Differentiating yourself from the herd

Jan Kaupas, Senior Vice President of Sales
Keeping Promises Since 2009

EXTENSIS IN ACTION: SEE HOW WE CAN HELP YOU CREATE RESULTS View All
  • Challenge
  • Extensis Solution
  • Result

Challenge

Differentiating yourself from the herd

Differentiating yourself from the herd

An experienced benefits broker (20+ years) had a hard to place client.  The best solution turned out to be a PEO solution.   While the broker’s first PEO placement was not with Extensis, an interest was sparked in this analytically focused broker to learn more about PEOs.  The PEO solution bundled things he had been talking about with his clients for years.  So, he began to seek out information:

  • Were there PEOs who partner with brokers like him?
  • Which PEOs were most competitive in their service offerings?
  • In an era of constantly changing compliance, which PEO offered the best administrative solutions that were a good fit for his clients and prospects?

Extensis Solution

Differentiating yourself from the herd

Differentiating yourself from the herd

The broker then had another case where there was a competition for replacing an in-force PEO.  Having heard about Extensis, he contacted them regarding this business.  Extensis scheduled a meeting with the broker and together they worked on a winning proposal – resulting in a competitive win for the broker and new relationship for Extensis in terms of both broker and client. 
 
The quality of the Extensis service platform stands out with the broker’s clients and the fact that Extensis works exclusively with brokers stands out with him.  In addition, the broker is assured by the fact that Extensis senior management is highly accessible and involved in the day to day business.  This isn’t some large nationwide PEO where at most, you get a call from a mid-level sales representative.  You are dealing with a boutique that adapts to meet the needs of the client instead of trying to fit the client into the needs of the company.

Result

Differentiating yourself from the herd

Differentiating yourself from the herd

A highly satisfied broker that has a PEO partner in Extensis that fits with his view of the world.  The number of options for benefit brokers has become extremely limited the last few years and seems to be shrinking further.  By developing a new relationship with Extensis, the broker was able to differentiate his practice and stand out from the competition.

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