},{"sys":"9721"},"CRM_API_ERROR","There was an issue with saving information to your profile, our systems may be down please check back later",[],[],{"sys":"9722"},"4S1BcJHW4vP8idu48fCda6","2023-06-20T08:26:33.455Z","2024-02-16T15:46:09.700Z",{"sys":"9723"},{"sys":"9724"},"IDENTITY_API_ERROR","There was an issue with your account creation as our system might be down. Please try again later.",[],[],{"sys":"9725"},"vBEAmCPkQZYHVfK98DEeX","2023-06-21T09:16:19.046Z",{"sys":"9726"},{"sys":"9727"},"GENERIC_MESSAGE","Something went wrong, please try again.",[],[],{"sys":"9728"},"5BJaPjMLhktMbyZsNhwPPS","2023-09-19T05:02:27.366Z",{"sys":"9729"},{"sys":"9730"},"ERROR_JOBLEVEL_REQUIRED","The Job level/seniority is required.",[],[],{"sys":"9731"},"zuwxxnWQZX0c0hcvknoNN","2023-09-19T05:03:35.221Z",{"sys":"9732"},{"sys":"9733"},"ERROR_INVALID_JOB_LEVEL","The Job level (Seniority) does not exist.",[],[],{"sys":"9734"},"6NlQkPrzzwy6ICvYrVaoHw","2023-09-20T12:15:50.368Z",{"sys":"9735"},{"sys":"9736"},"ERROR_AWA_PERCENTILE_OUT_OF_RANGE","The AWA percentile is out of range. Must be 0 to 100",[],[],{"sys":"9737"},"5GDdtfqdq2aA3osPZfZD3I","2023-09-20T12:17:49.823Z",{"sys":"9738"},{"sys":"9739"},"ERROR_AWA_SCORE_OUT_OF_RANGE","The AWA score is out of range. Must be 0 to 5000",[],[],{"sys":"9740"},"78l66KSyyJsJx9WImik6jP","2023-09-20T12:18:13.441Z",{"sys":"9741"},{"sys":"9742"},"ERROR_BROCHURE_TYPE_REQUIRED","The Brochure type is required. int (0 to 3)",[],[],{"sys":"9743"},"2ydt6JhwDcivqNi1F9u3yf","2023-09-20T12:18:38.457Z",{"sys":"9744"},{"sys":"9745"},"ERROR_ACADEMIC_INST_REQUIRED","The Academic institution field is required.",[],[],{"sys":"9746"},"3qm2O47nBATX73ivGgYoTF","2023-09-20T12:19:05.144Z",{"sys":"9747"},{"sys":"9748"},"ERROR_CITY_MAX_LENGTH","The city value exceeded the maximum length of 50 characters allowed.",[],[],{"sys":"9749"},"34knb5Yu3QM1UpGN3EC7sn","2023-09-20T12:19:27.801Z",{"sys":"9750"},{"sys":"9751"},"ERROR_COMMENTS_REQUIRED","The Comments, Notes are required.",[],[],{"sys":"9752"},"4J95oJXFYo3j8KJxxNOXB","2023-09-20T12:19:52.554Z",{"sys":"9753"},{"sys":"9754"},"ERROR_COMPANY_MAX_LENGTH","The company value exceeded the maximum of 50 characters allowed.",[],[],{"sys":"9755"},"6JePrdEqMxj66PCKoyhRVX","2023-09-20T12:20:18.034Z",{"sys":"9756"},{"sys":"9757"},"ERROR_COMPANY_REQUIRED","The Company field is required.",[],[],{"sys":"9758"},"1rc0WLhV6AZQZfNKi8I6Bb","2023-09-20T12:20:42.901Z",{"sys":"9759"},{"sys":"9760"},"ERROR_CV_FILE_REQUIRED","The CV documents file is required.",[],[],{"sys":"9761"},"44BVAs2HnSzmJ8K5228DCY","2023-09-20T12:26:09.470Z",{"sys":"9762"},{"sys":"9763"},"ERROR_EASCORE_OUT_OF_RANGE","The EA Score value is out of range. 