Insurance carriers, consultants, and technology vendors may be separate entities with disparate goals, but theconnection of each side of this triangle with the other is the sort of melding that makes each of them agree on the beauty of teamwork. Each side may have its own agenda, but without the other two sides properly aligning, deals dont get done and problems dont get solved.

A major part of our task during the business development cycle is to understand the business problem [the carrier] is trying to solve and what mix of our offerings is the best, says Cecil Bordages of software vendor CSC.

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