Employee Benefits Executive Brief Introduction – Set the Table Goal for today is to learn more about your company Share briefly about our firm Tell you how we engage clients Share our vision for benefits Action steps Initial Questions – First Meeting Goal with initial questions is to teach us about the organization, how they operate, make decisions, and in general how they think Tell me your top 5 strategic goals for the organization this year? Ask sub- questions once you know the top 5… What are your plans for future growth/expansion, if any? Who is on your leadership team and how do they lead? (depends who is in the meeting) What are you doing to innovate in your marketplace? What makes you unique? Help me understand the culture of your company? If you had one word to describe your culture what would it be? What kind of employees do you attract? Why? How? Tell me about your competitors – how are you the same/different? How do you attract and engage your employees? What about millennials? Baby-boomers? What is the makeup of your HR/Finance team? What are their core responsibilities? Business Acumen to Share with Perspective Clients: Industry Update – HealthCare Industry Health systems consolidation ACOs – different kinds Increase in PAs/NPs Specialty Drugs – 1% of all scripts; 25% of spending Venture capital – healthcare toppled technology in 2nd quarter of 2014; 50% of all VC money into healthcare Industry Update – Employers ACA Reporting – Hourly & 6055/6056 Increase in Account-Based Plans – AHIP study = 17.4m in 2014 Financing Dependents? – UPS spousal waiver Alternative funding methods – Self, Level, and Captives Staying in the ‘game’ – Mercer study = 4% of large employers, 16% of mid-market to small employers will ‘leave’ the game

Change the Conversation Approach to Business Approach to Insurance & Benefits Unit of Analysis: Approach to Business vs Approach to Benefits/Insurance The focus of our analysis is on your business Used in social science research projects to pinpoint what is being studied – it’s the ‘what’ and ‘who’, it drives questions, helps clarify where to begin our assessment, and organizes our partnership Focus on your business b/c we believe benefits are a direct reflection of culture Understand culture = better chance will advise you

The Problem & Our Response INSURANCE PLACEMENT REACTIVE SERVICES Traditional Agent Approach Process – Problem & Response Problems in our industry – traditional, point of engagement, approach, etc. Created new approach – built on listening Our approach starts at a different point – not centered around your renewal/insurance Discover – show example of assessment, organized into 5 areas Design – filtering process Plan – focus on 3-5 areas that have biggest impact Discover Design Plan Our Approach

Assessment Need notes here

5 Areas of Engagement Technology Communication Compliance Data Enrollment 5 AREAS OF ENGAGEMENT Believe all employers must have a strategy around these five areas Creates a framework within which we can analyze current situation vs future strategy Our job as advisors is to help identify, support, and drive this strategy Provides clear lines of engagement, helps us identify solutions, and develop fee-based compensation