Institutional retirement services firms that partner with local and regional TPA firms have long used preferred provider programs to attract and build loyalty among the most attractive TPAs. Do TPAs care? Which program components do TPAs value most—and least?

Successful business development for any firm requires dedication. This final article in the series on business development practices will focus on dedicated sales models that work. The definition of “dedicate” is to commit to a course of action, so when referring to dedicated sales models and staff, I am suggesting targeted, exclusive responsibility for sales-related activity, including the development of existing, as well as finding new, referral sources.