This article is the fourth in afive-part series that we started in July with "A Little Less Conversation a Little MoreAction", that will take you step-by-step throughthe process of becoming a next-generation advisor examining thechallenges and many non-intuitive issues you will face, so you willbe ready to tackle them head on.
The advisor of tomorrow wants a better way to contain healthcare costs for clients. That means adopting a fee-for-servicepayment model and building independent, high-performing healthplans.
Not all of your clients are ready for a transition like this andthat's OK. The first step in this part of the process is figuringout which clients are a good fit for the direction you want to go.We classify companies into two distinct buying styles: the pricebuyer and the strategic buyer.
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