Winning New Business in the 401K Marketplace

keith clark

Keith Clark, the Co-Founder and Partner at DWC ERISA Consultants joins Enterprise Radio to discuss winning new business in the 401K marketplace. He’s also an adjunct professor at the University of Minnesota Carlson School of Management, and he’s been named one of the Top Five Consultants by Pension Management Magazine.

Listen to interview with host Eric Dye & guest Keith Clark discuss the following:

  • As long time strategy consultants for the 401(k) industry – providing consulting insight on best practices for running a successful business – how did you build your business in the 401(k) marketplaces serving businesses of all sizes?
  • Was there an epiphany related to moving from a brick and mortar environment to a 100% virtual environment?  What were some of the challenges and what makes this environment successful?
  • How do you win new business – what is your marketing and sales strategy?
  • Many of our listeners either have a 401(k) plan or are thinking of starting a 401(k) plan – what should their process be in hiring their service providers or reviewing their service providers?
  • You mention fees as part of your answer – explain how some low cost providers are receiving more revenue in addition to how they sold their fee schedule?  How does a buyer know what questions to ask related to their service provider?

Keith Clark is one of the founders of DWC ERISA Consultants. He has 25 years of experience, nearly 15 of which have been devoted to molding DWC into the firm it is today. Keith received a Bachelor of Science in Economics from the University of Minnesota in 1986 and an MBA from Auburn University in 2003. Before focusing exclusively on ERISA consulting at DWC, he honed his skills at several top firms including Coopers & Lybrand, LLP and LarsonAllen, LLP.

Keith has immeasurable academic and practical expertise in directly servicing the employee benefit industry. A well-known author and keynote industry speaker, Keith is known for his entertaining and direct presentation style. He is the author of the popular industry book, The Defined Contribution Handbook and was named one of the Top Five Consultants by Pension Management Magazine.

Today, Keith continues to share his enthusiasm as an adjunct professor teaching Executive Compensation and Taxation of Employee Benefits at the University of Minnesota Carlson School of Management.



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