3 days → 24 hours
Quote response time.
CLIENT CASE · CONVERT IN TWO WAVES · BENEFITS ADMINISTRATION
Before building outbound, convert the demand already arriving: new covered lives rose from 900 to 1,450 per month.
A group health plan administrator with 70,000 covered lives and R$24 million in annual administration-fee revenue had grown for twenty years through referrals and brokers. In September, it decided to build outbound and opened two commercial manager roles plus SDR, account executive, and assistant positions at once. In six months, Leverage Now first improved conversion of existing demand and only then built outbound, allowing the managers to join an established process.
- Industry: Healthcare, benefits administration.
- Focus areas: Convert, in two waves.
- Engagement: Six months.
- Reference product: Leverage Unlock.
3 days → 24 hours quote response time
Evolução registrada em seis meses.
ANONYMIZED CLIENT CASE. Metrics reflect progress recorded during the stated project period.
Highlighted results
0%
Proposal-to-contract conversion.
85 days → 58 days
B2B sales cycle.
180 of 600 → 320 of 600
Active brokers—with a proposal during the year.
30 → 62
Qualified meetings per month.
900 → 1,450
New covered lives per month.
0%
New covered lives from outbound.
0%
Loss reasons recorded in the CRM.
0 of 2 → 2 of 2
Commercial managers in role.
R$2.00M → R$2.25M
Monthly revenue.
Os indicadores refletem a evolução registrada no projeto durante o período informado.
Starting point and challenge.
Presales and management were being built together, without a process, to reach companies the business had never prospected. Meanwhile, existing demand converted poorly: B2B quotes took three days, proposals had no follow-up cadence, and only 180 of 600 registered brokers brought business during the year. Just 22% of proposals closed, the sales cycle lasted 85 days, and loss reasons were rarely recorded.
The challenge
The four methodology areas and five risks pointed to this priority sequence: Convert, in two waves. Prioritization considered potential impact, time to results, required effort, and cross-functional dependencies.
APPROACH
From prioritization to execution.
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Diagnosis and prioritization
We measured all four methodology areas. Retain renewed 90% of contracts, Deliver implemented in 20 days, and Attract generated broker demand. The bottleneck sat between quote and contract.
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Quotes and proposals
We placed carrier rate tables in a CRM-based quoting engine, set a 24-hour service level, standardized proposals, introduced five touches over 15 days, made loss reasons mandatory, and defined commercial authority by level.
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Broker reactivation
We segmented all 600 brokers, created an activation cadence for the 420 inactive brokers, launched a quoting portal and quarterly campaign, and assigned each account executive a broker portfolio with proposal targets.
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Second wave: outbound
We defined an ideal customer profile—companies with 30 to 300 covered lives in four industries—built lists and a ten-touch cadence, documented SDR-to-executive handoff, and set stage-level targets. Both managers joined in month four to lead the completed process.
What changed during the period.
Responding to quotes within one day rather than three, then following proposals through a cadence, raised conversion from 22% to 33% and shortened the cycle by nearly a month. Reactivating 140 brokers generated more than half of the additional 550 covered lives per month without new acquisition cost. Recording every loss revealed that delay mattered more than price. Built in the second wave, outbound already generates 38% of new covered lives, and the new managers inherited a process that worked.
What changed in practice.
Antes
- Before
- Quotes took three days; proposals had no follow-up
- 420 registered brokers were inactive
- Management and presales built simultaneously without process
- Loss reasons recorded on 15% of opportunities
- 80% of new covered lives depended on referrals
Depois
- After
- Quotes within 24 hours and a five-touch cadence
- Executive-owned portfolios, portal, and broker targets
- Process first; managers hired to lead it
- Mandatory reasons inform pricing and timing decisions
- 38% now come from outbound
Which of these opportunities fit your company?
Leverage Now reviews your business context, sets priorities, and outlines next steps.