Creating a benefits strategic plan for your clients (50 lives and larger) is a great way to engage clients in a discussion about what are they trying to accomplish with their benefits program and expenditures over the next three to five years. Your clients are going to be coping with all the market dynamics and the rippling effects of regulatory compliance, so what they need is a process for managing change. And you can be their "change agent."

You need to become their "trusted adviser," and not just in a superficial, name-change sort of way. No, you have to become their consultant and confidant on a broad range of human resource issues, including their provisioning of benefits.

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