Jan Kaupas, Senior Vice President of Sales
Keeping Promises Since 2009
An employee benefit broker asked us to quote, along with others, on HR services for one of his former clients. When his client signed on with a national PEO two years ago, it severed their long-time business relationship. Now, his former client was having service issues and the broker wanted to help.
Our challenge was twofold. First, show the broker how a partnership with Extensis, a broker-focused PEO, could help both him and his client. Secondly, convince his client that our personalized, local PEO service would provide all the benefits of a PEO without the service issues the company was experiencing with the national PEO. And, do it for a great value.
We explained our business model to the broker. At Extensis, we work exclusively through employee benefit brokers because we feel the best HR outsourcing solution comes from a deep understanding of each client and their needs. We help our broker partners compete more effectively against PEOs, payroll companies, and HRIS/digital software vendors—and access a recurring revenue stream.
As we worked with the broker on this case, we developed a relationship based on trust. The broker’s confidence in us grew quickly based on our responsiveness, industry knowledge, and PEO sales expertise. We had a 48-hour turnaround for the quote and it was hard to get the data we needed to evaluate the client’s needs and provide a personalized proposal. When we recommended doing a pre-meeting with his client to discover the details, the broker didn’t hesitate for a moment. We used that time to learn more about his client’s specific needs so we could develop the right solution. The key to a winning proposal is knowing what’s important to each client and offering great value.
We delivered the proposal together. Our broker partner was there as his client’s trusted advisor. Our primary job was to represent the broker and make him look good. He allowed us to pitch the case for leaving the national PEO. We took time to show how each element of our proposal satisfied the client’s specific concerns and needs. We highlighted our competitive, transparent proposal. We even had Extensis service people on hand to meet the client.
Our broker partner told his client that the Extensis proposal was better than what they had. Plus, we promised great service and our broker partner confirmed his high-comfort level with us based on his sales experience.
The client valued his broker’s recommendation and chose Extensis, enabling the broker to reestablished his business relationship with his former client.
Our sales team’s experience was a true differentiator. As our broker partner said to us repeatedly, “What’s important is your word, your service, and price.” We know his success is based on responsiveness and high trust. We are honored he has chosen to partner with Extensis.