Optimising the IPMI value chain

Practice Areas

Using our deep local knowledge and Asian market experience we provide genuine insights and practical advice to existing IPMI providers, brokers and new market entrants.


  • Product design, benefit selection and pricing
  • Underwriting model selection
  • Value proposition review and gap analysis
  • Market positioning and benchmarking


  • Compliance, regulatory and licensing Support
  • Interim RO and regulatory CE services for brokers and corporate agents (Hong Kong only)
  • Portfolio analysis and management
  • Due diligence practices and oversight

Marketing & Branding

  • Copywriting of marketing, technical and policy documentation
  • Translation and brand adaptation, launch and start-up services
  • Product localisation / internationalisation
  • Quality audit and proofing of English and French language materials

Distribution & Sales

  • Channel identification, management and development
  • Sales process audit and refinement
  • Channel effectiveness reviews and benchmarking
  • Independent distributor due diligence

Market Strategy

  • Asian market selection, entry planning and launch
  • M&A intermediation
  • Partner selection, fronting and capacity acquisition
  • Market positioning and benchmarking

Confidential Services

  • Mystery Channel Validation
  • Independent Social Media / content and campaigns
  • Digital campaigns, audit and action plans
  • Social Media risk mitigation and defence

Claims and Operations

  • Service performance analysis benchmarking
  • Process review and optimisation
  • Cost containment practices
  • Network and TPA management

Global Reach

  • Globally affiliated
  • EMEA expertise
  • IPMI Global Talent Sourcing
  • Worldwide Financial and Risk Management Consulting

Case Studies

Refining Hong Kong Distribution Channel for Global Insurer

Engaged by a major French insurer to review their Hong Kong broker channel, we presented options for revising remuneration and risk controls related to long-term life business commission.  This resulted in the adoption of more robust practices including new broker due-diligence and on-boarding processes as well as improved account oversight and monitoring.

Building IPMI Distribution throughout Asia

Retained on a long-term basis by the IPMI specialist subsidiary of Munich Re to establish and manage broker distribution throughout Asia; we successfully onboarded 50 active brokers with 70 offices spread over 8 Asian countries.   PHC was subsequently consulted on product design and development as well as market evaluation and launch planning for a Hong Kong start-up.

Specialist Employee Benefits Network

Contracted to set up regional distribution for Nemian Life and Pensions, a highly specialised subsidiary of Allianz, based in Luxembourg with a unique offshore administration platform for group benefits.  We established a small specialist network of EB consultants.

Market Entry Research and Strategic Planning

Conducted detailed Asia market analysis for the UK IPMI unit of a global broker, this included detailed assessments of 8 countries, including expatriate market research, compliance, market risk, available licensing models as well as key competitor benchmarking.  We successfully concluded the project by presenting preferred market entry options and structures to both the client and principal underwriting partner.


Paulin Harris Consulting Limited
105, 1/F Casey Building, 38 Lok Ku Road
Hong Kong
Tel +852 8175 7817

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