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Must be 0 to 5000",[],[],{"sys":"9794"},"4DEBeFo4fXDWRJPd0PZXUB","2023-09-20T12:31:59.929Z",{"sys":"9795"},{"sys":"9796"},"ERROR_HOME_COUNTRY_REQUIRED","The country of residence/home country is required.",[],[],{"sys":"9797"},"2BJSeris8dtH89hy8NwTja","2023-09-20T12:32:31.256Z",{"sys":"9798"},{"sys":"9799"},"ERROR_INDUSTRY_REQUIRED","The industry is required.",[],[],{"sys":"9800"},"3S7Po0QJ1DQPZx1RXDtqVs","2023-09-20T12:33:00.253Z",{"sys":"9801"},{"sys":"9802"},"ERROR_INVALID_BROAD_INDUSTRY","The broad industry does not exist.",[],[],{"sys":"9803"},"3YW3IowPAdxTIcxRF3kzx1","2023-09-20T12:33:59.445Z",{"sys":"9804"},{"sys":"9805"},"ERROR_INVALID_BROCHURE_TYPE","The brochure type does not exist. Must be 0 to 4",[],[],{"sys":"9806"},"79oEKBHE14jMtoMyDbWx6U","2023-09-20T12:34:27.730Z",{"sys":"9807"},{"sys":"9808"},"ERROR_INVALID_CAREER_ASPIRATIONS","The Career Aspiration does not exist.",[],[],{"sys":"9809"},"3FB4SSDKzHyXMnK6en3L6N","2023-09-20T12:35:00.158Z",{"sys":"9810"},{"sys":"9811"},"ERROR_INVALID_EMAIL_ADDRESS","Invalid email address format.",[],[],{"sys":"9812"},"5nbbEiwXmIrzJMYLocQrk8","2023-09-20T12:35:24.405Z",{"sys":"9813"},{"sys":"9814"},"ERROR_INVALID_FORM_PROGRAMME_CODE","The Programme (Type) code does not exist.",[],[],{"sys":"9815"},"3LoKWeCeTwF6j4r41XIZ9g","2023-09-20T12:35:49.453Z",{"sys":"9816"},{"sys":"9817"},"ERROR_INVALID_GENDER","The Gender does not exist.",[],[],{"sys":"9818"},"lIgFIygkUSqGAocfUhVve","2023-09-20T12:36:18.728Z",{"sys":"9819"},{"sys":"9820"},"ERROR_INVALID_HOME_COUNTRY","The country does not exist.",[],[],{"sys":"9821"},"1PeIQaSQhRl7runM25sPdJ","2023-09-20T12:38:05.682Z",{"sys":"9822"},{"sys":"9823"},"ERROR_INVALID_INDUSTRY","The industry does not exist.",[],[],{"sys":"9824"},"4aPYMgq7ysjfVZwiyccWXM","2023-09-20T12:39:44.235Z",{"sys":"9825"},{"sys":"9826"},"ERROR_INVALID_JOB_FUNCTION","The Job function does not exist.",[],[],{"sys":"9827"},"3fyLTfEPtjznYLseg261Rk","2023-09-20T12:40:13.922Z",{"sys":"9828"},{"sys":"9829"},[],[],{"sys":"9830"},"5TZkRPizRPHLJdK3jRZYgf","2023-09-20T12:41:02.051Z",{"sys":"9831"},{"sys":"9832"},"ERROR_INVALID_NATIONALITY","The nationality country name does not exist.",[],[],{"sys":"9833"},"6Ipt8pRzv2KdjvHYgjJJIj","2023-09-20T12:41:29.436Z",{"sys":"9834"},{"sys":"9835"},"ERROR_INVALID_PHONE_NUMBER","The format of the phone number is incorrect.",[],[],{"sys":"9836"},"7rta1rsXkJeKhnz88V0tzn","2023-09-20T12:42:45.476Z",{"sys":"9837"},{"sys":"9838"},[],[],{"sys":"9839"},"4moNPmBR4Cio9fy9ZqSTEs","2023-09-20T12:43:12.029Z",{"sys":"9840"},{"sys":"9841"},"ERROR_INVALID_PREFERRED_DATE_ID","The