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start building relationships with your competitors, as they will oſten become your customers—and perhaps one of them may also become your mentor. I mentioned above that many collection


businesses evolve into third party administrators (TPAs) for the drug testing business. With collection businesses, you collect specimens and ship them off to a laboratory and you get paid for that service. With the TPA business, you help employers manage their drug and alcohol testing needs and requirements. Tis might include assistance with drug-free workplace policies, managing specimen collection logistics, laboratory services, medical review (MRO) of drug tests, random drug testing, consortium management, and much more. Can you do all of this for employers? Yes, you can. As you are out there in the business community, you will run into employers who do not yet have a drug testing program, and they will ask you for help. You’ll learn as you go, one customer at a time. Seek the right professional venders for the services you will provide. Don’t go by trial and error. Seek out professional assistance from trusted venders or a consultant. As you evolve as a TPA, technology


becomes very important. Te drug testing industry has been changing, and will continue to change, from a paper world to an electronic world. Te electronic custody and control form, and the rapid movement of data among computer systems is the future for the drug testing industry. Embrace this early on and you will see quicker and longer success. Look for robust technology. Look for vendors who can offer you a complete all-in-one solution for drug testing management, along with the ability and flexibility to work with various laboratories and collection site networks. It will become clear to you that your business does not have to be local—it can become regional, national, or perhaps even international.


www.datia.org


Starting a new business of any kind is


never easy. Be sure you’re truly ready, because this is hard work. It is not an eight-hour, nine-to-five job, and it never will be. I have owned several successful businesses and I have always worked longer hours than my employees. But there are many advantages to business ownership as you grow your successful company. Tese advantages include independence, lifestyle advantages, financial rewards, learning opportunities, lifelong friendships, and personal satisfaction. Put your skills and knowledge to use, and you’ll gain personal satisfaction from implementing your ideas, working directly with customers and venders, and watching your conpany succeed. Drug testing is an exciting and fast-


growing industry. You can be successful by working smart and hard. Keep in mind that you don’t know everything, so reach out to those who might be able to help you. You have to have a vision and you have to have a plan to achieve that vision. Remember that those who fail to plan, plan to fail. So, start planning today and get your new business off the ground. ❚


With extensive experience in drug testing since 1993, Joe Reilly is considered a national expert for the workplace drug testing industry. Joe currently services as President of Joe


Reilly & Associates, Inc, President of National Drug Screening, Inc, and Senior Compliance Officer for USA Mobile Drug Testing, Inc. He regularly provides expert witness testimony, consulting and training programs for employ- ers, collectors, TPAs, Labs, and others in the drug testing industry.


Born and raised in New York City, Joe now resides in Indian Harbour Beach, Florida with his wife Robin. Joe graduated in 1979 from Manhattan College, Bronx, NY with a Bach- elor of Science (Business Administration) with majors in Accounting and Marketing.


datia focus 21


You’ll learn as you go, one customer at a time. Seek the right professional venders for the services you will provide. Don’t go by trial and error. Seek out professional assistance from trusted venders or a consultant.


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