Storytelling Is A Sales Weapon

To help our clients win, we must help them build health plans backwards. When I was working my way up my baseball career from high school through college onto the professional ranks, I subscribed to a strategy known as pitching backwards. And here's how it worked. When I found myself in a hitter's count and the batter had the advantage on me, the status quo said I should throw a fastball to get the count back to even. But instead, I would throw an off speed pitch, like a curveball or a changeup. And likewise, when I had worked my way into a pitcher's count and I had the advantage, the status quo said I should throw an off speed pitch. So instead, I would throw a fastball. This philosophy, guys, went against the grain. It went against the status quo. But it was effective because it kept the batter off balance and it kept them second guessing. Now, let's think about the typical health plan we're helping our clients build today. Not only is it keeping employees off balance and second guessing their decisions they make, it's allowing the healthcare system to throw them curveball after curveball. Like this pitching philosophy, guys. We have to help our clients build health plans backwards. But to do that, we've got to understand.