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Vision 2020

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Betsy White

on 19 September 2014

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Transcript of Vision 2020

Sales and Recruitment
Mergers and Acquisitions
Acquisition and new producers to complement P&C footprint (NYC, Long Island, New Jersey, CT)

Producer recruitment by market segment in Buffalo and Rochester

Focus on small to mid-size employee benefit agencies
Leverage Market Segment
Continue to be a market leader in specialization

Select Market
- Lawley Marketplace (LMP)

Enterprise Market
- LMP, Captives, Trusts, Underwriting and Rate Validation, Compliance/HCR

Key Market
- Health Management, Milliman, Self- Funding, Trusts, Data and Reporting, Compliance/HCR

Lawley Courier Advisors
- Cross-selling, Larger Plan Sizes, Expanded Marketing
Lawley Marketplace
Marketing and Branding

Internal Support Structure

Lawley Marketplace Producers

Innovative Product Offerings
Healthcare Reform and Change
2015 Large Group Employer Mandate (100+)
2016 Large Group Employer Mandate (51+)
2016 Small Group Changes: 2 to 100
2018 Cadillac Tax
Defining our role:
Defending clients from penalties
Audits by DOL and ERISA
Self-funded clients
Should we be involved in:
- Tracking subsidies
- Individual Market
Top line growth must be strategic and measured

Focus on operational profit

Carrier Reporting

Strategic Carrier meetings

Cultivate Carrier relationships

Client Relations
Vision 2020
The road ahead
Focus on Organic Growth
Retention and Engagement
New Producers
Salesforce / Qlickview
Mentoring Program
New Business
LMP Sales Manager
Select Market - Develop plan to respond to changing regulations

Refine and Utilize Capacity Tool

Retention and Engagement of workforce

Maintain emphasis on cross-selling

Provide Education and Training (LBU)

Vision 2020 Goal = $31,000,000
What does that mean to you?
What does that mean for you?
The ability to expand Lawley Benefits Group by
40 Staff and 15 Producers
More People!!!
More Opportunity

for Growth and Advancement
More Special Events!!!
More Space!!!
What is the Difference Between
3% Growth and 10% Growth?
Full transcript