BUSINESS SENSE
outsourced services. As Ken Will stated in the Summer 2011 issue of DATIA focus, our industry is a “three legged industry” (drug testing, background screening and occupational health) and this article will detail how you may in this article how you may be able to maximize your profit margins without adding a single client. While you may not have a physician, nurse, substance abuse professional, or other medical professional on staff, there are plenty of ancillary services you may be able to provide, depending upon your staff qualifications and scope of practice for those medical professionals in your state. Studies have shown that you will spend at least five times more to
T
atract new customers than you will to maintain the ones you al- ready have. It is human nature for an individual to spend more with a friend—at least someone in which they have a relationship. Tis makes sense when you consider that customers oſten purchase your services or products because they have developed a relationship with you, they owned another product of yours, or they were referred to you by a friend or associate and trust in the products/services you offer. While a growing business needs to constantly capture new custom-
ers, the focus and priority should be on pleasing your existing customer base. Companies that fail to nurture and retain their customer base ultimately fail. It’s important to try to satisfy them with the right prod- ucts and services, by understanding their business, you will be able to determine what, if any, ancillary services you may be able to offer. Below are a few examples of some ancillary services you may be able to provide aſter some basic training and/or education.
Wellness Programs Providing Wellness Programs to your clients is an effec-
tive tool to help identify potential health risks and be able to find solutions along with educating both the employers and the employees. It becomes a welcomed perk from the employer to their employee. It also serves as “a value added service” for your clients (Employers). As a service provider, you can contact most any Substance Abuse
BY: ANDY POWELL, NURSING CORPS, INC. AND ELAINE TAULE, NMS MANAGEMENT SERVICES, INC.
Maximizing Relationships and Profits
he Society for Human Resource Management (SHRM) reports that over one-third of human resource professionals intend to continue seeking “single source” vendors for their
and Mental Health Services Administration (SAMHSA) certified lab and set up a clinical account for use with your Wellness Programs. Businesses are embracing employee wellness programs on the
theory that promoting a healthier workforce will reduce employee use of health benefits. Tis lower utilization will translate into lower group-premium rates that the employer may be liable to cover. By providing up-front incentives to live a healthier lifestyle, an employee may be able to avert behaviorally induced medical conditions later in life that are costly to the employer as well as the employee. Some simple examples of wellness services you may be able to offer
utilizing your current staff or by partnering with local businesses (i.e. pharmacies) are: • Flu Vaccine Clinics • General Health Assessments (height, weight, pulse, blood pressure, sugar level, etc.)
• Blood Chemistry Panels • Hepatitis Vaccinations and Titers
Background Checks Level I and Level II background checks are terms used in state
statutes to convey the method of the criminal history record check and the extent of the data searched. • Level I generally refers to a state only name based check and an employment history check.
• Level II generally refers to a state and a national fingerprint based check and consideration of disqualifying offenses and applies to those employees designated by law as holding positions of responsi- bility or trust. In the State of Florida, Section 435.04, mandates Level II security background investigations to be conducted on employees.
Fingerprinting Purchasing a fingerprinting device and geting licensed as a Level
II provider is an excellent way of maximizing your relationships with colleges (offering health care degrees), Departments of Children and Families, elder care facilities, Departments of Juvenile Justice, etc.
Education / Training Many employer education / training classes can be taught by
professionals with litle specialized training in the subject mater. More specifically, you do not have to be a medical professional (i.e. RN, MD, etc.) to teach CPR, First Aid or other seeming medical related classes. CPR (Including AED) / First Aid Training: CPR and First Aid
Training is required by the Occupational Safety and Health Admin- istration (OSHA) (29 CFR 1910.151(b)—General Industry) in the absence of an infirmary, clinic, or hospital in near proximity to the workplace which is used for the treatment of all injured employ-
20 datia focus winter 2012
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