Nelson Griswold

Commentary: More than empty theories, columnist Nelson Griswold shares business-building and growth strategies that work.

Commentary: He’ll tell you his efforts were imperfect. And he didn’t get to everything. But what one adviser did do — his commitment to action, to implementation — produced 55% growth in 24 months.

Commentary: Benefit firms hoping for agency growth must manage their producers or suffer the consequences of relinquishing control of the firm’s future, says EBA columnist Nelson Griswold.

Commentary: EBA columnist Nelson Griswold says benefits RFPs are universally awful and HR should abandon them. Advisers, he says, should also be wary of them.

Commentary: The broker’s dependence on the medical carriers — and their value to the broker’s business business — has about run its course, says columnist Nelson Griswold.

Commentary: Brokers across the country have horror stories of Zenefits stealing their clients. So, columnist Nelson Griswold asks, what can a broker or adviser do to defend his book from Zenefits?

Commentary: Columnist Nelson Griswold discusses why sophisticated employee benefit advisers are increasingly discussing self-funding of the health plan with mid-size employers.

Commentary: What should brokers and benefit advisers take away from all the merger and acquisition activity among the medical carriers? The message is crystal clear. Now would be the time to move away from a dependency on medical commissions and take a fee.

Commentary: With their merger, both Willis and Towers Watson are playing offense, creating a synergy that strengthens both firms by combining the unique strengths of each … the brokerage experience of Willis and the analytical, consultative services of Towers Watson.

Commentary: The ACA is “unremovable,” says columnist Nelson Griswold, so advisers must learn how to leverage it.

Commentary: By reframing and renaming these benefits, you can avoid any knee-jerk reaction to or bias against “voluntary benefits,” says columnist Nelson Griswold.

Commentary: In the popular Netflix series, the main character schemes his way to the pinnacle of power in Washington. Despite his despicable character, viewers cheering him along. But why? Columnist Nelson Griswold suggests a reason that is relevant to your business practice.

Commentary: True employee engagement comes from understanding the decision-making process and the broker’s critical, proactive role, says columnist Nelson Griswold.

Commentary: Want to grow your business? Then never ask a client for a referral, says columnist Nelson Griswold. Referral marketing is one of the most effective marketing strategies, but it must be done the right way, he adds.

Commentary: To survive the ongoing thinning of the herd, columnist Nelson Griswold asks what are you planning to do differently in 2015 to remain relevant to your clients and grow your business?

Commentary: Are you ready to move from opaque, largely hidden commission compensation to fully transparent fee compensation? The time is now, says columnist Nelson Griswold.

Commentary: If you want to be successful at voluntary sales, columnist Nelson Griswold says you should concentrate on selling a solution, not a product — much like the Girl Scouts aim to solve your cookie craving.

A massive defined contribution storm is about to crash onto the employee benefits landscape. You can choose to ride it out to continued - or even greater - profitability, or you and your firm can get swept away. I've written that employer interest in the defined contribution model will explode in the next 12 months.

Nelson Griswold provides four tips for making sure you make the right decision for your client.

Nelson Griswold on how to adapt some of the most out-there consumer-centric strategies for your business.