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