RISK REVIEW TOOL TRAINING

1. RISK REVIEW TOOL TRAINING

2. File Access • Employee Benefits Intranet • The Risk Review Summary Presentation is available on the Employee Benefits Intranet under the Growth Toolkit menu • Home> Growth Toolkit> Sales 2.0 Essentials > • The Risk Review report and training can also be found in the Associate Toolkit • Under this link you’ll find the following resources: • Risk Review Summary Report (Excel) • Risk Review Data Sheet (Word) • Risk Review Summary Report (Sample PDF) • Risk Review Oral Presentation (PowerPoint) • Risk Review Summary Report Training (PowerPoint)

3. Data Collection • Background Data & Survey • The Risk Review Data Sheet is a 2 page Word document for collecting the required client/prospect inputs • The Risk Review Oral Presentation as well as the Summary Report defaults make the following assumptions: • $7,500 PEPY Medical/Rx Cost • $85k/100ee’s Dental Cost • $40k/100ee’s Life & DI Cost • 0% CDHP Participation • Minimal FSA Participation • Additional assumptions depend on current funding arrangement & desire to explore self-funding

4. Assumptions from Client/Prospect Average salary Average turnover Medical/Rx Offerings Funding arrangement Interest in self-funding Composite premium/accrual Total employee count Subscriber count Member count Annual trend CDHP participation Ancillary Offerings Annual dental premium (FI Only) Annual Life & DI Premium (FI Only) FSA Participation Assumptions from Consultant Annual broker compensation Annual broker lift (%) Metrics After Willis Engagement Average Turnover CDHP Participation FSA Participation Data Assumptions

5. Employer Profile • All initial inputs are made on the employer profile tab based on the information collected from the Risk Review Data Sheet • Click “Process Report” if the text below does not read “Results Current” • Click “Restore Defaults” to reset all inputs to standard assumptions

6. Employer Profile (Continued) • Survey questions are listed below the employer Background Data entry • There are 14 questions broken into 3 categories • Escalating Health Care & Benefit Costs • Compliance • Employee Engagement & Productivity • Responses to these questions do not change the estimated consulting value, only the priority assignment • This is true for all questions except for those related to wellness

7. Results Summary • Displays the results of all Employer Profile inputs in the Risk/Solutions/Value format. • The risk column summarizes the risks faced by the employer group and their current status depending on survey question results • The solutions column is a set of Willis solutions to address the identified risk

8. Results Summary (Continued) • Value column • Quantifies the 5-Year Trended Value, which is the cumulative savings produced by Willis over the first 5 years of engagement • The Priority column is based on the survey question responses • To the right of the print range there is an Override Table that allows you to modify the default value and priority • Type the value adjustment as a percent of the default value • For example, type -100% to achieve a $0 value or 50% to increase the value by 50%

9. Savings Summary • The Savings Summary illustrates the anticipated savings (value) provided by Willis throughout the 5-year period • Please note the model does not assume savings will be realized in Year 1 for each of the identified risks. • It is important to review these assumptions prior to presenting the completed report

10. Executive Summary • Provides a summary of the 5 year estimated Willis savings versus the anticipated brokerage expenses • Calculates a Return Ratio on the brokerage investment • Not a true rate of return in the accounting sense of the term, rather a direct ratio of savings divided by expenses • Two consulting value tables are shown • The first includes all services • The second includes benefit related services only (Same as the first less total rewards turnover savings

11. Executive Summary (Continued) • Consulting Value Table • As-Is - Program costs based on the Employer Profile current costs & trend assumption over the next 5 years • Willis Engaged - Same as the as-Is costs less the estimated Willis savings based on the 5 Year Value from the Results Summary • Your Total Savings - As-is costs less the Willis engaged costs • Consulting Expenses - Initial annual fees increased each year by the anticipated lift % • Return Ratio - Your Total Savings / Consulting Expenses • Self-Funded Cash Savings • The second note below the first consulting table will only appear if you select Fully-Insured with an Interest in Self-Funding on the employer profile • Assumes a 10% reserve to estimate 1st year cash savings

12. Final Notes • User References • Further instructions and frequent questions are addressed in the file on the References tab • Distribution • The Excel version of the Risk Review Summary presentation is intended for internal use only • Once completed for a client/prospect, print or PDF three tabs • Cover page • Executive summary • Results summary • Versioning • The Risk Review model is continuously reviewed and updated based on feedback from users. Please download the Risk Review model from the Associate Toolkit each time a new analysis is started for a client or prospective client.