Computer system and method for interim transaction diagnosis for selective remediation and customer loyalty enhancement

A customer feedback acquisition and processing system includes a data acquisition processor for receiving first and second customer feedback responses. The first customer feedback response is received by the data acquisition processor after notice of a claim is received and before the claim is resolved. The second customer feedback response is received by the data acquisition processor after it receives the first customer feedback response. The data acquisition processor may operate to classify the first customer feedback response in one of two categories. The two categories may be an attention-needed category and an attention-not-needed category. The system may also include a workflow router in communication with the data acquisition processor. The system may further include a supervisor terminal in communication with the workflow router.

FIELD

The present invention relates to computer systems and more particularly to computer systems that are utilized in transaction handling.

BACKGROUND

Marketing experts are coming to recognize that engendering customer loyalty is a crucial ingredient in generating increased profitability. Typical tools for measuring customer loyalty include surveying customers after completion of interaction between customers and company employees. Results of such surveys can be employed to improve employee training and designs of customer service practices. Such improvements may lead to future increases in customer loyalty. However, such surveys are likely to be ineffective in regaining customer loyalty in regard to particular customers who have found their interactions with company employees to be unsatisfactory.

SUMMARY

A system is disclosed for customer feedback acquisition and processing. The system includes a data acquisition processor for receiving first and second customer feedback responses. The first customer feedback response is received by the data acquisition processor after notice of a claim is received and before the claim is resolved. The second customer feedback response is received by the data acquisition processor after receiving the first customer feedback response. The data acquisition processor is operative to classify the first customer feedback response in one of two categories. The two categories are an “attention-needed” category and an “attention-not-needed” category.

The system further includes a workflow router that is in communication with the data acquisition processor, and a supervisor terminal that is in communication with the workflow router. The workflow router is operative to route the claim to the supervisor terminal in response to the first customer feedback response being classified in the “attention-needed” category.

In addition, the system includes a database storage unit in communication with the data acquisition processor for storing data that represents the first and second customer feedback responses. Still further, the system includes a database processor in communication with the database storage unit. The database processor is operative to identify trends in customer feedback response data stored in the database storage unit. Also, the system includes a display device in communication with the database processor. The display device provides a screen display indicative of an aggregation of the customer feedback response data stored in the database storage unit.

By obtaining a customer's response to claim handling performance while the claim is still open, remedial action may be taken when necessary to provide service that the customer considers to be satisfactory, thereby building customer loyalty in cases in which customers might otherwise be disappointed.

With these and other advantages and features of the invention that will become hereinafter apparent, the invention may be more clearly understood by reference to the following detailed description of the invention, the appended claims, and the drawings attached hereto.

DETAILED DESCRIPTION

In general, and for the purposes of introducing concepts of embodiments of the present invention, a computer system is utilized to direct employees to conduct surveys relating both to closed claim files and to claims that have yet to be resolved. Responses to the latter—interim—surveys are evaluated to detect when the open claims are going off-track from the claimant's point of view. Remedial action is triggered through the computer system to rescue the handling of the claim and to secure the claimant's satisfaction and loyalty. Results from one or both types of surveys are screened to detect customers who display loyalty, and in those cases the computer system triggers cross-selling initiatives.

Features of some embodiments of the present invention will now be described by first referring toFIG. 1.FIG. 1is a partially functional block diagram that illustrates aspects of a computer system100provided in accordance with some embodiments of the invention. For present purposes it will be assumed that the computer system100is operated by an insurance company (not separately shown) for the purpose of building, gauging and gaining benefits from customer loyalty.

The computer system100includes a database storage module102. In terms of its hardware the data storage module102may be conventional, and may be composed, for example, by one or more magnetic hard disk drives. A function performed by the data storage module102in the computer system100is to receive, store and provide access to files relating to insurance claims. The claims may be from one or more different lines of insurance, such as worker's compensation, property and casualty, automobile, etc. The data storage module102may also store data that reflects responses by claimants to the customer satisfaction surveys that are described below. (The customers who are to be surveyed may be policy holders who are making a claim or alternatively may be non-policy-holders such as individuals whose vehicles sustained damage in a collision with insured vehicles. Both groups of individuals will hereinafter sometimes be referred to as “claimants”.) Still other data may be stored in the data storage module102, including for example data that is relevant to providing selling propositions to claimants who have indicated loyalty to the insurance company. Where the claimant is not a policy holder, the selling proposition may be designed to convert the claimant to be a customer. Where the claimant is a policy holder, the selling proposition may be designed to take advantage of a cross-selling opportunity.

The data stored in regard to the customer satisfaction surveys may include recordings of the claimants' voices. Although the data storage module102is depicted as a single device inFIG. 1, in practice its functions may be spread among a number of different devices, such as plural server computers which incorporate their own storage capabilities.

The computer system100may also include a data communication network104to which the data storage module102is coupled. The data communication network104may for example be conventional in its construction and functionality, and may serve as an “intranet” for the insurance company. In some embodiments the data communication network may also incorporate and/or be connected to a public data communication network (not separately shown) such as the Internet.

