Benefits leaders talk about “cost” all day.
Andrew Fondow argues cost is not the real problem.
In this episode, Andrew and Kirk dig into why so many strategies stall, how to slow trend without drowning people in point solutions, and why real change starts with simple data, tight relationships, and helping members get to the right care at the right time.
Key Takeaways
1. Cost is not the core problem
Most teams react to a “cost problem” from the CFO instead of slowing down to define the real issue, the member story, and what behavior actually needs to change.
2. Relationships now matter more than secrets
We are past the “trade secret” era. Every employer has access to similar data and tools, so trust, fit, and how well a consultant understands the client’s world matter more than ever.
3. Strategy needs to center on people, not only ROI
Great advisors still care about savings, but they lead with impact on real people, real stories, and whether a program feels usable and human to HR, finance, and members.
4. The 2027 playbook is already taking shape
Andrew sees three big focus areas: steering people to the right place for care, bringing care closer to members, and new ways to tackle drug costs like direct-to-pharma models.
5. The point solution era has to evolve
Many strong solutions exist, but the current go-to-employer path is flawed. To last, more of these tools will need to plug into provider groups and health systems, not just HR buyers.
6. Simple, actionable data beats big reports
Most reports are “nice to know” but do not move anyone to act. The winning use of data is simple: predict risk, reach out early, and guide people to better doctors before costs explode.
7. The best employers truly care about their people
Andrew’s strongest clients build “professional intimacy” with employees, show real care, and get thanked for benefit changes. That trust makes behavior change much easier.
Margin of Care is presented by Garner Health. Learn more at getgarner.com