How it works
Outreach starts in week one. Every step is built around the plan sponsor’s renewal calendar, because self-funded employers make vendor decisions in the 90–120 days before their plan year begins.
1. Territory screen
We build your Territory Screen: every employer in your territory with a verified self-funded health plan, drawn from regulatory filings and market data. We tier each one: Tier 1 confirmed self-funded in your size band, Tier 2 mixed or carve-out candidates, and screened out. Each record carries plan-year start month, incumbent carrier or TPA (third-party administrator), stop-loss presence, and broker of record.
2. Decision-maker map
For each Tier 1 employer we identify the CFO or controller, the VP of HR or benefits, and the broker contact. Direct emails and phone numbers are pulled inside your own contact-data seat.
3. Sequence
Twelve touches over six weeks across LinkedIn, email and phone, timed to land in each employer’s renewal window. Our SDRs (sales development reps) know the vocabulary: specific and aggregate stop-loss, ASO, level-funded, Schedule A, broker of record.
4. Meetings
A meeting reaches your calendar only when it meets all three standards: a self-funded employer in your band, a decision-maker on the call, and a confirmed time. You pay the meeting fee only when it is held.
5. Weekly report
Sends, replies, meetings booked and held, and the renewal-month pipeline for the next 120 days.
What we don’t do
- We don’t sell lists, databases or contact files.
- We don’t discuss coverage, pricing or plan terms with employers; we book the meeting, and you have the product conversation.
- We don’t cold-call mobile numbers unless your data license permits it.
Glossary
- SDR / BDR (sales or business development representative): the person who researches prospects, runs outreach by email, LinkedIn and phone, and books first meetings. They hand the meeting to the client; they don’t close the sale.
- Self-funded (self-insured) employer: an employer that pays employees’ health claims from its own funds instead of buying a fully insured policy.
- Level-funded plan: a self-funded plan with fixed monthly payments, common for smaller employers.
- Stop-loss insurance: coverage a self-funded employer buys against very large claims. Specific stop-loss caps the cost of any one person’s claims; aggregate stop-loss caps the plan’s total claims for the year.
- MGU (managing general underwriter): a firm authorized by an insurance carrier to price, sell and issue its stop-loss policies. The carrier holds the risk; the MGU brings in the business.
- TPA (third-party administrator): the company that processes claims and runs day-to-day administration for a self-funded plan.
- ASO (administrative services only): an arrangement where an insurance carrier administers a self-funded plan but the employer pays the claims.
- PBM (pharmacy benefit manager): the company that manages a plan’s prescription drug benefit, pricing and pharmacy network.
- Broker of record: the benefits broker or consultant formally appointed to represent the employer with carriers and vendors.
- Plan year: the 12-month cycle of an employer’s health plan. Vendor decisions are usually made 90–120 days before it starts.
- Form 5500 and Schedule A: the annual report employee benefit plans file with the U.S. Department of Labor. Schedule A lists the plan’s insurance contracts, including stop-loss. One of several inputs to the Territory Screen.
- CFO, CHRO: chief financial officer; chief human resources officer.