Heath insurance brokers and industry suppliers have been courting the C-suite in hopes of deepening their footprint with self-insured employer clients. The strategy? Speak the language of business.
In pursuing more aggressive communication strategies to earn this business, brokers are selling self-insurance as a way to slash the largest negotiable operating expense, reinvest savings in the workforce and improve EBITDA (earnings before interest, taxes, depreciation and amortization). CEOs, COOs and CFOs understand the urgency of clamping down on arguably the biggest profit-and-loss line item other than payroll to make their operation more profitable.
