Busting the Spreadsheet: How to Submit a Winning RFP
Published on April 8th, 2024
The sales process for account-based programs can often be very transactional – with brokers/employers relying heavily on “spreadsheeting” and RFPs to compare vendor capabilities and pricing. This process can make it challenging for partners to convey their full value, and is prone to driving price-based decisions and a more commoditized view of offerings. It also creates significant risk for partners to be relegated to column fodder. While it may not be possible to fully eradicate RFPs, it is possible to thrive in an RFP-centered world with a more strategic approach.
From early engagement, to influencing/seeding the RFP questions, to knowing when to respond and when to walk away, to closed-loop win/loss analysis and beyond – in this new webinar, we share best practices for navigating the world of RFPs. Listen in as Mick Hannafin, Business Unit President at CBIZ, and Alegeus’ own Jim Hayes, Executive Client Partner, dive into the world of RFPs through this example-filled discussion.
About Mick Hannafin
Mick Hannafin is currently the Business Unit President at CBIZ, located in Minneapolis, MN. Mick has spent his career consulting with employers to create engaging and cost-effective health care strategies. Mick’s success in serving employers is driven by building long lasting trusted relationships with HR/Benefits Leaders and industry provider Leaders. He helps employers optimize technology to provide education throughout the year. Education is key to helping people understand benefits, elect benefits, and use their benefits effectively. Mick believes the formula for reducing health care costs is pretty simple: follow a fiduciary process, identify your clients’ population’s current and future health risks, set your ROI metrics (cost, health, quality), design and implement meaningful programs to reduce that risk, and thoughtfully design and negotiate better insurance pricing based on measured/quantifiable results. The final step includes reporting results with easy-to-understand employee communication.
