Jan Kaupas, Senior Vice President of Sales
Keeping Promises Since 2009
One of our current clients referred us to the director of a private school to talk about how the Extensis personalized PEO service model could satisfy the HR needs of a school with 80 teachers and staff. During our first meeting, we learned two important facts: a national PEO had already presented a full proposal and the school’s current broker worked at a large insurance agency. Coincidently, we had met the broker when we conducted a CE course at his insurance agency the prior week.
During the first meeting, our Broker Sales Manager conducted an HR analysis with the school’s director. The school’s greatest immediate concern was tied to downsizing their HR staff—they needed expert HR support and guidance. They also wanted a more robust health option to better attract and retain teachers and staff. However, our greatest challenges came from the PEO who had already presented their proposal: we needed to overcome the competition’s pitch and head start.
At Extensis, we’re known for working exclusively with our insurance broker partners. So, the first thing our Broker Sales Manager did was to reach out to the school’s current broker. It was obvious the school wanted to move to a PEO—and if the other PEO won the business, the broker would lose the account and commissions. With the broker’s knowledge of the school, we partnered to create a healthcare offering perfectly tailored to the school’s needs.
The Extensis PEO service model is premised on offering the ideal combination of personalized service and simple technology. The ideal combination varies by client. For this client, we recognized HR services were paramount. To demonstrate our understanding and support of their needs, we brought the HR Manager and Activation Manager who would be assigned to their account to the proposal meeting. We shared a hands-on discussion of our HR service model and were able to differentiate the Extensis offering from the competing PEO.
In the end, having the school’s trusted broker support our offering, personalizing HR and benefit solutions to the school’s needs, and offering transparent pricing won the business.
Together, Extensis and the broker won the business because we formed a partnership and we offered the school a consultative PEO solution. The broker retained a valuable client. The school has a PEO solution personalized to their needs.