Initial Meeting Setup

How to lower buyers resistance and develop trust

Change Formula: DxVxF>R

If somebody is going to make a change must be: Dissatisfied with current situation x Vision for the future x First concrete steps > Resistance to change

Engage Employees Outcome

Teach employees how to be good stewards

of their healthcare dollars

Value Perception Outcome

​4 quadrant slide that talks about rich plan and less than rich plan, and it contrasts with an employer that is highly effective at communicating their benefits compared to those that are not.

Advocacy Outcome

For when you are in front of a buyer: We believe for all the money you are spending, your employees should have representation out there in the marketplace

Cost Containment

You need to understand the buyers beliefs and situation before you can introduce a different plan design or strategy.

Healthcare Reform Outcomes

3 areas that relate to compliance initiatives in your business; access information from a source you trust, interpret the information & managing processes that come from it.

Healthcare Access

We believe for all the money you are spending your employees should have access to healthcare that is inexpensive, efficient to use & not going to show up in your loss ratios. 

How to Handle an RFP

Stack the deck. 

Dashboards

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Defining Next Steps

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