Blueprint Consulting Group Podcast
1) Defining Next Steps
Any conversation you have with a prospect you have to define next steps. This separates a marketing rep from a strong sales person.
2) Dashboards
How you are measuring process? What types of dashboards do you have that you can understand how good or bad you are doing year after year?
3) How to Handle an RFP
4) Healthcare Access
We believe for all the money you are spending your employees should have access to healthcare that is inexpensive, efficient to use & not going to show up in your loss ratios.
5) Healthcare Reform Outcome
3 areas that relate to compliance initiativesĀ in your business; access information from a source you trust, interpret the information & managing processes that come from it.
6) Cost Containment
You need to understand the buyers beliefs and situation before you can introduce a different plan design or strategy.
7) Advocacy Outcome
For when you are in front of a buyer: We believe for all the money you are spending, your employees should have representation out there in the marketplace
8) Value Perception Outcome
4 quadrant slide that talks about rich plan and less than rich plan, and it contrasts with an employer that is highly effective at communicating their benefits compared to those that are not.
9) Engage Employees Outcome
Teach employees how to be good stewards of their healthcare dollars
10) Change Formula
Change Formula: DxVxF>R If somebody is going to make a change must be: Dissatisfied with current situation x Vision for the future x First concrete steps > Resistance to change