©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.
©Businessolver, Inc. 2017 – Private and Confidential
Today’s Set List
3
Write Catchy Lyrics
Be A Calendar Conductor
Find The Harmonies
Name Your VIPs
Get Ready For The Encore
Sound Check
©Businessolver, Inc. 2017 – Private and Confidential 4
Sound Check
©Businessolver, Inc. 2017 – Private and Confidential
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
©Businessolver, Inc. 2017 – Private and Confidential
Complexity of Benefits Administration
6
©Businessolver, Inc. 2017 – Private and Confidential
The Benefits World Is Complex
7
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
©Businessolver, Inc. 2017 – Private and Confidential
It Takes Time: Consider Your Options
8
©Businessolver, Inc. 2017 – Private and Confidential
Are You Changing Your Tune?
9
Enterprise Resource Planning System
Exchange
Paper
HCM Solution
Benefits Administration Systems
©Businessolver, Inc. 2017 – Private and Confidential
What You Really Buy From A Service Provider
10
”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
8
9
Data security
Third-party integrations with no contractual obligations
10 NOT a vendor
©Businessolver, Inc. 2017 – Private and Confidential 11
Name Your VIPs
©Businessolver, Inc. 2017 – Private and Confidential
Narrow Down Your VIPs
12
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
©Businessolver, Inc. 2017 – Private and Confidential 13
Be A Calendar Conductor
©Businessolver, Inc. 2017 – Private and Confidential
Keep The Band On Track
14
LEGAL
Key RFP milestones to considerWhat business areas need to be involvedSet common goals with all stakeholders
IT HR FINANCE(PAYROLL)
End Users
©Businessolver, Inc. 2017 – Private and Confidential 15
Write Catchy Lyrics
©Businessolver, Inc. 2017 – Private and Confidential
Adhere To The 3 D’s
16
Distinguish Discriminate Detail
©Businessolver, Inc. 2017 – Private and Confidential
Distinguish Yourself With A Rockin’ Drum Solo
17
Steer clear of vanilla RFP templatesOutline unique business goalsDepict culture traits
©Businessolver, Inc. 2017 – Private and Confidential
Discriminate
18
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
©Businessolver, Inc. 2017 – Private and Confidential
Detail: Don’t Miss A Beat
19
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
©Businessolver, Inc. 2017 – Private and Confidential 20
Find The Harmonies
©Businessolver, Inc. 2017 – Private and Confidential
Find The Harmonies
21
©Businessolver, Inc. 2017 – Private and Confidential 22
Get Ready For The Encore
©Businessolver, Inc. 2017 – Private and Confidential
Important Items To Consider
23
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
©Businessolver, Inc. 2017 – Private and Confidential
Important Items To Consider
24
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
©Businessolver, Inc. 2017 – Private and Confidential
Next Steps
25
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
©Businessolver, Inc. 2017 – Private and Confidential 26
Questions