CounterPoint – August Edition: The Rise of Sales & Consulting


Producer to Platform: The Rise of Sales & Consulting

Many top performing firms already understand how the service model with true trusted adviser resources can help elevate new business production, long- term retention, remarketing inefficiency drains, and establish
long-term client commitment.

Carriers are continuing to tweak their distribution models and in some markets, in some lines, carrier to broker compensation has dramatically changed.

We are seeing that the individual benefits marketplace is no longer a focus for the traditional employee benefits firm and those writing a large amount in small employer groups have lost value. Human capital management consulting and technology are constant strategic initiatives for customers of all shapes and sizes and they are looking to you as a resource. Compliance has taken firms to a whole new level in terms of capabilities. It appears that having on-staff analytics professionals is becoming the norm.

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