Now that we have less than a year to deal with the ramifications of the Patient Protection and Affordable Care Act, what are you doing to engage your clients in a meaningful discussion to prepare them for the decisions that need to be made? It's not as simple as asking, "Pay or play?" The answers to both questions are correct depending upon your client's needs and what they are trying to accomplish with their benefits decisions.

So where is a good place to start? Focus on what your clients value most about the employer-employee relationships. Until you know what your client's values are, how do you know what you should recommend? You need to understand their business issues and their culture. What business challenges are they currently facing?

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