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I recently had to re-bid a large ($80 million) hospital relationship. During the presentation, our team was asked to justify the value we brought to this client over the last 5 years. The best way to demonstrate this value was to tell stories. I told the story I crafted in Santa Fe regarding this client’s retired employee who I saw in the airport.
This rebid was very high profile at OneAmerica. Our CEO, Bill Yoerger received a call the day after our presentation and we kept the business. Without your help, I would never have realized the impact stories can have.