A carrier move and a negotiation are different wins. We say which one you got.
Savings only mean something if you know where they came from.
Move or negotiate.
They happen for different reasons.
A Carrier Move
The group moves and the new carrier’s price is lower for the same plan.
A Negotiation
The incumbent improves its offer after we take the group to market.
Both Matter
Each is a legitimate result. Mixing them hides what worked.
What we write down.
Refusals count too.
Alternates Requested
We request alternates in writing and keep the replies.
Credits Asked For
We note each credit requested and the answer.
The Refusals
A no is recorded, which is what makes the yeses credible.
Why it helps you.
Honest labeling improves next year.
Know What Works
You see whether the leverage was the market or the relationship.
Better Next Year
The record shapes how we approach the following renewal.
No Inflated Claims
A savings figure you can defend in front of your CFO.
Questions Employers Ask About This
Do you always recommend moving?
No. Sometimes staying with a better offer is the right result.
What if the incumbent will not move?
Then the datum and the market results show whether to move.
Do you write refusals down?
Yes, with the date and the carrier’s reply.
Related guides.
From Renewals to Results: The Broker Playbook
The full playbook.
Held-Census Repricing: Compare Renewals Like for Like
Compare on the same census.
Trend vs. Group Experience: How to Read a Renewal
Trend versus experience.
Want this applied to your renewal?
Send us the renewal and we will run it through DATUM and show you where the number comes from.
Your renewal letter
Your census
Your current plan documents
Your renewal date
Rough answers are fine. We build the numbers from there.
Laws and rules referenced
Employee Benefit News: Renewals to Results — Opinion piece on brokers moving from plan shopping to data-driven advisory work.
An independent employee benefits consulting firm. We look at the entire benefits program — cost, plan performance, risk and administration.
Switch to CFH. Unhappy with your broker? Your employees won’t notice. You will. →
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