format of the preferred date id is incorrect. Should be Guid.",[],[],{"sys":"9842"},"7JGEqun84aUXh0AfGRYaAT","2023-09-20T12:43:46.385Z",{"sys":"9843"},{"sys":"9844"},"ERROR_INVALID_STUDY_FORMAT","The study format does not exist.",[],[],{"sys":"9845"},"3pCPa4IguVodvmimBtU8Pk","2023-09-20T12:44:08.726Z",{"sys":"9846"},{"sys":"9847"},"ERROR_INVALID_STUDY_LOCATION","The study location does not exist.",[],[],{"sys":"9848"},"3S4u3XK89H62BiHgt6TKa","2023-09-20T12:44:29.476Z",{"sys":"9849"},{"sys":"9850"},"ERROR_INVALID_TITLE","The title does not exist.",[],[],{"sys":"9851"},"4hF6U5DtoyiGoXN0ZoMyXP","2023-09-20T12:44:51.617Z",{"sys":"9852"},{"sys":"9853"},"ERROR_INVALID_YEAR_OF_STUDY","Must be a value from 0 to 100.",[],[],{"sys":"9854"},"5Gg07PL5hs0RmU7BJcJKQ6","2023-09-20T12:45:22.200Z",{"sys":"9855"},{"sys":"9856"},"ERROR_INVALID_WHAT_LED_YOU","The what led you does not exist.",[],[],{"sys":"9857"},"1v9GOno3DtZUAdi3bW9mB7","2023-09-20T12:45:44.301Z",{"sys":"9858"},{"sys":"9859"},"ERROR_IS_HR_PROFESSIONAL_REQUIRED","This is required. Set to true or false depending on the value selected on the form.",[],[],{"sys":"9860"},"7cfIyyFCLr6V4zlmsnxEJ9","2023-09-20T12:46:05.032Z",{"sys":"9861"},{"sys":"9862"},"ERROR_JOB_TITLE_REQUIRED","The Job title is required.",[],[],{"sys":"9863"},"34wRHrFyqaGhfexF1tavke","2023-09-20T12:46:26.668Z",{"sys":"9864"},{"sys":"9865"},[],[],{"sys":"9866"},"2CNc180G7lNO2SQ45ZCdB3","2023-09-20T12:46:47.132Z",{"sys":"9867"},{"sys":"9868"},"ERROR_LAST_NAME_MAX_LENGTH","The Lastname/Surname value exceeded the maximum of 30 characters allowed.",[],[],{"sys":"9869"},"79RaqyIadyGmlj3mVpPX1v","2023-09-20T12:47:11.944Z",{"sys":"9870"},{"sys":"9871"},"ERROR_LAST_NAME_REQUIRED","The Lastname/Surname is required.",[],[],{"sys":"9872"},"4KL74xdTqWEaNRPLW6ETxv","2023-09-20T12:47:40.153Z",{"sys":"9873"},{"sys":"9874"},"ERROR_LINKEDIN_URL_MAX_LENGTH","The LinkedIn Url value exceeded the maximum length of 50 characters allowed.",[],[],{"sys":"9875"},"66nBIVg39yIigth8nMNudB","2023-09-20T12:48:02.043Z",{"sys":"9876"},{"sys":"9877"},"ERROR_MAX_LENGTH_1024","The Enquiry text maximum length of 1024 characters has been exceeded.",[],[],{"sys":"9878"},"QbctBNVhrqZLcy4c3knBr","2023-09-20T12:48:25.353Z",{"sys":"9879"},{"sys":"9880"},"ERROR_MAX_LENGTH_2000","The Comments text maximum length of 2000 characters has been exceeded.",[],[],{"sys":"9881"},"6DrDriG34YSVIKTN4Vm5NQ","2023-09-20T12:48:48.194Z",{"sys":"9882"},{"sys":"9883"},"ERROR_NATIONALITY_REQUIRED","The