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What Plan Providers Get Wrong About “Value”

Ask ten plan providers what “value” means and you’ll get ten different answers. Better techno...

The Difference Between Selling Expertise and Providing It

Most plan providers sell expertise. Far fewer actually provide it. Selling expertise is easy. It...

Why Good Plan Providers Lose Business to Worse Ones

Every plan provider has lost business to a competitor they know—deep down—is worse. Less experi...

I’ve Met the Enemy in 401(k) Plans and It’s Usually a Spreadsheet

I’ve been doing this long enough to know that the biggest threat to a 401(k) plan isn’t the Dep...

Plan Providers Are Therapists Who Also Do Census Testing

Plan providers are therapists who also happen to do census testing. Nobody puts that in a job descr...

Why Most Plan Providers Don’t Lose Clients, They Abandon Them Slowly

The Long, Quiet Goodbye Most plan providers don’t wake up one morning and get fired. It’s not a...

Niche Markets: Doctors, Law Firms, Unions, and Family Businesses

Every plan provider says the same thing: “We work with everyone.” That sounds inclusive, but it...

How Advisors Can Stop Competing Only on Investments

For decades the advisor sales pitch sounded like a broken record: better funds, better performance,...

Put on Waivers, Not Washed Up

I started my own practice almost sixteen years ago because I was tired of working for other people....

What TPAs Get Sued For (Hint: It’s Not the Calculator)

As a retirement plan attorney, I can tell you this with certainty: TPAs are rarely sued because the...