Q: How did you launch Crosby Benefit Systems?
Harvey Crosby: In 1975, I was working as a stock broker when the market declined precipitously. To develop future business, I began contacting interns and physicians at Massachusetts General Hospital. A physician asked me to research his MGH and Harvard University benefit programs. One thing led to another, and I was asked to submit a bid for a voluntary life plan at MGH. A year later, I was awarded the contract.
Q: So, more than 30 years later, does that spirit still influence how Crosby serves its clients?
Harvey Crosby: Thinking back, I realize that looking for solutions to complex problems has been a constant in my professional life. I thrive on it. For over 30 years, that's been equally true for Crosby. That's what makes us unique; we are always tackling difficult problems, even those that may at first seem insurmountable. Of course, challenging and complex problems do not lend themselves to linear, sequential solutions. We navigate through the obstacles along the road.
Q: In meeting those challenges, what distinguishes the Crosby approach?
Harvey Crosby: There's an entrepreneurial spirit in all we do. We get to know our clients very well and learn how their benefit programs can best compliment their business strategy. We've grown our business by taking on novel, one-of-a-kind challenges. We like going down the road less traveled.
Q: Isn't that a slow and expensive way of doing business?
Harvey Crosby: Just the opposite. We're the optimal size for responding in a prompt and agile manner. If maximizing profits were our only driving force, we'd be failures. Rather, we define success as the satisfaction of being on the cutting edge and tackling complex problems.
Q: It sounds as though the quality of the relationships you form with your clients is critical to your success.
Harvey Crosby: Meeting difficult challenges requires strong collaborative relationships. We work hard to build relationships based on mutual trust and openness.
Q: What does the future hold for health and welfare benefits?
Harvey Crosby: Tough challenges lie ahead. It's becoming clear that employees will need better information and better tools to make informed choices. Providing that information and those tools will increasingly become the responsibility of the employer. Adding to that mix is the growing complexity in benefits regulation and legislation. We will continue to provide our clients and their employees with the resources they need to make informed.