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Clients hire you (and fire you) because they want to be led.

Are you too slammed to consider new solutions because it's 4th quarter in the benefits business? Are you deferring new ideas until Q1?

Do your clients know? Would your prospects care? Don't forget that clients hire you (and fire you) because they want to be led. 

If you're a benefits solution, raise your hand if you've been pushed off to the mystical time known as "after-the-busy-season." Makes you wish for a lunch & learn, right?

I see a pattern at firms at all levels (sales, service, platform resources, and leadership) of completely putting off investing time to think, learn and plan because it's "the busy season."

I understand the demands of competing priorities and am concerned about what those delays will cost you. If you don't revisit an idea until Q1, it's unlikely you'll execute and capitalize on it until mid-2020. That may not be quick enough in a dynamic market.

I've been thinking about this quote from Jason Fried, the CEO of...

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Wake up! Speak French! Originally published in Leaders Edge Magazine

firm operations growth Jun 01, 2019

My parents, sisters and I were on a month-long trip through Europe in 1987 in a bright orange Volkswagen van that Dad still claims he didn’t choose. It was a mechanism for international embarrassment—European Vacation, Teen Daughter edition.

We’d arrived at a toll booth and didn’t have correct change. The “middle sister” was proficient in rudimentary French, but she was asleep. Desperate times. We were blocking traffic, so we screamed at her to “wake up and speak French.” Dazed and confused, she conversed with the toll taker; it’s unclear whether it was her translation skills or his sympathy (or irritation) that allowed us free passage.

This family classic comes to mind as I contemplate the employee benefits industry and impediments to innovation. We are asking the same people who have been successful in this industry because they like process, certainty, contracts and an annual “cycle of things” to now be flexible,...

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