ASO w/Plan
You are presenting a BAFO to the plan what do you focus on?
1. Changes from first round.
2. Recommendations
3. Plan decisions/ risk
What should you focus on when meeting with consultants?
1. Overall offer
2. Capturing & answering (if able) their questions
You have an internal meeting with Prime Leadership - what should you not share?
None - all can be shared
What is used to compare an offer to other comparable offers previously released?
Benchmarking
What is the name of Prime UW's template used to present an overview of an offer?
Bid At a Glance
The plan would like to know both plan and Prime margin on a case. How do you respond?
Ok to share plan margin.
DO NOT SHARE Prime margin - engage mgr to respond
What's one thing you should ask when meeting with a consultant?
1. How does Prime's Offer rank?
2. What did they forecast for the offer?
3. Areas negatively scored/Prime an outlier?
What should you make sure you have before leaving a meeting with leadership?
All approvals that are needed
1. Recommendations
2. Investments
3. Non standard strategies
When should you schedule meetings for leadership review?
As soon as you know a review is needed!
Assess timelines and get something on the calendar
What can you use as a guide when filling out a Bid At A Glance?
1. UW model input tab
2. Strategy call notes
3. RFP questionnaire responses
You are discussing strategies to win on a bid with the plan. What do you focus on?
1. RFP requirements
2. Benchmarks
3. BAFO/Consultant feedback
A consultant asks for total MAF value on a case. How do you respond?
I'll get back to you - DO NOT DISCLOSE ANY FINANCIALS - Take back to mgr / Blue Plan
What is one thing leadership may ask about an offer?
1. Concerns of bid
2. RFP compliance
3. Margin
4. Strategy/Approach
What does EQD stand for?
Equivalent Discount
What are three best practices to keep in mind when presenting?
1. Be prepared
2. Know your material
3. Know your audience