The computer system100may further include a number of terminals106that may be employed by employees of the insurance company who are assigned to conduct customer satisfaction surveys in regard to the company's handling of insurance claims. As will be seen, the terminals106(hereinafter referred to as “survey terminals”), may be constituted by conventional personal computers coupled to the data communication network104. One function that may be performed by the survey terminals106is to input data indicative of claimants' responses to interim and final customer satisfaction surveys.

In addition, the computer system100may include a data acquisition processor108that is also coupled to the data communication network104. The data acquisition processor108may be constituted by one or more conventional microprocessors included in one or more server computers (not separately shown inFIG. 1) that may be programmed to function in accordance with the present invention. The data acquisition processor108may function to receive the customer feedback response data from the survey terminals106(via the data communication network104) and to store the customer feedback response data in the database storage module102. The data acquisition processor may also classify the customer feedback responses as to whether the responses are satisfactory, unsatisfactory, indicative of customer loyalty, etc. (In some embodiments, the responses may be at least partially so classified at the survey terminals106, in which case the data acquisition processor108may be deemed to at least partially overlap with the survey terminals106.)

Still further, the computer system100may include a number of terminals110operated by supervisory employees of the insurance company. Like the survey terminals106, the terminals110(hereinafter referred to as “supervisor terminals”) may be constituted by conventional personal computers coupled to the data communication network104. The supervisory employees who operate the supervisor terminals110may be charged with supervising claim handlers whose claim files are stored in the data storage module102.

Moreover, the computer system100may include a workflow router112that is coupled to the data communication network104and thus is in communication, at least from time to time, with the data acquisition processor108. The workflow router112may be constituted by one or more conventional microprocessors that may for example be included in one or more conventional server computers (not separately shown inFIG. 1). For example, the workflow router112may at least partially overlap with the data acquisition processor108. The workflow router may operate to route, to the supervisor terminals110, claim files determined, from claimants' responses to interim customer satisfaction surveys, to be in need of remedial attention to achieve customer satisfaction. In some embodiments, the workflow router may also operate to capture and record actions taken by supervisors in response to the messages to them that indicate a need for remedial attention.

The computer system100may also include a database processor114that is coupled to the data communication network104, and thus is in communication, at least from time to time, with the database storage module104. The database processor may be constituted by one or more conventional microprocessors that may for example be included in one more conventional server computers (not separately shown inFIG. 1) that may be programmed to function in accordance with the present invention. For example, the database processor114may at least partially overlap with the data acquisition processor108. The database processor114may operate to identify and report trends in customer feedback response data stored in the database storage module104by the data acquisition processor108.

Still further, the computer system100may include a display device116that is coupled to the data communication network104. Accordingly, the display device116may be in communication, at least from time to time, with the database processor114. As will be appreciated from subsequent discussion, the display device116may be employed to provide one or more screen displays concerning customer feedback responses to interim and/or final surveys, including summaries, trends and/or aggregations of customer feedback response data.

In addition, the computer system100may include a sales processor118that is coupled to the data communication network104. The sales processor118may be in communication, at least from time to time, with the database storage module102, the data acquisition processor108and the workflow router112. The sales processor may be constituted by one or more conventional processors that may for example be part of one or more conventional server computers (not separately shown) that may be programmed to function in accordance with the present invention.

Also, the computer system100may include a sales terminal120coupled to the data communication network104and thus in communication, at least from time to time, with the workflow router112. The sales terminal120may for example be constituted by a conventional personal computer that may be programmed to function in accordance with the present invention.

As will be understood from subsequent discussion, the data acquisition processor108(possibly in conjunction with one or more other components of the computer system100) may operate to selectively classify customer feedback responses to the final survey as “company-loyal”, i.e., as evidencing customer loyalty toward the insurance company that operates the computer system100. In response to such a classification of a customer feedback response, the sales processor may generate a selling proposition for the customer in question. For example, a selling proposition may include an offer to supply to the customer a policy for a line of insurance that the customer does not currently have in force with the insurance company. The workflow router112may operate to route the selling proposition to the sales terminal120. The sales terminal may be operated by a sales agent or other employee of the insurance company or of an affiliate of the insurance company, such as an independent insurance agent or another insurance company affiliated with the insurance company that operates the computer system100.

In some embodiments, a customer who exhibits loyalty to the insurance company may be asked to consent to the company sending an electronic mail message to friends, family and/or business associates of the customer to present the customer's endorsement of the insurance company and to ask those individuals to become customers of the insurance company.FIG. 2is a block diagram that provides another representation of aspects of the computer system100.FIG. 2shows the same data communication network104, survey terminals106and supervisor terminals110that were depicted in, and described in connection with,FIG. 1.FIG. 2also depicts other components of the computer system100in a more hardware-oriented manner thanFIG. 1. Thus, other components of the computer system100shown inFIG. 2may constitute components of the system that were functionally depicted inFIG. 1. For example, the computer system100may include a policy holder data management server computer202and a claim data management server computer204. The latter two servers may together constitute some or all of the functionality ascribed above to the data storage module102shown inFIG. 1. The policy holder data management server computer202and the claim data management server computer204may both be constituted and operated in a substantially conventional manner. The policy holder data management server computer202may store data concerning policies in force with the insurance company, including names, addresses, etc. of policy holders, types and terms of coverage, policy effective dates, coverage amounts, etc. The claim data management server computer204may store data concerning claims made against the insurance company, includes names and addresses of claimants, date of loss, and all other information accumulated during investigation and settlement/resolution of the claims.

