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3 Steps to Using Competitive Network Advantage to Win More Business

Posted by Aaron Groffman on Thu, Apr 11, 2013

Helpful Tips

I’m often asked how to use a competitive provider network advantage to win more business.  As I talk to NetMinder users, one of the best and easiest ways I hear is to leverage your network advantage to negotiate for better rates for prospects in your sales pipeline.  Try these three steps:

  1. For key prospects, assess your network compared to competitors.  Do you have more providers in areas with significant concentrations of your prospects’ employees?  Are you the market leader?
  2. Provide this data to your underwriting team.  Stress the expected higher in-network utilization and lower claim costs that will result.
  3. Demonstrate to your prospect how your network advantage will save them money.

As I wrote in Chapter 7 of Dental Benefits: A Guide to Managed Plans, the network is the product.  A competitive provider network strengthens your sales pitch! Try this approach and let me know if you see results.

Tags: network providers, dental insurance, insurance broker, Ancillary benefits, Vision insurance

 

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