Author Archives: Chad Ekern

5 Ways to Prove Your Value to Benefits Buyers

Every C-Suite buyer is assessing whether or not their business advisors and service providers are delivering real value to their operation. They’re asking, “How has this relationship helped us achieve our business goals in quantifiable results?” Group benefit brokers must also answer this question, or risk losing business to a competitor that can. Your answer needs to […]

3 Steps to Measure the Impact of Your Broker Services

Over the years, brokers have convinced themselves that large buyers value processes, and many have embraced the nebulous term “Value-Added Services” to translate their outcomes. Newsflash: Buyers today aren’t interested in features or processes. They want to know how you’re going to help them improve their bottom line and reduce their financial leakage. So here’s […]

Group Benefits: Cracking the C-Suite Value Code

Every sophisticated middle and upper-middle market C-Suite buyer is now assessing their business advisors and providers with one question in mind: “How has this relationship helped us achieve our business goals?” Many benefits brokers find it difficult to answer this question without referring to the insurance program. Why? Because beyond measuring PEPY/PEPM metrics or comparing […]

Benefits Brokers – Maximize Your C-Suite Value

For years, Group Benefits Brokers have sought the best way to reduce client costs through policy changes, coverage comparisons, program options, specialized services, and even shifting premiums to employees. But… None of these options get to the heart of the matter. They’re all VARIABLES in the cost of the commodity. When you go this route, […]