Other components of the computer system100not explicitly depicted inFIG. 1, but shown inFIG. 2, may include a loyalty data server computer206and selling proposition server computer208. Both of the latter server computers are described below. Further, the computer system100may include a number of other terminals210, which may be conventional personal computers operated by various employees of the insurance company and/or its affiliates. Such employees may be, for example, individuals performing line and/or staff management functions, claim handlers, clerical and administrative employees, sales employees, etc. At least some of the other terminals210(like the terminals106,110) may include a conventional screen display (not separately shown inFIG. 2) for presenting to the user screen displays generated on the terminal in question or downloaded from another component of the computer system100.

The computer system100may include other server computers (e.g., one or more billing servers) in addition to the server computers shown inFIG. 2. The functions ascribed to individual server computers herein may in practice be divided up among two or more different computers. Also, the functions shown or described as being performed in separate computers may in practice be combined within a single computer.

FIG. 3is a block diagram that illustrates the loyalty data server computer206. In its hardware aspects the loyalty data server computer206may be entirely conventional, but programmed to provide functionality as described herein.

As depicted, the loyalty data server computer206includes a computer processor300operatively coupled to a communication device302, a storage device304, an input device or devices306and an output device308. Communication device302may be used to facilitate communication with, for example, other servers/terminals/personal computers coupled to the data communication network104(FIG. 1). Continuing to refer toFIG. 3, the input device(s)306may comprise, for example, a keyboard, a keypad, a mouse or other pointing device, a microphone, knob or a switch, an infra-red (IR) port, a docking station, and/or a touch screen. The input device(s)306may be used, for example, to enter information. Output device308may comprise, for example, a display (e.g., a display screen), a speaker, and/or a printer. (Functionally, the terminals106,110and/or210shown inFIG. 2may also serve to output/display information downloaded thereto from the loyalty data server computer206.)

Storage device304may comprise any appropriate information storage device, including combinations of magnetic storage devices (e.g., magnetic tape and hard disk drives), optical storage devices, and/or semiconductor memory devices such as Random Access Memory (RAM) devices and Read Only Memory (ROM) devices.

Storage device304stores one or more programs or portions of programs (at least some of which being indicated by blocks310-318) for controlling processor300. Processor300performs instructions of the programs, and thereby operates in accordance with the present invention. In some embodiments, the programs may include a program or program module310that programs the loyalty data server computer206to acquire claim files (or excerpts therefrom) for which customer satisfaction surveys are to be performed.

Another program or program module stored on the storage device304is indicated at block312and is operative to allow the loyalty data server computer206to assign and manage administration of the customer satisfaction surveys.

Still another program or program module stored on the storage device304is indicated at block314. Program (or program module)314may program the loyalty data server computer206to initiate, route and/or manage tasks that are to be performed to perform remedial action with respect to open claim files for which claimants' responses to interim surveys indicate that the claimant is dissatisfied with the handling to date of the claim.

Another program/program module316programs the loyalty data server computer206to gather, receive, store and analyze data that represents claimants' responses to the interim and final customer satisfaction surveys. Among other functions that the program/program module316may cause the loyalty data server computer206to perform are aggregation of the claimants' responses and presentation of the aggregated response data to management and/or other employees of the insurance company.

A further program/program module318provides an interface between other program functions of the loyalty data server computer206and the selling proposition server computer208(FIG. 2).

There may also be stored in the storage device304other software, such as one or more conventional operating systems, device drivers, communications software, database management software, etc.

Still further, various kinds of data needed for operation of the loyalty data server computer206may be stored in the storage device304, including for example claim file data320, and customer/claimant response data322gathered in response to the above-mentioned surveys.

FIG. 4is a block diagram that illustrates a typical one of the survey terminals106shown inFIGS. 1 and 2. In its hardware aspects, the survey terminal106may be entirely conventional, but may be programmed and/or may download interactive webpages so as to function in accordance with aspects of the present invention.

As depicted, the survey terminal106includes a computer processor400operatively coupled to a communication device402, a storage device404, an input device or devices406and an output device or devices408. Communication device402may be used to facilitate communication with, for example, servers (e.g., the loyalty data server computer206) and/or other terminals/personal computers coupled to the data communication network104(FIG. 1). Continuing to refer toFIG. 4, the input device(s)406may comprise, for example, a keyboard, a keypad, a mouse or other pointing device, a microphone, knob or a switch, an infra-red (IR) port, a docking station, and/or a touch screen. The input device(s)406may be used, for example, to enter information. Output device408may comprise, for example, a display (e.g., a display screen), a speaker, and/or a printer. In some preferred embodiments, the output device(s)408and the input device(s)406may collectively include a telephone handset and/or headset and/or speakerphone arrangement by which the user of the survey terminal106may engage in telephone conversations with claimants to whom the user administers customer satisfaction surveys. Data representing the telephone conversations (including either or both of the user's (survey employee's) voice and the claimant's voice) may pass through the survey terminal106as part of the voice communication channel between the survey employee and the claimant. At the same time, at least some of the voice data, including possibly the claimant's voice, may be stored in the storage device404for subsequent uploading to the loyalty data server computer206.

