Use innovation to challenge the status quo, change the game and motivate your prospect to change the status quo, to fire the incumbent and hire you.
By Nelson Griswold
OCTOBER 2016 – Dan Thompson of Gulfshore Insurance in Naples, Fla., sat in stunned silence, staring at his phone. He had just booked a meeting on a cold call with the HR director of a 13,000-life school district. Thompson and Gulfshore worked small- to mid-market groups … never one this large. So what did he say to get the meeting? Leveraging an innovative data-analytics program, he offered to show the school district millions of dollars in cost savings on its medical and Rx spends.
Thompson is using innovation to level the playing field and compete against national firms. He is in the vanguard of advisers across the country who are using innovation — disruptive, game-changing resources and strategies — to open doors, get appointments and close business.
There is a clear nexus between agency reinvention and industry innovation. The most advanced benefit firms are the most innovative, with both strategies and technology. Strategies such as self-funding, defined contribution, direct primary care, integrated benefits (enhanced [formerly voluntary] benefits and the medical), medical tourism and population health management. Technology such as data analytics, HRIS and benefit administration systems, employee engagement tools, private exchanges, compliance programs, benefit communication tools and telemedicine. And a broad array of cost-containment tools and strategies.
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