Skip the RFP Theater: What HR & Brokers Really Need to Know About Switching Benefits Partners

In this candid episode, Vincent Catalano pulls back the curtain on one of the most misunderstood processes in employee benefits: the broker RFP. Drawing from decades of experience on both sides of the table, Vincent challenges HR professionals to get honest about what they actually want before launching time-consuming RFPs that often lead nowhere.

Vincent breaks down the uncomfortable truth that 80% of HR teams claim they're happy with their current broker, yet many still feel compelled to run RFPs every few years "just to see what's out there." He walks through the critical questions HR should ask before sending out that 100-question RFP to a cast of thousands: Are you really looking for a change, or just going through the motions? What specific gaps need filling—technical capability, innovation, day-to-day support? And perhaps most importantly, could an honest conversation with your current broker solve the problem faster than starting from scratch?

For brokers, Vincent offers equally direct advice about qualifying opportunities before investing countless hours in RFP responses. He shares insights from his unique experience evaluating finalist presentations as a consultant rather than a pitcher, revealing what separates winning proposals from chaotic disasters. Whether you're an HR leader considering a broker change or a broker deciding which RFPs deserve your time, this episode delivers the strategic clarity both sides desperately need.

In This Episode:

• Why 80% of RFPs are a waste of everyone's time—and how to know if yours is the exception
• The "benign neglect" trap: When to fix your current broker relationship vs. when to move on
• What your company's 5500 filing reveals about what you're really paying your broker
• Commission vs. fee structures: Understanding the hidden costs in "free" broker services
• The CFO, CHRO, benefits manager power dynamic: Who really decides which broker wins
• How to decode whether you have a real shot at an RFP before investing the hours
• The finalist presentation mistakes that torpedo otherwise strong broker proposals
• Why breaking up with your current broker directly is more respectful than including them in a sham RFP

About Vincent Catalano:

Vincent Catalano is the CEO of CLEAR Healthcare Solutions and host of The CLEARly Beneficial Podcast, where he delivers unfiltered insights on healthcare innovation and employee benefits strategy. With over 21 years of experience in healthcare and employee benefits consulting, Vincent brings the perspective of an independent consultant who can speak freely about the industry issues that corporate-employed professionals often can't address. Learn more at www.clearhcs.com.

This episode is sponsored by HealthNEXT, empowering benefits advisors and employers with innovative healthcare solutions.

Disclaimer: The content provided in this podcast is for informational purposes only and does not constitute legal, financial, or professional advice. Listeners should consult with qualified professionals regarding their specific situations.