Small client focus The Thomas Group targets firms with fewer than 1,000 employees, presenting a clear opportunity to offer tailored employee benefits concierge services and cost-effective solution analyses to small and mid-sized employers in the DC metro market.

Virtual HR capability Position their “virtual HR department” value proposition to prospective clients as a scalable benefit and compliance support package, which can be upsold with carrier-agnostic consulting and ongoing benefits administration.

Experience edge Leverage their 75 years of combined insurance experience and client growth success stories to differentiate from larger brokers, targeting growing small businesses that need hands-on service and strong fiduciary guidance.

Tech-enabled servicing Highlight the use of Google Workspace and analytics capabilities as a cost-effective, modern service backbone to improve collaboration, data security, and reporting for small businesses seeking efficient benefits management.

Financial footprint With revenue in the mid six-figure to lower seven-figure range, there is room to expand offerings such as voluntary benefits, retirement planning, and compliance support to increase wallet share among existing clients and attract similar-growing firms in the region.