Running Discos At Forma Flashcards
(15 cards)
How do you start building trust with a Director or VP of Total Rewards at Forma?
“I often hear from Total Rewards leaders that they’re working to make benefits more relevant to a diverse workforce while also keeping costs under control. How does that compare with what you’re focusing on right now?”
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What’s a good way to ask about their current process for managing benefits?
“How are you currently managing all the different benefit programs? Are there specific areas that feel more challenging than others?”
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What’s a customer story to use when discussing benefit program management?
“For example, when we worked with a company like Peloton, they mentioned how managing multiple vendors for wellness, stipends, and employee perks was taking too much time. They turned to Forma to simplify all of it into one platform. Have you run into similar issues?”
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How do you identify who else should be involved in the decision?
“When we work with companies like yours, we often see HR and finance both involved in decisions about benefits platforms. Does that hold true for you, or are there other departments you’d work with?”
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What questions can you ask to explore their pain points further?
“You mentioned earlier that keeping benefits relevant to a diverse workforce is important. What makes that a priority right now? Is there something happening in the business or with employee feedback that’s driving that urgency?”
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What’s a question to explore urgency?
“What happens if you keep the status quo? Why is now the time to change?”
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What’s a customer story to discuss flexible benefits and pain points?
“We helped Zoom when they were expanding globally, and they needed to provide flexible benefits for employees in different regions, all with unique needs. We created personalized LSAs (Lifestyle Spending Accounts) to give their employees choice. Has that kind of flexibility been something your team is considering?”
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What’s a good question to understand how they’re thinking about the budget?
“When we talk with other Total Rewards leaders, they often mention that they’re already spending on benefits, but those dollars aren’t fully utilized. How are you thinking about your current spend and making sure it’s being used effectively?”
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What’s a customer story to use when discussing reallocating budgets?
“One company we worked with, Lovesac, found that their employees weren’t using traditional wellness perks. They reallocated those funds into LSAs through Forma, and it ended up being more cost-effective. Is that something you’re exploring as well?”
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How do you expand the conversation to uncover additional opportunities for Forma?
“Besides wellness or stipends, are there other areas where your benefits program could be more impactful? Maybe something around professional development, mental health, or family support?”
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What’s another question to ask about expanding benefit offerings?
“A lot of companies we work with are starting to add benefits that go beyond the traditional healthcare offerings—things like financial wellness programs. Is that something that’s come up in your team’s discussions?”
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How do you ask what success looks like for them with Forma’s solution?
“If we move forward, what would success look like for you? Is it about higher engagement with benefits, employee satisfaction, cost savings, or something else?”
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What’s a customer story to use when discussing success?
“With companies like Microsoft, we saw that success meant employees engaging more with their benefits and feeling more connected to the company’s offerings. For them, success was having 90%+ of their workforce log into their benefits platform regularly. How would success be measured in your organization?”
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How do you recommend next steps without asking in a self-serving way?
“Based on everything we’ve discussed, I’d suggest a few next steps. I can set up a tailored demo for your team to see how Forma would look in your environment. We can also map out the potential ROI based on your specific benefit usage. How does that sound to you?”
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What’s a good way to recap key points to ensure alignment?
“Just to recap, it sounds like your biggest priorities are making benefits more relevant to your diverse workforce, while also simplifying the administrative burden. You’re also looking for ways to better utilize the current budget. Does that cover it?”
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