What role do you play with your current clients? Yes, I realize that you are their benefits adviser. Over the last decade, you have read in this column about striving to be a trusted adviser. After all, that is the pinnacle of business relationships. Benefits strategic planning will in fact help you to accomplish the transformation of your practice. Let’s just agree for the moment, that becoming a trusted adviser is very beneficial and certainly a goal to which we should aspire.
But where is your relationship with your clients today? How would you define it? Perhaps more importantly, how would your clients define it? After all, if you don’t know where you are, how can you map a course to get to where you want to be? Having difficulty getting your arms around this? Let’s see if this will help.