Nationality country name is required.",[],[],{"sys":"9884"},"6CMFWjneETZQAMgZwHUsyu","2023-09-20T12:49:15.703Z",{"sys":"9885"},{"sys":"9886"},"ERROR_OBJECTIVES_REQUIRED","The objectives is required.",[],[],{"sys":"9887"},"1uS8BaQxnTjrbfoJCmM0Pf","2023-09-20T12:50:07.828Z",{"sys":"9888"},{"sys":"9889"},"ERROR_PASSWORD_REQUIRED","The user profile password is required.",[],[],{"sys":"9890"},"1fXC7WfpL8TGPHX1sfvQeT","2023-09-20T12:50:32.450Z",{"sys":"9891"},{"sys":"9892"},"ERROR_PASSWORD_TOO_WEAK","The password the user entered is too weak.",[],[],{"sys":"9893"},"2GD5stEo4S1zKbjIoGz3FC","2023-09-20T12:58:00.857Z",{"sys":"9894"},{"sys":"9895"},"ERROR_PREFERRED_DATE_REQUIRED","The preferred date value is required.",[],[],{"sys":"9896"},"4r0NItjAuDbYTLrK7MUjdq","2023-09-20T12:58:28.320Z",{"sys":"9897"},{"sys":"9898"},"ERROR_PROGRAMMES_OF_INT_REQUIRED","At least one Programmes of Interest is required.",[],[],{"sys":"9899"},"4fGkP5U7D3yz0CPU5ftEhl","2023-09-20T12:58:58.766Z",{"sys":"9900"},{"sys":"9901"},"ERROR_QUANTITIVE_PERCENTILE_OUT_OF_RANGE","The Quantitive percentile is out of range. Must be 0 to 100",[],[],{"sys":"9902"},"5FnmXJwgT9aoCntG78fVJm","2023-09-20T12:59:20.861Z",{"sys":"9903"},{"sys":"9904"},"ERROR_QUANTITIVE_SCORE_OUT_OF_RANGE","The Quantitive score is out of range. Must be 0 to 5000",[],[],{"sys":"9905"},"6VngENU3zirpK539TaE7hm","2023-09-20T12:59:42.136Z",{"sys":"9906"},{"sys":"9907"},"ERROR_SKYPE_MAX_LENGTH","The Skype value exceeded the maximum length of 50 characters allowed.",[],[],{"sys":"9908"},"3oT9EhhwbUcCX0ORya5LBy","2023-09-20T13:02:16.781Z",{"sys":"9909"},{"sys":"9910"},"ERROR_STATE_REQUIRED","The State is required for the country selected.",[],[],{"sys":"9911"},"5flDZuLXL8bVEl5EQepnCB","2023-09-20T13:02:36.714Z",{"sys":"9912"},{"sys":"9913"},"ERROR_STUDY_DISCIPLINE_REQUIRED","The Study discipline is required.",[],[],{"sys":"9914"},"1TklVQWeu24dsrKE02wb6v","2023-09-20T13:03:01.314Z",{"sys":"9915"},{"sys":"9916"},"ERROR_TITLE_REQUIRED","The User profile title is required.",[],[],{"sys":"9917"},"1nigSTOcKpVo3LPaQNIC56","2023-09-20T13:03:25.691Z",{"sys":"9918"},{"sys":"9919"},"ERROR_TWITTER_MAX_LENGTH","The Twitter value exceeded the maximum length of 50 characters allowed.",[],[],{"sys":"9920"},"2nKDdEEHSQPctevBcDMozT","2023-09-20T13:03:45.124Z",{"sys":"9921"},{"sys":"9922"},"ERROR_VERBAL_PERCENTILE_OUT_OF_RANGE","The Verbal percentile is out of range. 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If you wish to have access to, erase, object to or restrict the processing of, transfer or have a query about your personal data.