Storage device404may comprise any appropriate information storage device, including combinations of magnetic storage devices (e.g., magnetic tape and hard disk drives), optical storage devices, and/or semiconductor memory devices such as Random Access Memory (RAM) devices and Read Only Memory (ROM) devices.

Storage device404stores one or more programs or portions of programs (at least some of which being indicated by blocks410-416) for controlling processor400. Processor400performs instructions of the programs, and thereby operates in accordance with the present invention. In some embodiments, the programs may include a program or program module410that programs the survey terminal106to acquire (e.g., from the loyalty data server computer206) claim files (or excerpts therefrom) for which customer satisfaction surveys are to be performed. In some embodiments, the program/program module410may be at least partially constituted by a browser program by which the user may access the user's work queue (stored, e.g., on the loyalty data server computer206) and may access the individual claim files/file extracts by clicking on individual items in the user's work queue.

Another program or program module stored on the storage device404is indicated at block412and is operative to cause the survey terminal106to guide/prompt the user in administering the customer satisfaction surveys.

Still another program or program module stored on the storage device404is indicated at block314. Program (or program module)414may control the survey terminal106so as to enable operation of the above-mentioned telephone terminal equipment that may be part of the survey terminal106. In addition, or alternatively, the survey terminal106may include a dedicated voice/telecom card (not separately shown) which effectively couples the telephone terminal equipment to the processor400and drives/receives voice signals from the telephone terminal equipment.

Another program/program module316programs the survey terminal106to receive, store, and forward to the loyalty data server computer206, data that represents claimants' responses to the interim and final customer satisfaction surveys.

There may also be stored in the storage device404other software, such as one or more conventional operating systems, device drivers, communications software, database management software, etc. Still further, various kinds of data needed for operation of the survey terminal106may be stored in the storage device404, as indicated at418inFIG. 4.

FIG. 5is a block diagram that illustrates the selling proposition server computer208. Once again, the hardware aspects of this component may be entirely conventional, but the component may be programmed so as to perform functions in accordance with aspects of the present invention.

As depicted, the selling proposition server computer208includes a computer processor500operatively coupled to a communication device502, a storage device504, an input device or devices506and an output device508. Communication device502may be used to facilitate communication with, for example, other servers/terminals/personal computers coupled to the data communication network104(FIG. 1). Continuing to refer toFIG. 5, the input device(s)506may comprise, for example, a keyboard, a keypad, a mouse or other pointing device, a microphone, knob or a switch, an infra-red (IR) port, a docking station, and/or a touch screen. The input device(s)506may be used, for example, to enter information. Output device508may comprise, for example, a display (e.g., a display screen), a speaker, and/or a printer. (Functionally, the terminals210shown inFIG. 2—including e.g. one or more of such terminals functioning as a sales terminal120as shown inFIG. 1—may also serve to output/display information downloaded thereto from the selling proposition server computer208.)

Storage device504may comprise any appropriate information storage device, including combinations of magnetic storage devices (e.g., magnetic tape and hard disk drives), optical storage devices, and/or semiconductor memory devices such as Random Access Memory (RAM) devices and Read Only Memory (ROM) devices.

Storage device504stores one or more programs or portions of programs (at least some of which being indicated by blocks510,512) for controlling processor500. Processor500performs instructions of the programs, and thereby operates in accordance with the present invention. In some embodiments, the programs may include a program or program module510that programs selling proposition server computer208to receive, from the loyalty data server computer206, data that identifies and/or provides contact information for claimants whose survey responses indicate that they are at least potentially loyal to the insurance company. The selling proposition server computer208may treat this information as constituting sales leads, and may manage it accordingly, under control by the program/program module510.

Another program or program module stored on the storage device504is indicated at block512and is operative to program the selling proposition server computer208to generate and manage targeted selling propositions suitable for the individuals identified by the sales leads forwarded to the selling proposition server computer208from the loyalty data server computer206.

There may also be stored in the storage device504other software, such as one or more conventional operating systems, device drivers, communications software, database management software, etc. Still further, various kinds of data needed for operation of the selling proposition server computer208may be stored in the storage device504, as indicated at514inFIG. 5.

FIG. 6is a flow chart that illustrates a process that may be performed by the loyalty data server computer206.

At602inFIG. 6, the loyalty data server computer206makes contact with the claim data management server computer204to determine whether there are open claim files that are currently suitable for administering interim customer satisfaction surveys to the claimants that correspond to the files. For example, the loyalty data server computer206may learn from the claim data management server computer204what claim files have been open for a certain number of days and have not yet been closed/resolved. In some embodiments, the point in time at which a claim file is deemed “ripe” for an interim survey may vary with the type of claim. For example, a worker's compensation case may be ripe for an interim survey a different number of days after first notice of loss (FNOL) than an automobile damage claim. Similarly, a property damage claim may be ripe for an interim survey at still a different number of days after FNOL. In some embodiments, and/or for certain types of claims, an interim survey may preferably be performed 5, 10 or 15 days after FNOL. The number of days may vary with type of claim because the timing of activity may vary with type of claim.

In some embodiments, open claims of a suitable age (=days since FNOL) may be randomly selected for interim survey from the universe of such claims. In some embodiments, some open claims may be disqualified from interim survey by certain factors; e.g., claims involving a fatality or litigation may be disqualified. In some embodiments, all qualified open claims may be interim surveyed.

