This month, I want to cast doubt on another “tried-and-true”method of reducing costs — reducing benefits.

Often referred to as consumer-driven health care,this strategy has been in place for decades, generally as a lastresort due to rising costs. Our industry has spun this as“engaging” the employee to be better stewards who have skin in thegame. Let's examine the challenges.

First, it assumes a patient wants to be a consumer. Most simply do notor cannot. Often, they are faced with an emergency, or are insultedat being told to “challenge” the advice their trusted doctorprovides.

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Benefits Sales Strategies
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