Corporate finance

Allen Nieves works to offer clear-cut advice for small businesses.

Adviser David Hatter runs a successful firm by focusing on company culture, recruiting and nurturing top talent.

In an opening keynote at EBA’s Workplace Benefits Renaissance, industry veteran Carlo Mulvenna described two key attributes advisers need to thrive.

Meghan Brady, a 2017 EBA Rising Star in Advising, has gone from intern to senior account executive at HUB International — ‘learning and re-learning’ along the way.

At 30 years old, Brett Fowler proves market knowhow trumps age in growing business, obtaining client respect.

Move a broker’s value proposition beyond the renewal, and provide strategy around the medical and benefits plan that positions them as a strategic adviser and not a mere vendor, says consultant Nelson Griswold.

Looking for a new benefits specialist takes preparation and focus, says adviser Jack Kwicien.

Focusing on a shared vision and building the culture of a brokerage will naturally lead to a better product, says columnist Wendy Keneipp.

Account management teams should be completely in sync with sales teams through the entire client relationship.

Employers recalling a less-than-perfect renewal experience are often eager for change, says Dynamis’s Andy Nunemaker.

Carriers are using their brokers to control their agenda based on what they need to sell, says adviser Suzy Johnson.

Many brokers say they never lost a client to Namely or similar companies — what they don’t know is how many prospects they lost to these firms.

It sounds counter-productive, but too many brokers hang on to bad business to the detriment of their firm.

Start the year out right with smart, aggressive goals that will motivate your team and transform your business.

From tech firm CEOs to brokers and HR professionals, these industry innovators will help shape the coming year as trends emerge and a new administration takes office.

Eliminate common objections from prospects’ vocabulary through adviser Eric Silverman’s ‘proven system.’

Brokers don’t realize marketing directly influences buyers and the selling process, says consultant Wendy Keneipp.

Employee Benefit Adviser, in partnership with business intelligence data analytics firm miEdge, presents the 2016 list of the top employee benefit brokerages in the country, ranked exclusively on health and welfare revenue. Revealed in descending order, the listing is based on Form 5500 reporting data as of Aug. 31.

Knowing your message and strategy are the cornerstones of an effective campaign, according to consultant John Graham.

Employee Benefit Adviser, in partnership with business intelligence data analytics firm miEdge, presents the 2016 list of the top employee benefit brokerages in the country, ranked exclusively on health and welfare revenue. Revealed in descending order, the listing is based on Form 5500 reporting data as of Aug. 31.