Step602may also include the loyalty data server computer206obtaining the pertinent claim files or file extracts, or hyperlinks pointing to the same, from the claim data management server computer204.

At604, the loyalty data server computer206makes contact with the claim data management server computer204to determine whether there are files eligible for a subsequent (potentially, final) customer satisfaction survey. This step may also include the loyalty data server computer206obtaining the pertinent claim files or file extracts, or hyperlinks pointing to them, from the claim data management server computer204. The subsequent survey may be triggered by a certain event, which may vary with type of claim. For example, for a property damage claim, the subsequent survey may be triggered by closing of the claim file or payment of the claim. In some cases, a subsequent survey may be triggered by subrogation. For a worker's compensation claim, the subsequent survey may be triggered at a set time (e.g., 120 days after FNOL) or upon transition to handling of the file by a nurse claim manager.

In some embodiments, there may be more than one subsequent survey, and thus a total of three or more surveys for the claim. In some embodiments, surveys may be initiated on an ad hoc basis. For example, in the case of a catastrophic loss event, some or all claimants may be surveyed to evaluate how well the insurance company has responded to the catastrophic event.

In some cases, a pattern in the responses to one survey may suggest a need or advantage for an additional survey to gain more information concerning issues raised by the survey responses. At606, the loyalty data server computer206assigns either or both open claim files (for interim customer satisfaction surveys) or closed claim files (for final customer satisfaction surveys) among the survey employees available to perform such surveys. In some embodiments, the assignment of claim files to survey employees is entirely random. In other embodiments, the assignment of claim files to survey employees is partially random, but also reflects the survey employees' experience with respect to type of claim, line of insurance and/or with respect to conducting interim versus final customer satisfaction surveys. In some embodiments, assignments of closed claim files are preferably or mandatorily made to the same survey employee who conducted an interim customer satisfaction survey (if any) for the closed claim file in question. In other embodiments, it is preferred or mandatory that the survey employee assigned to administer the final customer satisfaction survey not be the same individual who conducted an interim survey for the claim.

In some embodiments, assignment of a claim file (either open or closed, as the case may be) to a survey employee may be accomplished by the loyalty data server computer206placing a corresponding hyperlink in the survey employee's work queue. Alternatively, the loyalty data server computer206may effect assignment of the claim file to the survey employee by sending to the survey employee an electronic mail message which contains such a hyperlink. Either of these actions may be considered to constitute “routing” the claim file to the survey employee and/or to his/her survey terminal106.

In assigning the claim files, the loyalty data server computer206may append or link thereto the appropriate survey script for guiding the survey employee in conducting the desired customer satisfaction survey. In the case of an open claim file, the appended survey script may be suitable for conducting an interim customer satisfaction survey. In the case of a closed/resolved claim file, the appended survey script may be suitable for conducting a final customer satisfaction survey. In either case, the survey script may be tailored as appropriate to the type of claim and/or to details of the particular claim or attributes of the claimant. Examples of survey scripts will be described below in conjunction with the process illustrated inFIG. 8.

Continuing to refer toFIG. 6, at608the loyalty data server computer206may receive, from the survey terminals106, data that reflects the claimants' responses to the interim and final customer satisfaction surveys. In some embodiments, this data may include entries made by the survey employees to characterize the claimants' responses as requiring further attention (“attention-needed”) or not requiring further attention (“attention-not-needed”). In some embodiments, the responses, whether explicitly stated by the claimants or characterized by the survey employees, may be on a numerical scale from best to worst (or vice versa). In some embodiments, the data received by the loyalty data server computer206from the survey terminals106may include data that represents recordings of claimants' voices and/or survey employees' voices recorded during the course of the surveys. In some embodiments, the customer's response to a “scale of 1-10” satisfaction question may be used to categorize the customer as “loyal”, “passive”, or potentially a “detractor”. Responses to further questions, or reasons given by the customer for his/her satisfaction rating, may be used to assign the customer to a more detailed category or subcategory. Voice recognition and/or machine text analysis may be used for this purpose, or the survey employee may make the categorization/subcategorization of the customer. Either the satisfaction rating alone, or details of the customer's response, or a question asked by the customer, may lead to the claim file being flagged as “attention-needed”.

At610, and based on claimants' responses to interim surveys, the loyalty data server computer206identifies open claim files for which remedial action should be taken. That is, the loyalty data server computer206identifies open claim files for which the claimants' responses indicated that the claimants were not satisfied with the manner in which the insurance company was handling their claims. Then, at612, the loyalty data server computer206routes each such open claim files to the supervisor terminal110operated by the supervisor of the claim handler to whom the claim file was assigned for processing. In some embodiments, the supervisor in question for the open claim file, and/or a network address for his/her supervisor terminal110, and/or the supervisor's e-mail address may be included in the open claim file or extract that the loyalty data server computer206obtained for the claim in question from the claim data management server computer204. In other embodiments, or other cases, the loyalty data server computer206obtains the identity/network address of the supervisor from the claim data management server computer204after identifying the open claim file as being in need of remedial action.

