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Multi-year strategic planning remains the standard for better client retention.
Publication: Employee Benefit Adviser Publication Date: 01-JUN-08 Author: Kwicien, Jack
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COPYRIGHT 2008 SourceMedia, Inc.
In last month's article, we addressed how adding additional products, services and capabilities to your overall offering can help to increase your sales revenues and simultaneously improve client retention. By addressing the gaps in coverages that have inevitably occurred due to the cost-containment and cost-shifting strategies that have been deployed for group medical insurance, significant sales opportunities for new products develop. This month, we want to drill down further on strategies for improving both client and customer retention. So let's get to it and discuss some easy-to-implement strategies.
HAVE A PLAN
Consider developing a three to five year strategic plan for your client's benefit program. We've written about this before and will do so again in the future. It can be described as nothing short of a winning strategy, one perfectly suited for tumultuous economic times and market conditions. Dozens of...
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