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Workplace Safety is Great...
What About The Contract? |
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In December 2008 Injury Management Partners and Occupational Health & Safety Group conducted an on-line survey of nearly 100 employers. Almost 60 percent of the employers surveyed were not sure how their third-party administrators (TPAs) or managed care organizations (MCOs) were compensated for medical provider network development. Seventy-four percent did not know the compensation arrangements for TPA and MCO bill review services.
So what does this mean to employers? It means that it’s necessary to spend as much time on secondary prevention strategies as primary prevention strategies. Primary injury prevention strategies, such as creating a safe work environment, ensuring the proper use of personal protective equipment and utilizing efficient and safe work processes have been very successful. We’ve seen the studies such as National Council of Compensation Insurance (NCCI) Summer 2008 Research Brief “Workers’ Compensation Claim Frequency Down Again in 2007” stating their effectiveness. But there is more to be done to drive down workers’ compensation costs – and it starts with addressing secondary prevention strategies…
Read More about Secondary Prevention Strategies
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Advantage Tools and Tips
by Susan Toussaint |
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Assess for Success
Whether you’re buying a car, choosing a college to send your child to or selecting a new appliance for your kitchen most people do a bit of research to determine what’s available in the marketplace, what the investment is going to cost and if the product is going to meet their needs. Then why is it, when sales people are prospecting they forget to research the prospect and determine if they are a good fit for their services?
The foundation of The Employer’s STEP Advantage program begins with assessing the needs of the prospect. Utilizing the tools within the Starter Kit to assess the prospect's current injury management processes and developing a better understanding of their needs and goals is an essential first step in improving employee injury management outcomes.
Don’t get Caught in the Solutions Trap!
The solution trap occurs when well intentioned sales professionals are so confident that what they are selling is what the prospect needs, they forget to assess the needs of the prospect and listen. Providing solutions too early in the sales process, before the buyer is ready or fully understands and articulates their own needs, will no doubt leave your prospect confused and you pitching to an empty plate.
Ask yourself the following questions: Has the prospect shared with me what they think their problems are? Have I asked the prospect questions that flush out their experiences, concerns or expectations? Do I know why they agreed to meet with me? Have I listened or, have I showed the prospect what I have and told them what we do?
Assessments are powerful tools, they provide the sales professional with the opportunity to listen, ask probing questions and hone in on opportunities that may be missed when a traditional feature/benefit sales approach is used.
Tool Tip: Incorporate The ESA Starter Kit into your sales process. By asking the prospect to self-assess you will accomplish two important things. First, a prospect willing to do a little homework is one that is motivated and open to learning. Secondly, by reviewing the assessment with the prospect they will begin to see you as someone interested in their future.
Remember ~ A motivated prospect interested in learning who can see you in their future is called a client!
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| Partners Place |
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Introducing our Newest Certified Partners...
Injury Management Partners officially launched its Certified Partner development strategy in December of 2008. We were fortunate to have a group of highly motivated agencies that were ready to incorporate The Employer’s STEP Advantage program before the official launch. Injury Management Partners welcomes the following Certified Partners:
The Anderson Agency
Minneapolis, Minnesota
WorkComp Solutions
Lakeland, Florida
IB-TX Risk Services
San Antonio, Texas
WorkComp Partners
Bartow, Florida
Partner Training Dates: In 2009 Injury Management Partners will enhance its Partner Training Program. In addition to providing on-going training to support implementation of The Employer’s STEP Advantage, we have added two new training offerings to advance learning opportunities for our Certified Partners.
Sales Training with Frank: Each month Injury Management Partners’ Frank Pennachio will conduct sales training Webinars exclusively for our Certified Partners. Mr. Pennachio is an expert on Workers Compensation and has provided sales coaching for hundreds of agents throughout the country. His humor, knowledge and commitment to enhance the skills of our partners will make these monthly sessions a must to attend.
Contributing Consultant Series: New for 2009, Injury Management Partners will bring dynamic presentations by industry experts to our Certified Partners and other professional service providers interested in reducing the number, cost and duration of employee injuries. We start our series out with Joe Paduda, principal of Health Strategy Associates. Mr. Paduda’s topic for the January 28th Webinar: Impact of Health Care Reform on Workers’ Compensation. Seating is limited. To inquire please contact: info@injurymanagementpartners.com
 About the presenter: Principal of Health Strategy Associates, Joseph Paduda is a nationally recognized expert, on managed care for the wokers’ compensation and group health industries. Speaker, author and frequent media source, Mr. Paduda also publishes the blog www.managedcarematters.com, with over fifteen hundred daily readers in the industry.
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Frankly Speaking.
by Frank Pennachio |
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If you are new to selling, you are entering a world that is tougher than ever before. If you are experienced, you have noticed the art of sales is evolving. Sales professionals are facing a great paradox: while selling has never been more challenging, the rewards have never been greater.
The selling profession will continue to provide outstanding rewards far into the future. However, in order to realize success, you must commit to ongoing training and be able to adapt quickly during times of change. Sales strategies that have worked in past are not good enough in today's competitive world.
See Frank's Suggestions for Selling Success
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| Industry Events |
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Share your event or recommend another, please contact info@injurymanagementpartners.com
Health Benefits Conference and Expo
Tampa, Florida
February 3-4
www.hbce.com
Look for Injury Management Partners on the Agenda
Association of Governmental Risk Pools
Daytona Beach, Florida
March 9-11
Look for Injury Management Partners on the Agenda
Risk and Insurance Management Society Annual Conference
Orlando, Florida
April 19-23
www.rims.org/rims2009
Self-Insured Workers’ Compensation Executive Forum
Hilton Head, SC
May 18-20
www.siia.org
Look for Injury Management Partners on the Agenda
National Council of Self-Insurers
Palm Springs, California
May 17-20
www.natcouncil.com
National Safety Council Conference & Expo
Orlando, Florida
October 26-28
www.nsc.org
Look for the Injury Management Partners Display
National Associations of Occupational Health Professionals
San Francisco, California
November 2-4
www.naohp.com
Look for Injury Management Partners Display and Presentations
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| Interested in Becoming a Partner? |
Injury Management Partners will be conducting a free Webinar to introduce our Certified Partner Program on January 21, 2009 at 2:00 EST. For registration information,
please contact info@injurymanagementpartners.com
If you’re interested in growing your business through our turn-key, fee based consulting opportunities and improving injury management outcomes for employers we’d like to share our opportunity with you.
To learn more, visit our website at www.injurymanagementpartners.com
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