Pete Yozzo remembers how 15 years ago his fellow insurance brokers competed on highly personalized services at the best prices to help clients improve the efficiency of their HR function. Now as founder and CEO of ThinkHR, he says that value proposition has since shifted to emphasize securing as many affordable tools and technologies as possible.
But the path to differentiation now hinges on ensuring that clients are actually using those resources to avoid potentially cost-prohibitive needs, such as labor attorneys, according to Yozzo. “We believe that the way to drive adoption is to start giving people data and benchmarking,” he suggests, noting how it also will help strengthen client relations.
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