Reframe the conversation
Focus on what your clients should be thinking about.
3 steps to help ensure clients get the most from their dental plans
Plus, actions you can take right now ahead of renewal to ensure lasting value
Current dental market trends are changing rapidly, and how they might impact client retention and growth is a valid concern. But by working with the right dental carrier, you can recommend dental plans that will help your clients satisfy employees while also controlling costs.
Last updated September 3, 2026
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What you can influence now
You don’t even have to wait until renewal time to start talking about what you and your clients can influence, such as:
Network performance
Deeper contracted discounts
Higher in-network utilization
These things also happen to have a direct impact on rates.
When you ensure your clients work with a dental carrier that supports well-being while controlling costs, you can help reduce the likelihood that rate increases will happen.
What's really driving higher dental costs
Dental costs often rise fastest when contracted network discounts aren’t being applied, and members receive care out of network.
Network (local access)
Can members find in-network dentists and specialists near where they live and work?
Discounts
Are members using in-network providers to take advantage of network discounts, or going out of network? Are discounts competitve for the procedures that drive spend?
Plan design
Does the plan encourage in-network choices, or does the plan structure make out-of-network care easier than intended?
1. Measure utilization
This will help your clients address unnecessary out-of-network usage. Network fee schedules only reduce costs when members use in-network providers, so it’s important to make sure your clients are actually capturing the discounts they’re paying for.
2. Accurately assess disruption
Directory comparisons can be misleading. Use claims-based, utilized-provider matching to help clients understand disruption risk by market.
3. Ensure plan design aligns with desired behavior
Certain plans can unintentionally allow higher-cost patterns like going out of network to persist. Plans that prioritize and reward preventive care and in-network utilization, coupled with strategic member education, help create more stable plan performance.
Remember:
Not all dental networks are created equal
Look beyond the number of dentists in the directory. A strong network is built around provider access, meaningful discounts, and a positive member experience. An actively managed, strategically grown network can help deliver more consistent savings and make it easier for members to find quality care close to home.
Focus on what’s within your control, improve the dental experience
When you work closely with your clients to improve local access, measure true disruption, increase dental network utilization, and align plan design with in-network behavior, you create a better experience for employees.
Likewise, you help make the experience better for everyone when employees can fully understand what their dental benefits provide, access care at a discount, and see providers near where they live and work.
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Guardian’s Group Insurance products are underwritten and issued by The Guardian Life Insurance Company of America, New York, NY. Products are not available in all states.
Material discussed is meant for general informational purposes only and is not to be construed as tax, legal, medical, or financial advice. Guardian, its subsidiaries, agents and employees do not provide tax, legal, medical or finance advice. Consult your tax, legal, medical or finance professional regarding your individual situation.