Weekly Sales, Marketing and Account Management Status Update 08/04/2016 L&a new



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Weekly Sales, Marketing and Account Management Status Update

08/04/2016



L&A
New:

  • Clyde & Company – France Claim

  • Coilcraft – SEF and various other services being considered (via Chubb)

  • Luxembourg Bank – Potential huge new program; September call back

  • World Numismatics – Potential new (small) lead from XL


In Process:

  • BMO Harris Bank – Cash Vault Audit Program

  • Brinks – Cash Vault Audit Program

  • CMPC (Chile) – Facilities Security Assessments expanded from 4 to 5

  • Feld Entertainment – CEC Security Agreement

  • Feld Entertainment – Venue/Event Security Services Program (All Acts)

  • Fifth Third Bank – Cash Vault Audit Program

  • Great American – Casino Survey (Mohegan Sun) pending

  • Integro – Reconnecting with M. Klaschka on Healthcare business

  • Invenergy – Security survey work in Mexico and El Salvador pending

  • Ranger American – AMLP Development: Risk Assessment & Controls Review

  • Securpol – Route Operations Program

  • Siegel McCambridge – Cannabis Program Development

  • Wells Fargo Bank – Cash Vault Audit Program being reconsidered (7/25 call)

  • West-Ward Pharmaceutical – Workplace Violence & Active Shooter Training

  • Willis Towers Watson – Security Consulting Partnering Arrangement

  • XL Catlin – Partnering Agreement and Active Assailant Program


Other:

  • 7/27 – M. Lowers & A. Terrades speak at Florida RIMS Conference w/ XL Catlin

  • July – Search for Account Manager suspended until further notice

  • 8/4 – Great American Summer Brokers Reception at Bethpage C.C.

  • August – Account Executive candidate identified; September onboarding planned

  • August/September – Willis Security Consulting to visit P’ville office

  • 9/12 – Cyber claims presentation with Marshall & Sterling in Atlantic City

  • Ongoing – IAHSS Conference follow up with booth visitors and all other applicable attendees.

  • Ongoing – Cash Vault Audit sales initiative with Fed Mtg. participants


Won:

  • LSO Final Mile (Express Courier Int’l.) – Risk Survey & Loss Control Services

  • Prosegur - Program Renewal


Lost:

  • Advanced Insurance Underwriters – Seminole Nation/HardRock International

  • Franchise Insurance Group – Survey Program (revised and resubmitted)

  • NCHS – Vendor Management Review

PSS



  • Status of SHRM leads

    • Working on 3rd contact. Prioritizing larger deals

    • Deals closed - 3


Opportunities:


  • Ford Foundation (NY): I spoke to Kellee McEwen in their HR department; currently using HireRight and they are not pleased; looking to make a change within 2 months.

  • New Generations FCU – Richmond, VA

I was finally able to get an e-mail response from Terry Hampton, VP of HR, after several telephone calls and e-mails; she informed me that now is now a good time for her to discuss the quote that I sent her on July 13th; However, she would like me to follow up with her in September. To recap, New Generations FCU is a longtime First Advantage customer but they are a low volume producer and therefore a low priority for First Advantage

  • Daystar Baptist Missions, Inc. -  Huntington, WV

Tim Bilbrey, Executive Director, has not sent me the signed paperwork as of yet; I called and e-mailed him today; As of last Friday, he was going to get Board approval this past Monday for the pay-as-you-go proposal; Should seal this one by the end of the week

  • Thomas J. Benjamin, PLLC – Washington, DC

Orientation completed; account implementation completed as of the end of last week

  • Scott Insurance – Lynchburg, VA

Had a fantastic conversation with Teresa Vaughan, HR Director; currently satisfied with Omnia which provides background screenings and assessment testing; need assessment testing element to sway them but definitely a longer term conversion opportunity; Scott’s President is an HSC alum and Teresa has hired numerous HSC alums; She likes the fact that we are a Virginia-based company; definite opportunity here

  • Cuyahoga County - RFP. $60K Completed RFP.

