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Hard Truths for Clients

Being a healthcare consultant has never been harder. Rising costs, private equity pressure, fragmented point solutions, and constant scrutiny from CFOs and executives have changed what clients expect from their advisors. In this live panel recorded at a recent event, seasoned consultants Chris Merrill (IMA), Rico Bocala (USI), and Scott Wood (Benefit Commerce Group, an Alera Group company) share hard-won lessons on managing trend conversations, navigating tough client moments, and maintaining trust when the answers aren’t easy. From telling clients what they need to hear (not what they want to hear) to narrowing bloated solution menus and proving ROI in a high-pressure environment, this episode offers a practical look at what it takes to stay relevant as a benefits advisor today. Margin of Care is presented by Garner Health. Learn more at getgarner.com 00:00 – Why 8% Trend Is No Longer a Win 01:22 – The Biggest Challenges Employers Face Today 02:46 – The Problem With Too Many Point Solutions 03:44 – Why CFOs Are Now Deeply Involved 04:52 – Private Equity Pressure on Benefits Decisions 06:30 – When Relationships Aren’t Enough Anymore 08:54 – Telling Clients What They Need to Hear 10:08 – Moving Beyond the “Menu” of Options 12:10 – What Makes a Real Partner vs. a Shiny Object 15:16 – Measuring ROI Beyond Cost Savings 19:51 – What the Next 3–5 Years Look Like 24:06 – Staying Relevant as a Consultant 27:15 – Closing Thoughts