The future of the carrier mergers is anyone's guess. I have theprivilege of knowing some high-level carrier executives and I cantell you some large players, and large dollars, are being moved toprotect interests.

Related: Here's an idea: Offer better benefits by offeringbetter benefits

Between competing powerful interests and the fluid politicalstate, we as benefit professionals need to not only ensure oursurvival, but provide higher value to our customers.

Why does none of this matter? First, it is completely out of ourcontrol. For too long, we have won and lost business based on whatrates the carriers provide, trying to be the “least bad” news onthe spreadsheet. Taking back that control is a constant uphillbattle.

Carriers certainly support it, but even employers seem obliviousto the rest of the valuable services we provide. If you can breakthat mold, not only does the spreadsheet become a smaller piece ofthe conversation, but you can actually deliver better value.

So, if there is a way to better control our own destiny, andwork with clients who are like-minded or willing to change theirthinking, then doesn't that serve us and the greater good? How dowe apply this in a practical sense?

Related: Better benefits, lower cost

First, we bring real value and real solutions to the tablebeyond insurance. This continues to evolve, but often includes realHR solutions, like HRIS and ben admin systems, payroll integrationand support, compliance tools (not just “knowing” ACA, but offeringreal solutions), employee education and communication, mobiletools, data analysis, and cost containment.

Self-funded options continue to proliferate in the small groupmarket, so even benefit professionals focused on smaller groups canstill bring a level of control and transparency. This control canallow you to do something we rarely get to do: go from being the“least bad” each year to actually delivering good news. Newprograms have recently come out that allow employees to accessprescriptions at lower costs and cost the plan less money.

New cost and transparency tools bring unprecedented control toenable patients to find higher-value providers. Referenced-basedpricing continues to expand in scope, maturity, and awareness,allowing employers to set the price they are willing to pay andbetter manage the plan assets, and therefore their responsibilityunder ERISA.

Related: Health insurance is a result of the problem, notthe cause

If we can provide more than just “health insurance,” we arebetter able to control our destiny and future. And the forces thatswirl around us have less impact.

We all know that the current path is unsustainable and theincentives are completely misaligned. I have come to believe thattraditional “spreadsheet” selling tells everyone that the statusquo is OK. So buck that trend. Push your clients outside of theircomfort zone. I know it's not easy. And it's risky. But the resultscan be amazing.