Gregory C. Case
Analyst · Macquarie
Well, if you step back and think a little bit, Yaron, about how we've talked about this overall, when you think about sort of driving performance in the Risk Solutions arena, the number of clients, how we're doing on new business, our wins, losses, et cetera, so we've got a great deal of focus around that, a lot of efforts around the Revenue Engine. We think about share of wallet, literally, what's the cross-sell, how many products are we selling, how are we doing it in a way that, again, back to Jay's question, is holistic and really represents the best interest of our clients. And then we look at yield per dollar of premium paid. Really, that's really the other piece that's absolutely critical in the context of this. And so all the initiatives you're describing kind of fit into that framework. And this is really back to kind of Christa's point on getting to the 26% now margin and how that's fixed your play out over time. And in our view, the investments we've made, which have been true investments, they have been drags on margin, are really starting to show what we thought they would and seeing progress on yield per dollar of premium placed on Aon Broking and on GRIP, as well as kind of client wins and losses sort of on the Revenue Engine. In Client Promise, by the way, it's been fantastic. We've been very pleased with sort of the results. When we do Client Promise surveys and really understand holistically how we performed, our retention goes up substantially and our new business goes up substantially. And again, we're just systematically listening to clients and responding with the full capabilities of Aon. And on the Aon Broking side and on GRIP side, as I described before on the yield per dollar of premium paid, we believe there's substantial potential here as we kind of organize our firm to deliver for clients. One great example is over the past few months, we've actually pulled out a kind of a the tranche of risk, call it middle market D&O, for private companies and been able to bring that to market in a way that we've got clients a much better outcome in terms of additions, et cetera, and in the context of that, also done well for Aon. So we have a high expectation for where we think this is going to go and continue to improve Aon's performance. All these things are in Christa's controllable categories, the first 3 she talked about. Those, by themselves, we believe, can get us to our target margin over time. And if we get helped by some tailwinds, either on the investment return side or on the pricing or insured value side, that actually accelerates it.