Trisha Zulic-CM, SPHR Client Human Resource Director Efficient Edge HR & Enrollment Services, Inc.

Transcription

1 Trisha Zulic-CM, SPHR Client Human Resource Director Efficient Edge HR & Enrollment Services, Inc.

2 Benefits Manager How much work is this? H.R How much work is this? Broker.I need to close this deal! C.F.O Will this be good for our bottom line? Broker I think we have made a connection?! Broker What are they thinking? C.E.O.Will they provide a solution that makes me look good?

3 What happens when you speak English to someone who mainly speaks Russian, however understands a little bit of English? Target! Attract! Nurture! Convert!

4 Personalities In Play C.E.O. H.R. Type A C.F.O. What type are you? Type A Behavior Pattern (TABP) are a strong drive to succeed, competitiveness, perfectionism, a desire for recognition, wealth and advancement, and a sense of urgency and impatience.

5 What We Say Will this be cost effective for the organization? What We Mean This expense is hitting our bottom line hard, what can you do differently. How do you compare to other brokers? We want to have a healthier employee base? We like our current broker? We will take a look at this later in the year? We need better options How are you any different from the other brokers, you all say the same thing. Our renewals are double digit increases, we can t keep going like this, what is the short term solution. I don t understand how you can be any different then what we have. This is important, but not now I have other pending items. Tell me something different

6 What you say I have a great new wellness program I would like you to look at What we hear Same old thing, do you have anything new? Do you want to look at voluntary benefits? You don t want to be bothered with voluntary do you. Hi, I m John Smith, Broker for ABC Company. I want you to change brokers to me, but I do the same thing everybody else does. I would like to schedule a meeting with you and the decision makers. Take me to your leader. You are not the important one.

7 What HR Wants Easier enrollment process Rate structure that is affordable (employee) Post enrollment assistance Reduction in paperwork Post enrollment automation Service experience management Year-round contact (for some, not all) Address their needs Multiple services one roof (or strategic partnerships)

8 What the CFO Wants HR to stop nagging! Rate structure that is affordable (company) 2-3 year strategic plan (numbers not words) How you will help meet the company financial goals Reliability Predictability Strategic communications

9 What the CEO Wants HR to stop nagging! Rate structure that is affordable (company/employee) 2-3 year strategic plan (numbers & graphs) How you will help meet the company financial and human capital goals Reliability Predictability Strategic communications Bragging rights to other CEO s

10 Engaging Statements Engaging HR Engaging CFO Engaging CEO We can ease your workload and assist you in communicating with your employees. I can be your extra Benefits Administration at no cost to you We can assist in controlling the benefits bottom line expense with strategies of today & tomorrow We can assist with a program that will not only have your employees engaged which equals productivity, but will make a difference in the financial & emotional well-being of your organization Engaging All We can make a difference in your employee benefits program, from a financial, employee engagement & operational standpoint.

11 Broker.Our strategy will get them where they want to be. Benefits Manager Wow this will make my job easier! H.R The employees will love this! C.F.O This will reduce cost I smell bonus! Broker I know we have made a connection! Broker This strategy can lock this account for 3-5 years! C.E.O.This is going to give me, my family & the company what is needed!

12 How to solicit Human Resources GO TO HR GET INVOLVED SHRM-National Conference SHRM-Local Chapter Meetings Create an HR Round Table WHAT MATTERS TO HR How much work is involved How will the employees react Will I get service after the sale Will this make me look good

13 Know your audience

14 Google Linked In Faceboo k Who are you online? Twitter

15 Organizations to Follow SHRM: Society of Human Resource Management NHRA: National Association of Human Resources YPO: Young Presidents Organization AFP: Association of Financial Professionals Club Corp: Private Corporate Clubs in the USA

16 Questions? Comments? Efficient Edge HR & Enrollment Services, Inc. We are happy to help you!