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How do your clients see their employees?

How your clients view their employees provides the key to your future.

By Mike Sullivan | Updated on October 15, 2013
(AP Photo/Paul Sakuma)

How do your clients perceive their employees? As assets or expenses? The answer to this question — perhaps even more than the number of people on the payroll — provides significant clues about actions required to prepare for your future in the employee benefits business.

This concept was introduced to me during a business discussion several months ago. It caught my attention, and I’ve spent a lot of time thinking about it. I’ve come to the conclusion that this dynamic will become one of the defining aspects of our industry, and it will bifurcate the marketplace into two very different camps.

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