©Businessolver, Inc. 2017 – Private and Confidential

©Businessolver, Inc. 2017 – Private and Confidential

RFP Musicians

2

JON SHANAHANPresident & CEO

Businessolver

RHONDA MARCUCCIVP, HR & Benefits Technology Consulting Practice

Gruppo Marcucci, a division of Gallagher Benefit Services, Inc.

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Today’s Set List

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Write Catchy Lyrics

Be A Calendar Conductor

Find The Harmonies

Name Your VIPs

Get Ready For The Encore

Sound Check

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Sound Check

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EmployerEmployees

Broker/ConsultantCarrier Payers

Compliance

PROCURERFP/Contract

Negotiation

ENROLLWeb/Mobile,

Phone, Paper,Face-to-Face,

Decision Support

ANALZYECensus,

Reporting, Big Data

CARE/CLAIMSAdvocacy, Decision Support

BILL & PAYReconciliation,Payment, Self-

bill,Payroll

DeductionMANAGE

DATAHRIS/Payroll,

Claims Payers,Others

COMMUNICATEWeb/Mobile,

Phone, Paper,Face-to-Face

Complexity of Benefits Administration

5

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Complexity of Benefits Administration

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The Benefits World Is Complex

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Complex Eligibility

Group Drivers

Collective Bargaining

AgreementsStock Option

Availability

Zip Code Driven

Eligibility

Acquisition Legacy

Multiple Payroll

Frequencies

Ancillary / Voluntary Offerings

Turn over

Multiple Locations

Wellness Credits

Salary/age banded

rates

Seeding HSAs

Rates

Retirees

Expats/Inpats

Data Transmission

Networks

Defined Contribution

Schemes

Centralized or Decentralized administration

Wellness

Grandfathered populations / exceptions Surcharges

Factors Driving

Complexity

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It Takes Time: Consider Your Options

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Are You Changing Your Tune?

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Enterprise Resource Planning System

Exchange

Paper

HCM Solution

Benefits Administration Systems

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What You Really Buy From A Service Provider

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”How” not “what”1

2

3

4

5

6

7

A set of tradeoffs

Change

A relationship

A culture match

A point of view

Technology & services

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9

Data security

Third-party integrations with no contractual obligations

10 NOT a vendor

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Name Your VIPs

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Narrow Down Your VIPs

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Find a good agent for the bandDetermine suitable VIPsProvide VIPs with appropriate amount of information about the bandListen to the demo tapeCollect feedback on the demo and select the VIPs

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Be A Calendar Conductor

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Keep The Band On Track

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LEGAL

Key RFP milestones to considerWhat business areas need to be involvedSet common goals with all stakeholders

IT HR FINANCE(PAYROLL)

End Users

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Write Catchy Lyrics

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Adhere To The 3 D’s

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Distinguish Discriminate Detail

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Distinguish Yourself With A Rockin’ Drum Solo

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Steer clear of vanilla RFP templatesOutline unique business goalsDepict culture traits

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Discriminate

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Prepare Questions• Partner company background• Security/audits• Functionality• Ability to support requirements• Implementation• Ongoing support• Experience

Prove it• Audits• Sample reporting package• Security• Technology infrastructure• Standard contract

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Detail: Don’t Miss A Beat

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Company Details• Company background• Purpose of the RFP• Expectations of the

partner• Time and instructions

Current/Desired State Review

• Benefit service providers• Current services• Benefit management

structure• Current enrollment

processes• Payroll & billing

processes• Future considerations

Supporting Documentation

• Company structure• Eligibility structure• Eligibility rules• File integrations• Benefit communication• Sample file specification• Financial commitment• with counts

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Find The Harmonies

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Find The Harmonies

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Get Ready For The Encore

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Important Items To Consider

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Security & Risk

• Implementation risk• Data security/cyber risk• Ongoing execution risk• SSAE 16• Intrusion audits

Implementation

• Timeline and go live date• Requirements gathering• Data import and preferred

data format• Project management• Buyer commitments

Capabilities

• Single-sign on• File feeds• Carrier transparency tools• Billing and payroll• Fulfillment• Wellness integration• ACA compliance

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Important Items To Consider

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Company Culture/History

• Leadership team• Years in service• Core values• Team structure• Site visit• Provide photos and

videos

Employee Support

• Service center• Fulfillment• COBRA• Retiree support• Call volume• Live chat• Recorded calls

Fees & Legal

• Implementation fees• Annual/ongoing Fee

caveats• Sample agreement• Fee philosophy

Appendix Items

• System architecture• Security audits• Partner integrations• Insurance coverage

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Next Steps

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1

2

3

4 Sales to operations hand off – what does this look like?

Set a strategic finalist meeting agenda and demo scenarios

Onsite visits – why and when should you do them?

Narrow down to 2 – 3 finalists

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Questions