Based on a ground-breaking national research study of U.S. employee benefits brokers and consultants, this presentation explores how the role of benefits brokers and consultants will change significantly as a result of shifts in benefits trends brought about by the economic recession and the enactment of health care reform legislation. It takes a comprehensive look at how brokers see their future, together with the strategic and tactical opportunities they are considering in order to stay relevant and grow in this new benefits landscape.

The presentation reveals the adaptive responses brokers are actively considering in order to competitively differentiate themselves and their services. In addition four distinct adaptation profiles that emerged from the research are described and offer intriguing comparisons and contrasts on ways to prosper. Brokers and consultants will gain new insights with which to reexamine their current strategies and explore new ones for future growth.

2012 Benefits Selling Expo speaker presentation: