Instead of focusing on the external issues that you cannot control, you should be focused on your business model and figure out how to reinvent your practice to enhance your value proposition to your clients and prospective clients. How can you make up any lost revenue? Why will your clients find your services relevant - and perhaps even more necessary? What additional revenue streams can you add to optimize the value of your existing and new client relationships? That's what you need to focus on and that's all within your control. That's also why we have been discussing strategic alliances over the last several months as a strategy to adapt to the changing market conditions. Joining forces with like-minded benefits professionals just might be the right approach.


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