How Ellison Christopher retained and protected key clients in a highly competitive market
When an agent of record (AOR) request letter came across Bryan’s desk from one of the larger accounts in his book of business, he was confused. He had a very strong relationship with the HR manager at this establishment, and he even had contact with the CFO and CEO. Their business had been growing, and Bryan had grown with them too. After talking to his contacts, he quickly found out that the current HR manager was finally retiring, and the new HR manager was looking to change brokers to gain access to online benefits services and materials. That broker competitor was backed by Zywave— but so was Bryan.