Stephanie DeLorm, Aon Health and Innovations

THEMES 

• Innovations aren’t just about new products
• Be wise for your client
• Prepare! Prepare! Prepare!
•  Ask questions….then ask more
• Two-Way Trust

KEY MOMENTS

[1:54] A little bit about Stephanie’s career—developing client relationships, leading teams responsible for client relationships, and driving Innovations and Strategy.

[3:54] Innovation and Strategy—Stephanie’s outside-in view.

[5:18] Stephanie shares a different perspective on what “Innovations” means. It’s not just solutions that we can bring to market.

[7:43] Balancing building a solution that is scalable versus building a solution that solves one client’s specific problems.

[9:22] How do you determine which new product or idea to go to market with?

[10:10] Do you ever fall in love with a product or solution in the Proof of Concept stage and then it isn’t rolled out?  

[12:44] Two-way trust . . . creating More and Forever relationships. 

[13:29] Another More and Forever characteristic– be your client’s advocate.

[14:51] Learning what a client cares about . . . Stephanie’s Sticky Note strategy!

[16:35] Being the smartest person in the room versus being the wisest person. 

[18:15] Preparing for interactions with your clients helps you be wise for your client.

[19:50] Actionable tips for preparing for each client meeting.

[20:44] Deepening a client relationship . . . Put these three questions on a sticky note!  

[23:21] Get to know your client–the individual–what do they care about? How do they prefer to communicate? Research individuals . . . even if they are an existing client! 

[27:37] If you are feeling a little reluctant to introduce products and services to your clients. . . you might just need to reframe– start with your client versus your solution.

[30:22] Stephanie as ‘Mom.’

[33:58′] What do you do to take care of you?! A health tip we can all do right now.