1. Part of:

2. Confidential & Proprietary 1-Prospects know that pricing is going up? 2-Prospects know that benefits is a large part of their cost. What prospects know:

3. Confidential & Proprietary 1-Prospects know that pricing is going up? 2-Prospects know that benefits is a large part of their cost. What prospects know but do not fully appreciate?

4. Confidential & Proprietary 1-At a first meeting. -When meeting with a CFO -To position the strategy play and our process 2- At a final meeting with their actual information. -when meeting with a CFO -To help quantify exposures How do we use this chart?

5. Confidential & Proprietary HIGH MED LOW Value-Added Shift in Resource Focus to Increase Financial Rewards Cost-Shifting Initiatives (No Brainers) Plan design changes, EE contribution changes Partnership STRATEGIC INITIATIVES Effective Renewal Negotiations, Financial Claims Analysis, Alternative Funding Arrangements, Wellness Initiatives, Medical Management, Trending Cost-Shifting Initiatives (No Brainers) (Transactional) Replaceable FutureToday (Transactional) Replaceable COBRA / 5500 Filing / Billing Issues / Employee Changes Add, Delete / Employee and Admin Questions/ FMLA, HIPPA, ERISA STRATEGIC INITIATIVES Plan design changes, EE contribution changes Transactional

6. Confidential & Proprietary 6 Uncovering needs through Understanding (Conference call) Uncovering needs through Understanding (Conference call) First Interview – Information Gathering Start First Interview – Information Gathering Start Needs & Opportunity Analysis Needs & Opportunity Analysis Report Findings (Final Proposal) (Final Proposal) Report Findings (Final Proposal) (Final Proposal)