Sales and Marketing

Acquired by Towers Watson in November 2013, private exchange provider Liazon is navigating a unique space. It is both owned by a consultancy and used by that firm’s competitors. Alan Cohen, co-founder and chief strategy officer of Liazon, discusses how all brokers fit into the exchange equation and what, in his view, makes an exchange, an exchange.

Aetna’s planned acquisition of private exchange operator bswift may signal the start of more insurers acquiring private exchanges, experts in the industry say.

EBA’s first-ever technology survey reveals where benefit agencies plan to invest their IT dollars.

Commentary: Take this small step now, says consultant Wendy Keneipp, and become the feared competitor in your market.

Benefits firm WorkforceTactix and tech company Digital Health Innovations are using data analytics and an innovative health app to predict and prevent clients’ high-cost claims, increase transparency and rein in health care costs.

Commentary: Benefit advisers hoping to remain relevant in this rapidly changing environment need to match their strengths to their client base, columnist Jack Kwicien says. In order to do that, some self-analysis is in order.

Commentary: Columnist Nelson Griswold reveals the "sales triangle" and why closing the sale is not the biggest part of the puzzle.

Commentary: You only get one chance to make a first impression. Columnist Mel Schlesinger shares his tips on how to make that first appointment with a prospective client a successful one.

Aon Hewitt expects more than 1.2 million employees, retirees and their families to choose health benefits through the company’s exchanges — revising their earlier estimates upward.

How offering employers solutions to employee engagement can earn you an agent of record letter.