In some embodiments, step612may be accomplished by the loyalty data server computer206sending an appropriate electronic mail message to the supervisor. In other embodiments, the same may be accomplished by the loyalty data server computer206adding an item concerning the claim file to the supervisor's work queue. Either of these may include making available to the supervisor a hyperlink that points to the claim file.

In some embodiments, the responses to the customer satisfaction surveys may also be used in appraising claim handlers' job performance. At614, the loyalty data server computer206collates the customer responses to the surveys. For example, the loyalty data server computer206may aggregate all interim survey responses that fall in the same category with respect to the degree of customer satisfaction with the handling of the claim. The aggregation of the responses may be on a question-by-question and/or claim-by-claim basis. The same may be done with respect to final survey responses. The response data for interim and final surveys may, but need not, be combined.

At614, the loyalty data server computer206may also perform various statistical analyses with respect to the survey response data. For example, the loyalty data server computer206may generate analyses which trace trends (step618) in the survey response data, and/or which aggregate the survey response data by period of time (e.g., daily, weekly, monthly, quarterly and/or annually), by claim-handling office, by individual claim handler, by work group, etc., by type of claim, by line of insurance, etc. Other analyses may provide averages of customer satisfaction ratings, standard deviations, etc. Based, for example, on these analyses and/or aggregations, the loyalty data server computer206may generate (step616) and make available to some or all insurance company employees (via the computer system100and/or terminal components thereof, as referred to above) one or more graphical displays that reflect the data, the aggregations thereof and/or the analyses thereof.FIG. 7shows an example of one such display, provided in a so-called “dashboard” format.

Referring toFIG. 7, one display element702is in a “dial” format, and illustrates an average customer satisfaction level indicated by customer responses to interim surveys for a certain type of claim. It will be noted that the dial display element702includes an “arrow” element704that is displayed against a backdrop of circularly arranged gradations to graphically present the average customer satisfaction data.

The dashboard display ofFIG. 7also includes another display element706, which is also a “dial” type element in the same format as display element702. Dial display element706may be used to present an average customer satisfaction level indicated by customer responses to final surveys for the same type of claim.

Other portions of the dashboard display, schematically represented at708and710may numerically present data or results of data analyses, collated or generated by the loyalty data server computer206.

The format of the customer survey response display or displays made available by the loyalty data server computer206may vary from that which is shown inFIG. 7. For example, other and/or additional types of graphical elements may be presented and/or the arrangement of the various elements within the screen display may be different. An over-all presentation in a format other than a “dashboard” may be provided.

In some embodiments, the loyalty data server computer206may generate a separate dashboard display for each type of claim. In addition or alternatively, the loyalty data server computer206may generate two or more dashboard displays—each displaying different results of statistical analysis of survey responses—for a single type of claim. In some embodiments, the loyalty data server computer206may provide a navigation screen display (not shown) to allow users to navigate among various dashboard displays of survey results.

In some embodiments, a dashboard display may also be a navigation tool. For example, a user may be permitted to “double click” on a display element (e.g., a dial display) in the dashboard display, and in response the computer system100may provide another display (not shown) showing a breakdown of information summarized in the display element. In this way, the user may be permitted to “drill down” into the customer satisfaction data generated in the computer system100.

The loyalty data server computer206may also analyze survey responses to determine effects of remedial action following negative responses to interim surveys. For example, the loyalty data server computer206may examine final survey results for claim files in which remedial action followed a negative response to an interim survey, in order to determine whether and/or to what extent the remedial action resulted in improved customer satisfaction and/or customer loyalty.

Further, as indicated at620inFIG. 6, the loyalty data server computer206may generate and make available various reports. These reports may reflect the claim handling performance and trends therein as indicated by the customer survey response data. The reports may be in pre-determined formats, or in formats prescribed on demand by authorized employees. The reports may summarize all available customer response data or may present subsets of the customer response data by type of claim, line of business, geographical area, etc.

At622inFIG. 6, the loyalty data server computer206may identify claimants who, by their responses to the final surveys, have evidenced a feeling of loyalty toward the insurance company that operates the computer system100. This may be done, for example, on the basis of the claimants indicating a high degree of satisfaction with the handling of their claim, and/or based on the claimants indicating that they would recommend the insurance company to friends, relatives, business associates, etc. In addition or alternatively, the loyalty data server computer206may identify loyal claimants on the basis of their responses to interim surveys. The claimants may or may not be current policy holders with the insurance company.

At624, the loyalty data server computer206may forward, to the selling proposition server computer208, data that identifies the loyal claimants referred to in connection with step622.

FIG. 8is a flow chart that illustrates a process that may be performed by/with a typical one of the survey terminals106.

At802inFIG. 8, the survey employee operates his/her survey terminal106to access his/her work queue. At804, the survey employee operates the survey terminal106to access the next/first claim file in the work queue. This may occur, for example, by the survey employee “clicking” on the first entry in the work queue, assuming that the first entry is a hyperlink that points to the claim file (or extract) in question.

At806inFIG. 8, the survey employee may use the survey terminal106to initiate a telephone call to the claimant for the claim file accessed at804. For example, the accessed claim file, or extract, may include the claimant's telephone number in a pre-determined data field. The survey terminal106may present a graphical user interface (GUI; not shown) to the survey employee. The GUI may include a virtual “start call” button or the like that the survey employee may “click” in order to launch a telephone call via the survey terminal106to the claimant's telephone number.

