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What Makes Great Workers Compensation Marketer?

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Workers Compensation Marketer Characteristics

Many Workers Compensation Marketer link-in logo
Wikimedia Commons – Nan Palmero

A great Workers compensation marketer never seems hard to find unless the marketing is in-person.   Workers Compensation marketing has become what one may think is much easier with LinkedIn. Facebook, Google+ and the other social networks.  After all,  a marketer can cover many clients with a great LinkedIn post, for example.

Actually, when one examines what make a great Workers Comp ancillary services marketer, the “old school” way of doing business seems to drive success.  The services referred to in this article are rehabilitation field case managers, pharmaceutical networks, bill review providers, etc.

No matter how many times a marketer posts to LinkedIn or sends emails, the company that wins out will usually be the in-person service providers.  One Call Medical, MSC (now part of One Call), PMSI, Corvel, and others have proved that shaking hands and establishing in-person business relationships will always win over prospects.

Hand With Magnifying Glass Workers Compensation Marketer Online Icon
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Whenever I am asked to analyze a company or certain sector of the marketplace, I always tend to look at the marketing budget of a company to see if the numbers can be broken down into in-person marketing expenses.  This does not include being at a booth at a big conference.  The marketing budget that I am referring to includes:

  • In-person lunches
  • In-person visits to the claims office
  • Providing CEU credits
  • Gifts
  • Travel to offices other than a corporate office
  • Not being at a booth at a conference

The other side of the coin is service-oriented.  There was a time when there were no Pharmaceutical Benefit Management Networks. (PBM’s)  Employers and adjusters would have stacks of those little pharmacy receipts everywhere.

Taking those little receipts off a desk and having one line-by-line report to pay saved hours of time.  The predecessors to PBM’s were mail order prescription suppliers that basically removed the same receipts and enabled the adjusters to approve one itemized bill.

Insurance carriers and TPA’s have found and will find the cost-cutting along with work reduction as offers they cannot really refuse.

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James Moore

Raleigh, NC, United States

About The Author...

James founded a Workers’ Compensation consulting firm, J&L Risk Mgmt Consultants, Inc. in 1996. J&L’s mission is to reduce our clients’ Workers Compensation premiums by using time-tested techniques. J&L’s claims, premium, reserve and Experience Mod reviews have saved employers over $9.8 million in earned premiums over the last three years. J&L has saved numerous companies from bankruptcy proceedings as a result of insurance overpayments.

James has over 27 years of experience in insurance claims, audit, and underwriting, specializing in Workers’ Compensation. He has supervised, and managed the administration of Workers’ Compensation claims, and underwriting in over 45 states. His professional experience includes being the Director of Risk Management for the North Carolina School Boards Association. He created a very successful Workers’ Compensation Injury Rehabilitation Unit for school personnel.

James’s educational background, which centered on computer technology, culminated in earning a Masters of Business Administration (MBA); an Associate in Claims designation (AIC); and an Associate in Risk Management designation (ARM). He is a Chartered Financial Consultant (ChFC) and a licensed financial advisor. The NC Department of Insurance has certified him as an insurance instructor. He also possesses a Bachelors’ Degree in Actuarial Science.

LexisNexis has twice recognized his blog as one of the Top 25 Blogs on Workers’ Compensation. J&L has been listed in AM Best’s Preferred Providers Directory for Insurance Experts – Workers Compensation for over eight years. He recently won the prestigious Baucom Shine Lifetime Achievement Award for his volunteer contributions to the area of risk management and safety. James was recently named as an instructor for the prestigious Insurance Academy.

James is on the Board of Directors and Treasurer of the North Carolina Mid-State Safety Council. He has published two manuals on Workers’ Compensation and three different claims processing manuals. He has also written and has been quoted in numerous articles on reducing Workers’ Compensation costs for public and private employers. James publishes a weekly newsletter with 7,000 readers.

He currently possess press credentials and am invited to various national Workers Compensation conferences as a reporter.

James’s articles or interviews on Workers’ Compensation have appeared in the following publications or websites:

  • Risk and Insurance Management Society (RIMS)
  • Entrepreneur Magazine
  • Bloomberg Business News
  • WorkCompCentral.com
  • Claims Magazine
  • Risk & Insurance Magazine
  • Insurance Journal
  • Workers Compensation.com
  • LinkedIn, Twitter, Facebook and other social media sites
  • Various trade publications

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