Observations
The team member(s) responsible for observing what happens over the course of the year
Who is EVERYONE!
What does W.I.I.F.T stand for?
What's In It For Them
Why do we use claims utilization data?
To determine what programs should be promoted and / or implemented.
How does QEX draw clients into HUB?
Clients realize that there is more to the employee experience than qualifying events.
What is the best way to use the trends information found in the Strategy Deck?
Curate, Customize, Condense
What is the primary purpose of observing clients before setting a strategic plan?
To gain a deep understanding of the client's business, industry, challenges, and opportunities to formulate tailored strategic recommendations.
What type of client CAN you NOT afford to be conceptual with?
An unhappy / dissatisfied client
How can you use persona to help in network evaluations?
Persona can be used to determine national population concentrations.
True or False: Recommendations should be data based
True
Where can you find information about your client's competition?
financial reports, trade associations, union organizations, social media, google alerts, client websites, business headlines, etc...
What happens if you only include the client's observations & interests?
The client drives the strategy (NOT GOOD!)
Name three questions you can ask your client if they are unhappy with one of their vendors.
What else can be done to improve the situation in the interim?
Has escalation taken place?
Does the vendor know that are at serious risk? How can they “fix” the relationship?
How can point solutions be used / evaluated?
Utilization data that shows conditions and prevalence information help steer the point solutions conversation (Diabetes, hypertension (Livongo), MSK (Hinge Health, Sword), Abnormally high opioid Rx usage (Opioid Mgmt. programs).
Name three HUB tools that can help to provide data based insights and recommendations for our clients.
1. QEX Assessment
2. BenefitPitch
3. Health Insights
What are three questions that you can ask yourself to learn more about the trends impacting their organization?
1. What makes them unique?
2. What are the benefits and perks in this industry?
3. Are there labor challenges?
4. What industry is your client in?
5. Are their benefits intended to attract and retain talent?