Issue: A large state educational organization on behalf of 39 members wanted a structured process for selecting a regional medical insurance brokerage firm. The firm would represent the consortium in negotiations with major national medical insurance companies and select a carrier with a multi-year guaranteed tier of rates for the several thousand employees in the member base.
Our process: Calfee Financial developed the methodology for survey, selection, adoption and completion of the task outlined. We solicited all members as to current medical insurance brokerage representation and whether these brokers wanted participation in the process. Seven regional firms did, and a survey of the various carriers, coverages, and costs was circulated and compiled by us for use in this process. A representative committee of the 39 members convened and heard seven presentations from the seven regional firms for selection by the committee. One firm was unanimously selected.
We proceeded to work closely with that firm over five months as national carrier bids were selected, educational meetings were held with all 39 members, current and accurate census data collected, and negotiations concluded. Our firm’s involvement provided intellectual honesty to a commission-driven product and industry. The client wanted Calfee Financial to consistently opine as to the real workings of the process, what were the ‘moving parts’ and where was the real commission being earned.
Result: A major national medical insurance carrier agreed to insure the consortium for a minimum of three years with an annual aggregate savings of more than $2.5 million.