Please address such requests to the Data Protection Officer, London Business School, Regent’s Park, London NW1 4SA or email: dpo@london.edu Further information about your rights is set out in our privacy policy, please visit: https://www.london.edu/about/london-business-school/policies-and-legislation/website-privacy-policy.

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How can you transform the way you do things into a compelling sales proposition? Zurich Insurance has created a Unique Culture Proposition which may well be its Unique Selling Point. Adam Kingl tells the story.
\n $\"How$ Every day dozens of Zurich Insurance risk engineers visit customer sites. This adds up to thousands of direct customer interactions and reams of risk insights fed back to the customers’ risk managers. In addition, Zurich’s global relationship leaders (GRLs) utilize their own meetings with corporate customers to make recommendations for risk management for the following year, always hungry to understand their customer’s risk exposures better than the customer. Examining these activities in 2007, a compelling message emerged: both customer and insurer benefit from a relationship based not on the transaction alone but on valuable knowledge-sharing. Here was an opportunity – to develop a genuine point of differentiation in the market by emphasizing risk insight – and a challenge – to change the culture of the organization so that time-pressured GRLs would incorporate even more of the contribution of the risk engineers in their conversations with risk managers. The potential benefits were clear: the ability to put a premium price on certain products and services, greater customer loyalty, cross-selling of products and services and an enhanced reputation for customer insight and innovation.

Unique Culture Proposition

In essence, Zurich was not envisioning a Unique Selling Point (USP) but a Unique Culture Proposition (UCP), or how the company culture – “the way things are done around here” – would stand out as a point of competitive differentiation. A UCP can be defined as a simple, direct message that governs all your people’s actions at all times and carves out your own space in the market for customers and/or talent.
\n
\nTo explore the implications of this definition, a UCP is what governs behaviour within an organization while a classic USP focuses on the nature of the product or service. Most of us are familiar with the 4 Ps of marketing (price, product, place, promotion) and how differentiating any one of these building blocks can carve out a USP. Like a USP and its 4 Ps, a UCP is built on a handful of building blocks: values, mindsets or assumptions, processes or systems, incentives and stories.
\n
\nThe UCP that Zurich pursued was clear. Aligning mindsets and behaviours around that goal was the challenge, and the anticipated result was serving customer needs not only better but uniquely.The means to that end was to make explicit the value of Zurich’s own people, particularly risk engineers, to the customer via the customer’s primary contacts, the GRLs. This initiative aimed to create real economic value for the company because its aim was for the GRLs and risk engineers to work differently together and to appear differently to their customers. That is a true UCP.
\n
\nStorytelling change In spring 2007, the risk engineering team met with a senior group of GRLs to turn their vision of a UCP into reality. In their first design meeting, the team conceived a workshop that would be run in several key cities in Europe and North America for the local GRL communities.
\n
\nOne of the first points agreed by the group was that the workshop should prompt stories among the audience in order to lend credibility and to provide examples of how the suggested way of working has succeeded in the past. There were also many more general reasons why storytelling would be a powerful tool: stories are easy to remember by everyone in a community; they create a shared context; they have emotional resonance; and they provide a touchstone for how things were, are, or should be.
\n
\nThe team concluded that a hypothetical customer story would be a valuable vehicle for delivering their story. But this would not be a case study in the classic sense, more of a Choose Your Own Adventure type of customer story that can encompass all variety of risk challenges. Each workshop group would be divided into smaller groups to solve the challenges important to them. In that manner, the workshop designers would also put a risk engineer with each group to collaborate. The emphasis in the workshop was on sharing new ways of working and starting to practise them in a safe environment; storytelling to suggest practical ways of working in closer collaboration with risk engineers; using an experiential, interactive approach; leaving the GRLs with tools to facilitate this new way of working and a forum to share success stories and suggestions; and overall the onus was on the delegates themselves coming up with ideas and solutions rather than being taught.
\n
\n

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