Benefits Think How a narrow focus can grow brokerage revenues
Market segmentation, such as specializing in the education field, can be a prosperous business decision for advisers, says columnist Jack Kwicien.
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Jack Kwicien
Jack Kwicien
Managing partner
Benefits Think Why having a mental business plan is not enough
Advisers and their brokerages are far better served when they take the ‘absolutely essential’ step of writing down a strategy for the company’s future, says columnist Jack Kwicien.
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Jack Kwicien
Benefits Think Exit strategy: How to avoid brokerage devaluation
Columnist Jack Kwicien shares critical questions every adviser needs to answer to form a successful business continuation plan.
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Jack Kwicien
Benefits Think To grow your business, connect with the CFO
Advisers typically focus on the benefits department and eschew corporate finance. But for those looking to grow, that’s a big mistake.
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Jack Kwicien
Benefits Think Improving sales management effectiveness
For most firms, this is one of its weakest skill sets. Jack Kwicien explains why it is required to grow your practice.
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Jack Kwicien
Benefits Think Market confusion begs for intensified sales efforts
Clients and prospects desperately need professional benefits counsel. If you don’t provide it, your competitors surely will.
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Jack Kwicien
Benefits Think Advisers must overcome stagnation in the face of change
To strengthen relationships, proactive brokers are implementing innovative options such as onsite clinics.
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Jack Kwicien
Benefits Think How to prepare for the dramatic marketplace coming in 2016
Commentary: There needs to be a proactive, systematic and consistent business development and prospecting plan in place to successfully sustain your business, says columnist Jack Kwicien.
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Jack Kwicien
Benefits Think Add greater value to your brokerage in 2016
It all starts with a business plan and honest answers to some tough questions about the state of your company, says columnist Jack Kwicien.
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Jack Kwicien
Benefits Think The winning client retention strategy
Commentary: With so much uncertainty, your clients need your expert advice and counsel now more than ever before. They need a trusted adviser, and you can fulfill that role, says columnist Jack Kwicien.
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Jack Kwicien
Benefits Think Identify critical needs, raise your status
Commentary: Being facilitative and consultative will help you to engage the client in a discussion not a sales pitch and it will enable you to make more informed recommendations that are responsive to the clients values and needs.
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Jack Kwicien
Benefits Think Trust and transformation
Commentary: Your clients need a roadmap, a strategic plan, to guide their tactical decisions; both their actions and reactions. To do this, you will need to become much more consultative in your approach, says columnist Jack Kwicien.
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Jack Kwicien
Benefits Think Critical questions to ask in a merger
Commentary: High on everyones list of questions in any potential transaction is: What is the price or value given to my business? But the more important question is: What are the terms?
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Jack Kwicien
Benefits Think 6 characteristics to look for in a sale or merger partner
Commentary: Start with fellow employee benefit firms that you already know, whether friendly competitors or businesses that have synergies with your own practice, says columnist Jack Kwicien.
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Jack Kwicien
Benefits Think How to become a human capital consultant
Commentary: If you cant articulate your marketing position clearly in two or three sentences, value-conscious prospects and clients certainly are not going to take the time to figure it out, says columnist Jack Kwicien.
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Jack Kwicien
Benefits Think How to turn around a decline in revenue
Commentary: Theres much to learn from rapidly growing firms. Columnist Jack Kwicien shares the business philosophies that make market leaders successful.
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Jack Kwicien
Benefits Think The time for reinvention is now
Commentary: The market place has changed and your role must adapt. Columnist Jack Kwicien proves his point through an analogous set of market dynamics.
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Jack Kwicien
Benefits Think The common denominator among successful advisers
Commentary: There are a lot of innovative options that have been implemented by those who are being proactive and who are changing their roles as employee benefit advisers. Columnist Jack Kwicien shares their competitive advantage.
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Jack Kwicien
Benefits Think Carriers struggle with distribution plans
Without a well-conceived distribution strategy and enough methods of distribution, your carriers will find themselves with a dwindling customer base and shrinking revenues. So where does that leave you and your business? This is something brokers seriously need to consider, says columnist Jack Kwicien.
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Jack Kwicien
Benefits Think How to differentiate yourself from the competition
Commentary: Columnist Jack Kwicien shares how to transform your business by differentiating your processes and services to achieve a sustainable competitive advantage.
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Jack Kwicien