PLANADVISER Magazine – Five things employers want in RFPs.

Several advisers offered tips on how to craft an RFP response that will resonate with sponsors—and most likely win new business:

1) Find prime prospects. Advisers do not need to wait for a sponsor to contact them with an RFP, Black says. Proactively look for plans that might be ready for an adviser change, contact them, and meet with them in person first. “A plan sponsor may invite us in to talk, and we help educate them on some of the issues we consider important for that plan,” he says, adding that these issues often subsequently get incorporated into the sponsor’s RFP.

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