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REVISED 12/23/15
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ARKETING
ESO Value Proposition
Consulting on broad array – relationship building
from first conversation
Provide greater solutions, response and service
Address questions and inquiry early on in
consulting process
As a benefits service provider to employers, whether as broker or consultant or technology administrator, we
need to always understand everything we do must touch one or more of these three “critical points of impact”
for our employer-clients:
Financial Stewardship:
Always getting our clients the best pricing/cost equation and contract
terms/conditions relative to their benefits programs.
Employer Administrative Support:
Providing true value-added services that relieve the employer of
much of the administrative, communication and compliance burden running the programs we put in
place. These are both “human-based” and “technology-based” services.
Enhancing The Employee Experience:
Benefits plans are used to attract and retain the best
employees…always making sure everything we do keeps this fundamental premise central to our
actions…enhancing the employees’ experience with the plans we design and implement is a key
dynamic in the “attract and retain” strategy.
The Industry TODAY
New technology creates new market entrants.
Lack of pricing transparency, undercuts the value provided by the consultative EB producer, allowing
technology enabled providers to grab market share.
The growth of analytics through data, provides great advantage to those brokers with access.
ACA has advanced the administrative requirements to a point where support is demanded by clients.
Payroll companies are expanding their technology footprint to focus more on HR and Benefits
Administrative tasks rather than core payroll, and in the case of ADP and Paychex that extends to
include Employee Benefits.
Commission based sales in EB are becoming less frequent and as such pricing becomes a component
that the EB Broker is going to have to contend with.
AND MOST IMPORTANT - Our clients deserve more for what they are paying…and we are in a position
to deliver it.