“We have had to expand our core consulting as we're having toget more creative in helping our clients strategize and controlcosts now more than ever before. We've been very successful inthinking outside of the box and our employers appreciate fresh newideas that a short time ago they may not have been willing toconsider. We are having success with things like voluntarybenefits, onsite clinics, telehealth, medical tourism, PBMconsulting, referenced based reimbursement and many others.”

– Danny Talley, senior vice president, HUB InternationalInsurance Services Inc.

“Here are a couple of things we are doing to stay relevant:

1. Get paid for your advice: We are consulting like crazy.Don't want to sign a BOR? Not a problem; but I'm not going to workfor free. As my mama always told me, if you don't value your time,no one else will.

2. The millennials are invading: So, I've hired a rock starproducer that is 25 and speaks their language. For millennials,mentoring and feeling imporant is huge. For example, we've starteddoing “how to” videos where I record my screen and show clients howto do a doctor search.”

– Susan Combs, owner of brokerage Combs & Company