Finance

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.