Paul Binsfeld is an EO Arizona member, as well as the founder and president of Company Nurse, LLC. In 2016, Paul launched Enspiri Solutions, LLC, the first-to-market SaaS solution for workers’ compensation nurse triage management.

He shared tips gleaned from 20 years of partnering with long-term clients in our March 2017 Octane issue. Read Paul’s complete list of lessons—as well as additional insights from other EO members—at our Octane magazine homepage.

1. Understand a Client’s Motivation

Design your services to help your client achieve their goals. We assess results for each client monthly, quarterly and annually, adjusting our services as we go to maximize client benefit. They appreciate our customized approach.