Published by Cy Moser on February 13th, 2020

There are all sorts of pithy quotes about the shortcomings of perfection. “The perfect is the enemy of the good” or “Progress is more important than perfection”. And, while they may be a bit cliché, they’re also all true.



I was reminded of this recently when working on a case with a client who many would consider, let’s say, less than perfect. In fact, other producers had passed on the case because they were worried about the potential for poor results – the case was that challenging! Now, it took some leg work and some coordination with our broker and enrollment partners, but we were able to turn the case into a success. For me, it really proved that you don’t need perfect conditions to implement a worthwhile benefit solution.

I think there’s a tendency in our industry to look for the “perfect” case. One with the right enrollment conditions, with the right employee demographics and where internal systems are ready to accommodate enrollment. But, in looking for those cases, you’re going to miss out on a lot of great opportunities. 

So, the next time you’re presented with a tricky case, here are a few simple pointers on an approach to those cases that I’ve found helps deliver value for producers, employers and employees. 
  • Listen – Really take the time to learn about the client, their administration challenges and their benefit needs. You can only do this by listening. Not only will listening help guide you to a solution, it helps build trust with your client.
  • Customize your solutions – Once you have an understanding of the client, start designing a solution around those needs. I know we all have our tried and true answers to our client’s challenges, but you have to be willing to go outside the box. It’s that old phrase that when you’re a hammer, every problem looks like a nail – stay away from that mentality! Be creative; with a challenging case the right solution may not look exactly like the solution you’re used to.
  • Work with the right partners – As you might imagine, building a flexible solution requires partners that are flexible as well. In our industry, you’re always dependent on your partners. Make sure you work with people you trust, who share your vision and who are willing to tailor their solution to your client’s unique needs.
  • Go the extra mile - In many cases, this is what’s holding people back on less-than-ideal cases. Yes, it’s more work. But if you’re willing to go the extra mile, spend a little more time planning and dedicate a few more resources, you can have success – even on cases that may not seem tailor-made for it.
Where some people may see challenges, you can start to see opportunities with the right partners and the right perspective. You can open up a whole slew of new opportunities by revisiting some of those cases that you may have passed on in the past. Not every successful enrollment is going to look the same. I’ve found that, while those “perfect” cases are great, if you’re only pursuing those, then you’re not necessarily pursuing success.