Articles by Barbara Magnoni
You are probably bombarded with offers for useless products on a daily basis, with little consequence other than mild annoyance. But what if you were living at the BoP and the product being offered were at best useless, and at worst likely to undermine your economic future? That's the case for many financial services clients in emerging markets, says Barbara Magnoni of EA Consultants. She explores responsible sales tactics that providers can use to avoid doing more harm than good.
EA Consultants’ efforts to understand both the business case and client value of microinsurance led to some interesting findings. For instance, catastrophic health insurance represented much greater value than primary or outpatient care for clients, but its behavioral effects skewed against good health outcomes. Barbara Magnoni discusses these findings, and offers some solutions.
While working to understand the experiences of clients suffering from severe over-indebtedness in the U.S., EA Consultants began to consider patterns that have emerged in lesser-developed countries. Barbara Magnoni, EA Consultants’ president, discusses their research and its implications for microfinance.