How Brokers Can Win (and Keep) More Clients by Mastering Healthcare Cost Control
Employers are demanding more from their benefits brokers.
Renewal quotes and generic benchmarks aren’t enough. Competitors are already using advanced analytics to deliver deeper guidance. Clients want real insights and proactive cost control, backed by data and actuarial expertise. Brokers who can deliver on that will stand out, build deeper client relationships, and stay ahead of shifting expectations.
The Broker Landscape is Changing
For years, brokers have competed on service, carrier access, and negotiation skills. But those table stakes no longer move the needle.
Employers are facing:
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Aggressive cost pressures
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A lack of clarity around ROI from their benefits spend
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New fiduciary risks under transparency rules
They’re looking for advisors who don’t just manage renewals, they want help controlling rising healthcare costs and planning with confidence.
Your Opportunity: Shift from Plan Quoter to Strategic Advisor
To stand out today, brokers need to offer more than quotes and carrier spreadsheets. The most successful brokers are embracing self-funded strategies and using actuarial insights to show clients how to manage cost drivers before they spiral.
That shift is what turns a transactional vendor into a trusted advisor.
By helping clients understand and manage risk through self-funded plans, brokers can:
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Deliver more value year-round
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Improve retention and win new business
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Reduce cost surprises for their clients
Not sure how to start the conversation around self-funding? Our Self-Funding Feasibility Guide breaks down how to assess whether it’s a fit for your clients.
Three Key Areas Brokers Can Address with Actuarial Support
Here’s where brokers can start providing deeper, more differentiated value—especially when advising self-funded clients.
1. Identify Hidden Cost Drivers Early
Most employers assume cost increases are due to inflation or rate hikes. But the real drivers are often hidden in the data.
High-Cost Claimants: The 5% Driving 50%+ of Costs
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In most employer-sponsored plans, 5% of members drive over 50% of claims costs.
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Many brokers lack visibility into who these individuals are and what’s driving their expenses.
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Brokers can advise clients on early intervention strategies, targeted care management, and stop-loss optimization.
Specialty Pharmacy: The Fastest Growing Cost Category
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Specialty medications now account for 50%+ of total Rx spending, even though less than 2% of members use them.
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Traditional PBM solutions often fail to contain costs because they prioritize rebates over true cost savings.
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Brokers need actuarial expertise to evaluate PBM contract structures and carve-out strategies.
2. Avoid Plan Design Pitfalls
Even small plan changes can lead to major unintended consequences if they’re not modeled correctly.
Common issues:
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Adjusting deductibles or OOP limits based on carrier advice instead of claims modeling
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Failing to anticipate adverse selection or shifting cost burdens to employees
Actuarial modeling allows brokers to:
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Forecast how plan design changes affect total spend
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Evaluate options like tiered networks, direct primary care, or reference-based pricing
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Present clients with side-by-side comparisons based on actual risk—not assumptions
Want to see how this modeling works in practice? Request a demo of Blue Raven’s actuarial support tools.
3. Benchmark Smarter, Not Just More
Benchmarking is a powerful way to show value, if it’s done right.
Too often, brokers rely on broad carrier reports that don’t reflect a client’s unique situation.
Better benchmarking includes:
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Employer size and industry
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Specific plan design and contribution structures
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Regional cost variations
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Actuarial analysis layered on top for clarity
This allows brokers to say not just how a client compares, but why—and what to do about it.
Turning Insight Into Action for Your Clients
You don’t need an in-house actuarial team to deliver data-driven guidance.
Blue Raven Actuarial supports brokers with tools and expertise that help you:
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Evaluate whether self-funding makes sense for a group
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Model how plan changes will impact costs and employee experience
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Uncover hidden cost drivers and opportunities for savings
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Benchmark with precision based on size, industry, region, and contribution strategy
Ready to take the next step?
Download the Self-Funding Feasibility Guide or schedule a quick demo to see how we can support your growth.