After more than a year of recession, experts now believe the economy is poised to rebound in 2010. And when it does, fortune will shine most brightly upon those brokers who planned ahead. By partnering with Globex now, you will be in the perfect position to take maximum advantage of the additional business development opportunities that will arise during the economic recovery. While others are struggling to build up their own global capability, you will already be there.

While no one is completely immune to economic fluctuations, demand for international benefits services are strong even in recessionary times. Multinationals always need globally capable brokers to advise and assist with their worldwide benefits regardless of the economic climate; in fact, in these times of economic downturn, they will need their broker’s help more than ever. The only things that change are what services these companies need, and who will provide those services.

Winning a new multinational client can be rewarding, but servicing the international parts of that account can be difficult and time consuming. This is especially true for brokers who try to manage the international account through a “casual network” of foreign brokers. Globex offers a better way.

As a Globex Partner, you have access to our dedicated team of international benefits specialists who will work with your team to ensure the foreign placements and servicing are smooth and seamless. This enables you to strengthen your client relationships without investing in additional staff or distracting your producers and account managers.

As the saying goes, “When your only tool is a hammer, every problem resembles a nail.” When faced with a multinational client’s demands for help managing their benefits costs (the nail), most global brokers will start by going out to obtain quotes (the hammer). In doing so, they miss out on an important opportunity to add real value by identifying tools or strategies that can do much more than just manage costs.

As a Globex Partner, you can offer a better way.

When all your competitors are beating on the front door, sometimes it’s best to try the back door. Your global capability will enable you to offer a range of international benefits services that few competitors can match, and the Globex benefits team routinely participates in joint sales calls or prospect meetings to help explain and sell the capability.

In difficult times it is easy to focus on the negative. This is what many brokers did in 2009—with their clients circling the wagons, reducing staff and cutting costs, they took the defensive view and focused their efforts on client retention. Now the economy is back on the upswing and this creates the perfect opportunity for you to think offensively.

In uncertain times, clients will cling to value. Therefore a key component of a successful new business development strategy is strengthening and differentiating your value proposition from your competitors. Offering and marketing your global benefits capability through Globex is one of the most effective differentiators of all. Multinationals value the ability to address their domestic and international needs through a single resource. Regardless of whether they have an immediate international need, they will perceive this capability as an important benefit of working with you. Positioning yourself as a ‘global broker’ puts you ahead of the pack compared with other regional brokers, and puts you on a level playing field with the likes of Marsh, Aon or Willis.