A Lesson from a Legend
- Chris
- Jun 7, 2019
- 3 min read
Like many of you, I’ve been blessed to have several mentors throughout my career. In some cases the relationships have been longer and deeper, and in some cases the experiences have been more akin to a “brush with greatness.” I’ve been thinking a lot lately about one of the latter, after a former colleague was killed in a tragic accident a few weeks ago.
I had the opportunity to cross paths with Linda Havlin when I worked at Mercer in the mid-2000s. She was a legend at Mercer – as a “Worldwide Partner” (which was rarified air, at least back in those days), she managed some of our largest and most complex client relationships. But even before I joined Mercer, I knew her reputation from her long tenure at competitor Hewitt Associates. Linda was a rock star consultant, a relentless innovator, and a fierce advocate for women in the workplace. She had my respect long before we met. (I’d encourage you to read her obituary if you’d like to be wowed by the impact that a benefits consultant can have.)
The opportunity to work with Linda came when I was assigned to work on a project for Boeing. The aircraft manufacturer was one of those critical, complicated engagements that Linda was called upon to manage for the firm. Looking back, I should have been flattered that I was chosen to manage a project that was intended to redesign a key facet of healthcare delivery to Boeing’s hundreds of thousands of health plan members – we were challenged by Boeing to design something that had never been done before.
The project was challenging but rewarding – in no small part due to the opportunity to work with, and learn from, Linda. It was during a routine performance review around this time that Linda’s words materially impacted my career and my understanding of what it means to be an advisor. Although many days I felt lost and overwhelmed working my way through the project, it turned out Linda thought I was doing a good job. In her feedback on my performance review, she said that she wished to pay me a great compliment – that I exhibited the talent of a true consultant, because I was comfortable “working without a net.” Being complimented by Linda at the time was an honor, but over time her words became more and more resonant and impactful.
I often ask prospective clients whether they have a “broker” or a “consultant.” It is, of course, a bit of a trick question... but there is a distinction in my mind. Traditionally, when one thinks of an employee benefits broker/agent, it is the vision of a salesperson that comes to mind – someone who is adept at relationship building and creating insurance illustrations. To me, the profile of a consultant conjures a different vision, and this is where Linda had it exactly right – the difference is that a consultant is willing to sit on the same side of the table with a client, listen to their problems and objectives, and design creative solutions for the client – even if the solutions are so unique that they draw everyone (including the consultant) out of their comfort zone. This difference in approach can make a marked impact on outcomes for clients and their employees.
When I took over my firm here in South Louisiana, I began the work of articulating our value proposition. It took some time, but eventually I connected the dots – Linda’s words about “working without a net” were more than just a throwaway comment on a performance review – they were wisdom and insight about my own gifts, and what it means to be a true consultant. It is embedded in our Core Values. It is what I strive to be for my clients, and how we train our staff. Although it had been years since I’d spoken to Linda, my brush with greatness undoubtedly had a great impact on the course of my career and the success of my firm.
Wherever you are Linda… on behalf of the dozens of consultants you influenced over the years… thank you.
If you’d like to join me in honoring Linda’s legacy, please donate to one of her favorite causes, PAWS Chicago or Impact Grants Chicago:
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