At the end of June, we will be saying goodbye to David Schupak, our Director of Global Relationship Management, as he heads off into retirement after 27 years with us.
David is one of the best-known faces in the global employee benefits (EB) industry, with an infectious energy that will be sorely missed. Before he heads off, he reminisces with us about his time working here, what he’s achieved and how the industry has changed during his tenure – plus, find out what he’ll be up to next…
Hi David! As you wave goodbye to MAXIS, we’d love to hear about your experience working here over the years. How have you seen the EB industry change around you in that time?
The industry was very niche when we started. Global programmes were common, but nobody really understood what they were. I think now it’s a much more mainstream industry, though still on the periphery, but people understand what we’re talking about when we talk about global employee benefits programmes like pools and captives.
One of the biggest changes from 1998 to now has to be technology. It has made our lives easier – before, it was photocopying, sending, shipping – and it’s allowed us to improve and extend our offering. With AI coming in, it’s interesting because it’s totally shaking things up.
But with my role and team, it’s still very much based on personal relationships. I can replace the way I write out a proposal or an email, but you still need a personal touch – you need empathy in business development to build a good relationship with clients.
Can you take us back to 1998 – how was it to be on board at MAXIS from the very beginning?
I started at the company in September 1998, which is half of my life ago. I started at Alico, the life branch of AIG, which was bought by MetLife, and which then went on to become MAXIS. When AIG was acquired by MetLife, it was two very different organisations coming together and trying to understand each other. But it was great seeing the transformation, and we brought a lot of the best practises from the old AIG network with us to MAXIS.
Although I’ve been in the same organisation for 27 years, I’ve moved from country to country, which means I’ve experienced lots of changes. I started in New York, then worked in Peru, then Chile, where I oversaw Latin America, then Madrid, Brussels and finally London in 2007, where I’ve stayed ever since.
Tell us about your MAXIS experience... what has made you stay for such a long time?
I really have enjoyed what I do. I’ve had a huge variety in this role for 27 years, from my team to all the clients and local insurers I have worked with in countries across the world. There have been so many different challenges, different people and the ability to connect. It’s been enjoyable!
What have the greatest challenges been in your career and how have you overcome them?
The greatest challenge is probably that we work on many different levels. We work on both the local and the global level. We are working with the local client and network members, where there’s local customs and systems, and regulatory standards – trying to provide the relevant benefits for the employees. Then at the global level it is about supporting the parent companies and helping them achieve their goals. Getting the balance right and helping everyone succeed can be a challenge but is very rewarding when it works well.
What accomplishments are you most proud of?
I’ve loved seeing people that I’ve worked with over the years succeed, whether there’s at MAXIS or at our local companies. Being the number one EB network is something that I take pride in, too. I remember when the ‘new MAXIS’ started at the formation of the joint venture in 2016, we weren’t considered the number one, but we are now. I’d like to think that my efforts have helped to achieve that.
Where are some of the most interesting places that you’ve visited as part of the Business Development team?
I’m really happy that I got to visit more than 90% of our network members in person – which is more than 40 or 50 countries. I’ve been to some fantastic places and got to know local people there. South Africa was just incredible. I also got to go to Pakistan, which was really cool. Some of the less-touristry places, where you’re with local people and you’re seeing the world through their eyes – it’s great.
What will you miss the most about working at MAXIS and in the wider EB industry?
I’ll miss the people most of all. I love that we have such a nice atmosphere at MAXIS - it’s a small company and we get to work closely together. I’ll also miss working with local members, developing relationships, knowing that when we go to visit they’re (almost) always happy to see us. But once I’ve retired, I can go back as a tourist!
What’s your favourite memory from the last 27 years?
I have a lot! I think some of the MAXIS conferences that we’ve put on, getting everyone together, that’s the best. Our biggest richness is our people, so when we get to bring them all together at a MAXIS Global Forum, they’re some of the best memories that I have. The one we had in Cascais in Lisbon in 2019, we did a scavenger hunt going all over the town, and that was really fun. I was also lucky enough to visit Fukuoka in Japan for our APAC Network Get-together in 2023, which I loved.
Before you leave us, you have to tell us what you’re going to do next – is it true that you might be getting involved in walking tours of London?
Everyone is asking me what I’m going to do. I want to do something that allows me to have contact with people, because my 27 years at MAXIS has been all about meeting people and talking to them. If I can do something that I’d enjoy, like being a tour guide, that’d help me use my skills. I’d also really like to work with refugees and give something back by helping people. For me, it’s all about the people I meet.
But I’m not saying goodbye – I only live in London, and I’ll see everyone again for a drink soon!
Congratulations on a brilliant career, David. As you say, it’s not a “goodbye”, it is a “see you soon”.