Mark Lacher

As the challenges mount for benefit advisers to prove their value to clients, one of the main questions I think we should consider is can we help HR? And if so, how? What are the solutions that help HR be more effective to their organizations? Is it possible that benefit advisers might be able to help HR have a more strategic seat at the table?

Recently, I was asked to present in a sales seminar for one of our clients. The topic was something near and dear to me: "Changing from a product-based sales approach to a solutions-based approach."