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How to Have the Right Consultants
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For additional staffing. Staff reduction, maternity or other extended time leave of absence, work back-log, and staff pulled to another project and away from benefits work. With so many business reorganizations and business process reengineering initiatives over the past decade, thereby pushing companies to do more with less, outsourcing services that had previously been internal functions has been a leader in the HR department s space. Since professional service firms providing these outsourced services have changed as well during these times (to meet customer demands as well as to preserve revenue), there is a widespread lack of knowledge or understanding of how these services are performed. This makes it more difficult for companies to determine whether these services are valueadded or not. Also, it can be difficult to determine whether or not there are more efficient approaches available than what any one firm is familiar with. If you have not heard about something new on the scene, it might as well not exist. And can you trust your consultant to tell you about it For example, scan this list of HR outsourcing options that dominate the scene today: Payroll administration Pension investments Vendor billing Compliance, legal Vendor selection Actuarial services Vendor performance evaluation Benefit communications Retirement plan administration Enrollment Benefit surveys Plan renewals
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As you might imagine from reviewing this list, there are many opportunities for consulting firms to fill if they only step up to the plate and proclaim their proficiency. Thus, many consulting firms have become multidisciplined service providers so as to both respond to customer requests and maintain and increase their own revenues. Logically, from a revenue perspective, cross-selling services within a solid distribution network would be a prime goal. With such one-stop shopping so increasingly important, it is easier than ever to locate consulting services with multiple service offerings
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A MANAGER S GUIDE TO STRATEGIC RETIREMENT PLAN MANAGEMENT
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(and multiple products) under one roof. This development has unfortunately spawned previously little-seen problems, in the form of real or at least perceived conflicts of interest. POTENTIAL CONFLICTS OF INTEREST Many large banks, for example, have taken up managing 401(k) assets, but have also added third-party consulting arms to help companies make initial decisions about what to do with such assets. Is it any surprise they would end up guiding their client companies toward certain choices about 401(k) asset management that send them into the arms of their own banks 401(k) services Now the banks get to play the role of retirement consultant, banker, investment services, outsourcing adviser (i.e., how to find a good outsourcing solution), and outsource provider (i.e., that very same good outsourcing solution) all at once. Mellon Bank, for example, will be happy to help you take a look at how best to manage payroll and benefit programs, as well as to answer this question for a client: Should we in-source or outsource it In such situations, we might be forgiven if we assume the adviser is not likely to be as up front about all available options as a more independent adviser might (and should) be. Although perhaps best recognized for its banking and asset management services, Mellon Bank also owns mutual fund company Dreyfus and Buck Consulting [including asset performance review, 401(k) vendor selection services, and HR outsourcing consulting services], and recently purchased HR Outsourcing Services (formerly known as PwC/Kwasha). Another example is Hewitt Associates. Traditionally an actuarial firm, it is now a major player in HR outsourcing and has in recent years greatly expanded its consulting work, advising clients on outsourcing options. Most recently, it has also added to these services the ability to provide one of the major outsourcing needs on the list payroll administration by purchasing a payroll company. There are countless other examples of the new business combinations that have emerged in the past few years: Fee-for-service consulting plus insurance brokerage plus benefit outsourcing Employee benefits plus property and casualty insurance brokerage Executive compensation consulting plus insurance product brokerage Retirement actuarial, administration, investment manager plus vendor selection Claim administrator plus insurance brokerage
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