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Since the August issue of HIU came out, I have received a number of requests for a general overview of the consultative process and a breakdown of the topics for the 12 parts of this series. The links below are a good schematic of the consultative planning process.

Part 2, Fact Finder Information

The days of being able to survive selling employee benefits by relying on product spreadsheets and service to make the sale are diminishing. Not that there won't be cases where this type of strategy will be a useful tool but to compete in a consultative environment will require the broker…
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Part 3, The Benefit Strategies Proposal

In order to start dealing with the root causes of healthcare inflation and other delivery system problems, group brokers must change their focus from a "premium/product focus" to "needs based" long range planning solutions.
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Part 4, Engaging the Employee (consumer)

Part of the foundation of consultative planning is to develop an employer-employee benefits partnership to get the consumer engaged in the structure and design of their benefits. This means educating the employees about how their benefits work and identification of the risks they are confronted with. Also, this process offers…
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