Following806in the process ofFIG. 8, there is a decision block808. At decision block808, it is determined whether the claimant answers the telephone call placed at806. If so, then block810follows decision block808. At810, with the claimant's consent, the survey employee proceeds to pose the survey questions to the claimant. In some embodiments, prior to posing the questions, the survey employee obtains the claimant's consent to have his/her voice recorded as part of the survey.

From previous discussion it will be understood that the survey may be an “interim” survey to be administered while the claim remains open, or a “final” survey to be administered after the claim has been resolved.

In some embodiments, the interim survey may be quite brief. For example, the initial question may be open-ended, such as asking the claimant how his/her over-all claim experience is going so far. The survey employee may judge whether the claimant's response is positive, neutral or negative and may ask different follow-up questions accordingly. The survey employee may also interact with the survey terminal GUI to provide input to the survey terminal106(and thereby to the computer system100) as to whether the claimant's response to the initial question is positive, neutral or negative.

In the case of a positive response to the initial question, the survey employee may follow up by asking the claimant whether there was something specific that made the claimant feel positive about the claim experience. In some embodiments, the survey employee may determine a category for the claimant's response to the follow-up question (e.g., among categories presented to the survey employee via the survey terminal GUI) and may provide data entry accordingly into the GUI.

In the case of a neutral response, the survey employee's follow-up question may ask the claimant if there is something that the insurance company could do differently to provide better service. Depending on the claimant's response, the survey employee may operate the survey terminal106flag the claim file for remedial action. In addition or alternatively, the survey employee may provide data entry into the survey terminal106to indicate a category for the claimant's response to the follow-up question, and/or may provide a text/narrative description of the claimant's response.

In the case of a negative response from the claimant, the survey employee may acknowledge the claimant's dissatisfaction, and may follow up by asking if there is something specific that the insurance company could do better to improve its service to the claimant. Preferably, the survey employee would operate the survey terminal106to flag the claim file for remedial action. Alternatively, the claim file may automatically be flagged for remedial action simply by the survey employee indicating that the claimant's response to the initial question was negative. In addition, the survey employee may operate the survey terminal106to provide text/narrative/categorization or other data entry in order to input the claimant's response into the survey terminal106.

The interim survey may close with two more questions, namely asking the claimant to rate his/her experience on a scale of 0-10, and asking for the claimant's e-mail address (if not already in the claim file). In either or both cases the survey employee may enter the claimant's response into the survey terminal106. The survey employee may also ask the claimant whether he/she would be willing to be contacted for a subsequent survey at a later stage in the claim process.

A final survey script may also be rather brief. The final survey may begin with the survey employee asking the claimant to rate, on a scale of 0-10, how likely it is, based on the claimant's experience with the recently closed claim, that the claimant would recommend the insurance company to a friend or relative or business associate. In other questions, the survey employee may ask the claimant what he/she would tell other people about the insurance company, and/or may ask about specific aspects of handling the type of claim in question. Also, in cases where the claimant is not currently a policy holder, the survey employee may ask the claimant to rate, on a scale of 0-10, how likely the claimant is to consider buying insurance coverage from the insurance company.

With respect to all of these questions, the survey employee may operate the survey terminal106to enter data that reflects the claimant's responses.

Where either of the rating questions elicits a high score from the claimant, the computer system100(e.g., via the loyalty data server computer206) may classify the claimant as evidencing loyalty to the insurance company, and thus suitable for generation of a selling proposition from the selling proposition server computer208.

With respect to either or both of the interim survey and the final survey, step810may include recording at least part of the telephone call, including either or both of the claimant's voice and the survey employee's voice.

For both the interim and final surveys, the survey design may be such that the survey can typically be completed in two to three minutes.

Decision block812inFIG. 8indicates that the survey employee continues with the survey until it is determined that the survey is complete. Thus, if the survey is not complete, the process loops back from decision block812to block810. But once the survey is determined to be complete, the process ofFIG. 8advances from decision block812to block814. At block814, the survey terminal uploads the data representing the survey responses to the loyalty data server computer206. (Alternatively, this may later be done in a batch mode with data for the surveys for other claim files.) The uploaded data may include both the information entered by the survey employee and also data that represents the sound recording of the survey telephone call.

Considering again decision block808inFIG. 8, if it is determined at that point that the claimant has not answered, then the process ofFIG. 8may branch from decision block808to block816. At block816, the survey employee may, if possible, leave a voice message for the claimant. For example, the survey employee may indicate in the message that he/she will attempt at a later time to contact the claimant, or ask the claimant to call back, or ask the claimant to send an electronic mail message as to when to call again. Further, at818, the survey employee (or the survey terminal acting automatically) may requeue the claim file for one or more further attempts to reach the claimant by telephone. In some embodiments, the number of permissible attempts to reach the claimant may be limited, and the number of attempts made may be kept track of, so that the claim file is not requeued when the limited number of attempts has been reached.

Following either818or814, as the case may be, is a decision block820. At820it is determined whether there are any more claim files in the survey employees' work queue. If not, the process exits (822). Otherwise, the process loops back from decision block820to block804for the purpose of accessing the next claim file in the work queue.

