Even the most seasoned brokers can overlook small details that make a big impact during RFP season. With timelines tightening and expectations rising, now’s the time to get ahead of what could slow you down—or cost your clients later. Navion’s account managers are in the room for these decisions every day, helping benefit brokers and consultants deliver smarter strategies and stronger outcomes. We asked them: What’s the one piece of advice you’d share before RFP season kicks off? Here’s what they said.
1. Don’t Wait—Start Evaluating New Programs Now
Advice from: Liljana Goodeve, Senior Account Manager
The earlier you begin evaluating cost-containment strategies, clinical interventions, or third-party vendors, the more informed your decisions will be. By leveraging current reporting, you can identify rising cost areas and performance gaps well before the RFP process begins. This proactive approach allows you to explore solutions early, making it easier to have valuable conversations with your clients during planning sessions.
Quick Tip: Whether you’re evaluating utilization management programs, member support tools, or specialty cost initiatives, start the conversation now. Early evaluation helps you make data-driven recommendations, ensuring smoother discussions and more effective decisions down the line.
2. Treat the RFP as a Fiduciary Tool
Advice from: Sara Tedeschi, Strategic Account Executive
With growing ERISA scrutiny and high-profile lawsuits, the RFP isn’t just a purchasing process—it’s a key part of a plan sponsor’s fiduciary responsibility. Your groups are expected to show clear due diligence in pharmacy contracting: transparent terms, competitive pricing, and active oversight. One major red flag? Overpaying for specialty generics due to vague rebate guarantees. In addition, many PBMs bundle brand and generic specialty drugs under one AWP discount, masking inflated costs on the generic side.
Quick Tip: Always request separate discount guarantees for brand vs. generic specialty medications. It’s a small change that can make a major difference.
3. Choose Member-Facing Vendors Carefully
Advice from: Christopher Rodriguez, Senior Account Manager
Third-party savings programs can significantly reduce specialty costs—but only if members engage. If the process is confusing or disconnected, savings go unrealized and member satisfaction takes a hit. Whether you’re exploring international sourcing, manufacturer assistance, or specialty alternatives, choose partners that either integrate seamlessly with your PBM—or have a strong, standalone member support process. The experience matters.
Quick Tip: RFPs are your chance to vet these partners. Don’t wait until implementation to find out the member experience doesn’t hold up. Ask vendors to walk you through their onboarding process from the member’s perspective. A clear, human-centered journey makes or breaks program success.
4. Know Your PBM’s Biosimilar Strategy Before You Sign
Advice from: Whitney Re, Senior Account Manager
July is a key month for formulary changes—especially around biosimilars. But too often, plans make rebate-driven decisions without understanding their PBM’s actual strategy. Is Humira still co-preferred with biosimilars? Are they removing high-rebate drugs like Stelara altogether? These choices directly affect your guarantees—and your net cost.
Quick Tip: Push for clarity! Will formulary changes be implemented or are you just getting an option with “potential” savings? Don’t settle for lower guarantees if there’s no action behind them.
5. Be Ready to Talk GLP-1 Strategy
Advice from: Kristen Lybrook, Senior Director of Account Management
GLP-1 drugs like Ozempic and Wegovy are everywhere—from plan reports to HR inboxes. Whether your client already covers them or is considering it, these high-cost medications demand a clear game plan. What are your clinical protocols? What are your cost controls? What’s your ROI? These are the questions clients will be asking—likely during RFP season—and your answers should be thoughtful, not reactive.
Quick Tip: Even if you’re not making a coverage change today, have a strategy ready. Your groups want to know you’ve thought this through.
The best RFPs don’t just beat the clock—they change the conversation. They show clients you’re thinking beyond the bid, anticipating what’s coming, and building a strategy that holds up under scrutiny. The window to shape that story is open now. Don’t wait for the RFP to define your value—let it showcase it.
Need help navigating your next RFP? Navion’s team is here to support you with the data, tools, program recommendations and insights to get it right.
