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Best Practices

Proven strategies for effectively positioning and managing GLP-1 cost containment programs with clients.

Overview

These best practices are compiled from successful advisor engagements across various employer types and industries. Following these guidelines increases client adoption rates and program success.

Lead with the Problem, Not the Solution

Clients are more receptive when they understand the urgency of the cost problem before hearing about containment solutions.

The Right Approach

  • ✓Start with their data: “Based on your claims data, GLP-1 spend represents X basis points of your pharmacy budget and is growing at Y% annually.”
  • ✓Project the trajectory: “At current rates, this is projected to reach Z basis points within 24 months.”
  • ✓Then introduce the solution: “There are structured approaches to containing this growth while maintaining clinical appropriateness.”

The Wrong Approach

Starting with “We have a GLP-1 cost containment program” before establishing urgency often leads to lower engagement. Clients may not realize the magnitude of their exposure.

Position Conservatively

Over-promising erodes trust and creates unrealistic expectations. Conservative positioning builds credibility and makes success easier to demonstrate.

Use Ranges, Not Point Estimates

Always present savings projections as ranges with confidence intervals. “We project annual savings of $1.2M to $1.8M” is more credible than “You'll save $1.5M.”

Acknowledge Uncertainty

Be explicit about what affects outcomes: population characteristics, engagement rates, and clinical factors. Clients respect honesty about variability.

Lead with Conservative Scenario

Present the conservative scenario first, moderate second, and mention optimistic only as potential upside. Under-promising and over-delivering builds long-term relationships.

Propose Pilot Validation

End presentations with a pilot proposal rather than full deployment. Pilots reduce client risk and produce validation data for broader authorization.

Customize for the Audience

Different stakeholders have different priorities. Tailor your messaging accordingly.

For CFOs and Finance Leaders

  • • Lead with financial exposure in basis points and PMPM
  • • Emphasize ROI projections with confidence intervals
  • • Focus on measurable cost reduction, not program features
  • • Use the CFO Briefing One-Pager as leave-behind

For CHROs and HR Leaders

  • • Address employee experience and communications approach
  • • Explain voluntary participation and member support
  • • Anticipate internal stakeholder questions
  • • Provide FAQ document for internal preparation

For Benefits Committees

  • • Balance cost and clinical considerations
  • • Explain clinical evidence and safety protocols
  • • Address compliance and governance requirements
  • • Use Benefits Committee Presentation deck

For Legal and Compliance

  • • Provide BAA templates and security documentation
  • • Share compliance certifications (SOC 2, HITRUST)
  • • Address data handling and privacy questions
  • • Connect them with Bounded Health legal if needed

Stay Current with Resources

Materials are updated quarterly to reflect current market conditions, protocol enhancements, and new evidence. Using outdated materials can undermine credibility.

Resource Currency Checklist

  • ✓Check version dates — All materials have version dates in the footer. Verify you're using current versions.
  • ✓Review before major presentations — Log into the Partner Portal before significant client meetings to check for updates.
  • ✓Subscribe to partner updates — Quarterly partner newsletters announce material updates and new resources.
  • ✓Request specific updates — If you need current data for a specific use case, request updated materials from the partnerships team.

Manage Expectations Throughout

Expectation management during the sales process sets the foundation for successful program execution and long-term client relationships.

Pilot Timeline Expectations

Set realistic expectations about pilot duration (6-12 months) and results timing. Meaningful outcome data requires time for tapering protocols to produce measurable effects.

Savings Realization

Explain that savings materialize gradually as members progress through tapering. Full savings realization typically occurs 12-18 months after program initiation.

Operational Model

Clarify that Bounded Health handles operations. Clients receive quarterly reports, not daily dashboards. This is managed service, not software.

Exception Scenarios

Prepare clients for the possibility of exceptions and escalations. Not all eligible members will successfully taper. Having realistic expectations prevents disappointment.

Common Mistakes to Avoid

Overstating savings potential

Using optimistic scenarios as primary projections or presenting point estimates instead of ranges.

Positioning as software

Describing Bounded Health as a platform or tool rather than a managed service. This creates wrong expectations about client involvement.

Skipping stakeholder alignment

Pushing for authorization before HR, Legal, and Finance are aligned. This leads to late-stage objections and delays.

Using outdated materials

Presenting old versions of decks, data, or projections. Clients may verify against current information.

Questions about best practices or need coaching on specific client situations?

Contact Partnerships