FIG. 9is a flow chart that illustrates a process that may be performed by the selling proposition server computer208.

At902inFIG. 9, the selling proposition server computer208determines whether it has received, from the loyalty data server computer206, a referral of a loyal or potentially loyal claimant, as identified through the final survey process described above. The referrals of such claimants to the selling proposition server computer208from the loyalty data server computer206may be made one-by-one as the loyal claimants are identified and/or in batches.

As indicated by branch904from decision block902, the process ofFIG. 9may idle until such a referral is received by the selling proposition server computer208. However, as indicated by branch906from decision block902, when such a referral is received, the process ofFIG. 9may advance from decision block902to block908.

At block908, and based on the information included in the referral that identifies the claimant, the selling proposition server computer208may engage in a data look-up via, e.g., the policy holder data management server computer202and/or via the claim data management server computer204, to obtain more information about the claimant who has been identified as loyal. From the data look-up, the selling proposition server computer208may obtain information concerning the claimant such as whether the claimant already is a policy holder (although this fact may alternatively be included already in the referral) and if so under what kind or kinds of policies, for how long, with what specific insurance products, with what policy limits, etc. Further, the selling proposition server computer208may obtain by the data look-up at least some demographic information concerning the claimant, including for example his/her age, gender, home address zip code, whether he/she lives in a single family residence or a multiple unit building, income level, marital status, composition of household, types of vehicles insured (if any), employment status, etc.

At block910, and based on information obtained by the selling proposition server computer208at908, the selling proposition server computer208may generate a selling proposition for the claimant. The selling proposition may include one or more insurance policies or additional policies that the insurance company may wish to offer to the claimant, in view of the claimant's demographic attributes, other insurance coverages, history with the insurance company, etc. The selling proposition server computer208may generate the selling proposition in accordance with decision rules that have been pre-programmed into the selling proposition server computer208.

At block912, the selling proposition server computer208may route the selling proposition to the work queue of a sales employee of the insurance company or with an affiliate of the insurance company. Thus the selling proposition may be routed to a sales terminal120(FIG. 1) or otherwise brought to the attention of the sales employee. The sales employee may, in turn, present the selling proposition to the claimant.

In some embodiments, claimants who have evidenced loyalty may be asked to permit the insurance company to send e-mail messages to the claimants' friends and family. The e-mail messages may inform the recipients of the claimant's positive experience with the insurance company, and may provide to the recipients, or invite the recipients to ask for, information concerning the insurance company's products.

The usefulness of the computer system100may be significantly enhanced by the above-noted practice of sound-recording and centrally storing the claimants' responses to the surveys. This may allow supervisors, claim handlers, sales employees and others to audibly reproduce the claimants' responses via their terminals. In this way, the insurance company employees may get a nuanced feeling for the claimants' wishes and attitudes by hearing the claimants' actual words and tone of voice. For this purpose, at least some of the terminals referred to herein may have audible sound reproduction capabilities.

The computer system100, as described herein, may enable the insurance company to engender improved customer loyalty, and increased sales, by improving the insurance company's claim handling performance.

The database storage module102and/or the loyalty data server computer206, as the case may be, may store data entered by the survey employees and data representing sound recordings of the surveys together in one database or in separate (e.g., linked) databases and/or in separate data storage devices.

As an alternative to conducting the interim and final surveys by telephone, either or both may be conducted by electronic mail (e.g., by providing the claimant with a link to a suitable webpage). In some embodiments, when a survey is conducted by electronic mail, the computer system100(e.g., the loyalty data server computer206) may use artificial intelligence to interpret narrative responses from the claimants to determine whether the responses are positive, neutral or negative.

Up to this point, most if not all of the employees mentioned herein have been referred to as insurance company employees. Alternatively, however, the insurance company may contract out some of the activities described herein. For example, the insurance company may contract out the surveys, so that the “survey employees” may be employed by an outside vendor, and the survey terminals106(FIGS. 1 and 2) may be operated by the outside vendor.

In some embodiments, insurance company employees may also be surveyed concerning claim processes. For example, both claimants and claim handling employees may be surveyed as to performance of outside vendors retained by the insurance company. In some embodiments, the loyalty data server computer206(and/or the survey terminals106) may include a capability for translating recorded voice files into text files. The resulting text files may be stored in the computer system100in association with the corresponding claim files, and may be made available to users of the computer system100in addition to or instead of the recorded voice files.

Each terminal referred to herein may, for example, be constituted by a conventional personal computer that is similar in its hardware aspects to the survey terminal described above with reference toFIG. 4.

As used herein and in the appended claims, the term “customer feedback response” refers to a response to a survey question administered by or on behalf of an insurance company.

As used herein and in the appended claims, the term “open claim file” refers to a claim file in which a notice of claim has been received, and for which the claim has not been resolved or closed.

As used herein and in the appended claims, prompting a survey employee to administer a survey may include placing a claim file in the survey employee's work queue or otherwise bringing the claim file to the employee's attention.

As used herein and in the appended claims, the term “dashboard display” refers to any computer-presented screen display that includes presentation of statistical information with a display element in a dial format.

The process descriptions and flow charts contained herein should not be considered to imply a fixed order for performing process steps. Rather, process steps may be performed in any order that is practicable.