Renewals are time to demonstrate the value you provide to clients year-round—beyond just placing their insurance coverage. You likely provide a stewardship report that details all your services and support, including technology offerings. In this article we’ll discuss the best way to position your technology services at renewal, using the MyWave Elements client portal as an example.

1.     Demonstrate all you delivered, with context

Through Broker Briefcase, you can run a report showing what content you posted to each client’s portal throughout the year, to show the breadth of resources you personally provided (note: for those with the Content News Feed, this report will not include content posted automatically by Zywave).

Under Reports, run the Distributions – By Account report. Specify your date range, account and output, and Run Report. When your report is created, filter by the column Distribution Type to only include content posted to the portal.

Tip: If you posted anything due to a client request or to support a unique client pain point, highlight those pieces as specific examples of your targeted service.

2.     Focus on the benefits

Highlight popular areas of the client portal, such as the OSHA log—and focus on the benefits for the client. For instance, if the client had an OSHA visit, emphasize how the online OSHA reporting made it simple to demonstrate their recordkeeping compliance. Other benefits include the ability to:

• Create their annual 300A Summary in minutes to meet compliance requirements
• Have a historical summary of incidents stored in one place
• Analyze injuries to find problem areas and benchmark their data against national averages

3.     Make sure the client is taking full advantage

Renewal is also a great time to introduce features your clients may not be taking full advantage of. A popular feature of MyWave Elements is the community forum, where clients can connect with industry peers to discuss ask questions and discuss best practices.

If you client is aware of this section, ask how he or she is using it. If not, introduce it and show some examples of discussions currently going on. Introducing new features at renewal gets clients thinking about the following year and the new benefits they can take advantage of.

Bottom line

When summarizing your services and offerings at renewal time, don’t just list out your services—focus on the benefits and value to the client. Using examples of times you support specific needs is more meaningful than simply a list of everything that was provided. And reviewing technology is a good time to introduce features they may not be using—to use as an additional hook to renew.

© 2012 Zywave, Inc. All rights reserved.