• You could learn how to do this yourself by trial and error (watch out for those errors).
• You can hire a consultant to teach you the business. • You can buy a couple of good books to educate yourself. • You can choose one of the 3rd
party background checking
software platforms for background checks and try to learn from that.
• You can join NAPBS (National Association of Professional Background Screeners) or at least attend their conferences to learn about the industry.
• You can hook up with an existing background checking com- pany to do the back end work and provide the expertise. You sell it, the client orders off your website and they do all the back end work. Your current client base of employers would be prime targets
for offering these related services. Then you can broaden your sales effort with your expanded offerings beyond drug screen- ing, making you a more valuable resource to the human resource departments you serve and further making it more difficult for competitors to take away your client because you now offer a full suite of background checking services. So, how easy is it to be successful at this? Rest assured it is not
easy. There are over 700 background screening companies out there. The smallest do a few thousand dollars a year and the big- gest does close to $1B. So yes there is significant competition, all trying to get every client. But there is also significant opportunity. The key to suc-
cess in this industry segment is not sourcing the data because it is all readily available or can be easily sourced to a quality wholesaler. The key to success is not technology because that is easily and inexpensively available. The key to success is not location because you can be located pretty much anywhere in the country and sell to clients anywhere (albeit in some states there are licensing requirements). Believe it or not, the true key to success is something as simple as “service”. Background checks have truly become a service industry. This means quick turnaround time on reports, accurate, verified information and, very, very important, knowledgeable humans to answer ques- tions when asked. So, if you want to expand your earnings, think seriously about
this avenue. Do your research. Talk to your existing customers about this. Call an expert to chat. Engage an expert to help you figure out the best plan for your particular needs. Just act. ❚
Bruce started Berg Consulting Group, a consultancy specific to the screening industry, at the request of several ex-competitors after he built his company (CIC/HireCheck) from $197,000 in sales in 1991 to $13,000,000 in 2000. Then sold the company. There are now five experienced people in our group offer-
ing start-up consulting, business improvement, lower costs, industry specific services, mergers and acquisitions and robotic extraction of criminal records direct from the courts. With over 21 years in the background screening industry, we are the experts. It is all we do. visit us at
www.bergconsultinggroup.com
www.datia.org
datia focus
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