1. 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

2. 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

3. 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

4. Assessment
Need notes here

5. 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