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could protect themselves from approaching danger. Tis idea is no less lifesaving for a business today than it was on the frontier hundreds of years ago. Keeping abreast of industry trends is critical; keeping abreast of the moves of your competitors can be life or death. Atending DATIA, Society for Human Resource Management (SHRM) and National Association of Professional Background Screeners (NAPBS) are great ways to see what your competitors are offering and their future plans. Meeting with labs and product manufacturers, following companies on LinkedIn, Facebook, and Twiter are necessary for you to help predict where competitors are headed and make sure you are planning with equal or greater innovation. Tis holds true for your clients


as well. Understanding the trends and challenges for your clients and their industry helps you beter predict how you can help them improve and prepare and plan for problems before they actually start. It is far less costly to monitor and plan only to find it was not needed, than to be caught off guard and invest in a game of catch up while your clients move to a competitor who was one step ahead. Value can be measured in many different


ways. Being as fluent discussing emerging trends as you are discussing your products and service may not always directly correlate to an increase in revenue but measuring the value of this integrated approach as part of your client retention strategy is a great investment for any company, large or small, to make. ❚


Nina French is the Partner and Principal Consultant at Current Consulting Group with over 23 years of experience in employee screening. Nina was Vice


President of Employee Health Programs, later First Advantage. She specializes in product and business development, occupational health and wellness operations, and drug testing marketing and sales. She is an expert in all facets of drug testing and employee screening operations including SAP and compliance monitoring. Her consulting emphasis is on helping employee screening providers streamline operations, launch products, increase revenue, and retain existing clients.


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