My Broker Has the Best Negotiating Leverage...Or Do They?

As employee health benefit costs continuously climb, companies desperately seek ways to bend the trajectory. Many brokers respond by boasting about their superior negotiating leverage and ability to secure better renewals from insurance carriers. But is this a legitimate claim or an empty promise?

The Negotiating Power Myth

Health insurance brokers often tout their size or tenure in the industry as giving them unfair negotiating leverage with the carriers. "We are one of their biggest brokers, so they have to take our rates," is a common refrain. Or "After 30 years, the carriers know not to mess with us."

Let's break down the reality.

In the fully insured health insurance market, all reputable brokers follow essentially the same process:

1. Gather employee census data and obtain renewal rates from the current carrier.
2. Market the plan out to other insurance carriers and request competitive quotes.
3. Present all quotes, including the renewal option, to the employer client.
4. Suppose the incumbent carrier wants to keep the business. In that case, it will need to sharpen its pencil to match or beat the top alternative quote.

A broker's only real "leverage" stems from their ability to put multiple carriers into a competitive bidding situation for the employer's business. However, any experienced broker following best practices can create that competitive dynamic.

Negotiating Leverage vs. Broker Expertise

What sets exceptional brokers apart is not purported size or status but their health insurance expertise and innovative cost management strategies.

Leading brokers will:

• Analyze utilization data with a fine-toothed comb to identify cost drivers and potential plan design improvements.
• Aggressively market the employer's plan to every viable carrier, not just package renewals.
• Provide extensive consulting and guidance on:

Employers achieve the best results when they view their broker relationship as a strategic partnership rather than a commodity-based transaction. Brokers who consult closely with their clients help them to stabilize costs, optimize plan design, and set them up for long-term financial sustainability in managing their health benefits.

The Next Time a Broker Touts Their "Leverage"

The reality is that good-faith negotiations with health insurance carriers are standardized across brokers. The best firms leverage their technical expertise and innovative thinking to produce optimal outcomes - not empty claims about their size or bargaining clout.