  • Gables Residential –Working on proposal for Background Checks and Drug Testing $100K

  • PPI – Met with new HR Director. She will return contract next week.

  • Loudoun County – Closed lost. Minority/woman owned business, pricing.

  • CareFirst – They chose HireRight. We do not have an existing integration with PeopleSoft 9.2

  • Aerotek – Working with David on fulfilling their program requirements.

  • Acentis Real Estate Partners – Should close this week

  • Mindful Restaurant Group-New Opportunity

  • LM Wireless-New Opportunity

  • Salient- RFP in evaluation process

  • ACS – Waiting on follow up from Steve D

  • Dunbar – Drug Testing and Physicals site match due this week. Working with CDI on assessment testing. Follow up this afternoon.

  • Erickson Senior Living – Met with HR Manager to discuss program. Next step demo of eAuthorize.

  • Vencore – Meeting 7.29 with Recruiter> Setting meeting for September with decision maker. $120K

  • Belk-Brad spoke to Talent Acquisition leader. We are coordinating a meeting with the Program Owner in Charlotte. He has expressed interest in a F2F meeting.



Other



  1. 3 interviews set for 8.11

  2. Preparing for Healthcare Tradeshows-VaSHHRA, ASHHRA and WVHHRA


WSS
In Process:
New Inbound Leads:

  • Advantia – Sent Civil Quote. Under review.

  • KGI Holdings – Reached out to Zach, no response. Emailed.


Existing Leads:

  • PreCheck – Conversations have been initiated and are in progress.

  • OrangeTree – Follow up slated in Q3

  • Sterling – Dan has followed up multiple times, no progress. Handing to Vince to pick up.

  • Carco

- Testing GA this week. (Still waiting)

- Officially assigned an AM (Justin)



  • CastleBranch

- Integration beginning this week

-OH Testing Complete. Now preferred Oh Vendor



  • Accurate

- TN under review. Letter sent to compliance team which is the final step before notification.

  • CheckR 

-Asked how many MiamiDade searches could we handle daily

- Closed Employment Verifications (Including Talx)

- Several new accounts expected to close this month

- Volume increase: Averaging 15,000 daily orders in July (7,400 daily in Jan)


Projects:

  • FUSE DASHBOARD/NAPBS

  • New 6 month projections that factor in 1st & 2nd quarter growth. Completed.

  • Verifications information and sales packet

  • Volumes for revamped tiered pricing and focus on Margin.

  • Bottom 10% study of pricing & difficulty

  • 90 day, 6 month, 1 year plans for outlook of Customer Service & Account Management.



Upcoming Trips

  • August 24-25: Easy Backgrounds in New Hampshire

  • NAPBS Sept 17-21

  • Castlebranch: Visit being planned



MARKETING
Activity:


  • LRG – HCR Assessing Your Threats E-Book—In Draft

  • LRG – Threat Assessment Blog #2 – 1st Draft

  • LRG – LRG Core Values signs – 1st Draft Complete- Working on 2nd round

  • LRG – CASIM ppt update/edit – Design draft complete- scheduling content revision

  • LRG – Risk Mitigator – to publish 08/04




  • L&A - Collateral content refresh- prioritizing content writing schedule

**holding on PSS Candidate Experience Ebook & Replacing it with L&A Healthcare Content


  • WSS – NAPBS Booth Design- Initial Concepts—Delivered 07/27

  • WSS – Blog- “Disappearing PII”—Published 07/27




  • PSS – Infographic Blog 2 of 2—To publish 08/03

  • PSS – FuseOS report – Sent graphics files to FUSE team

  • PSS – Fuse video – Storyboard complete/ in first-round edits

  • PSS - Pay Per Click Campaign- In design

  • PSS – Infographic – So You’re Getting Background Checked? – Published 07/29




  • SCTA – Speaker gifts—Ordered

  • SCTA – Commander Kirk Lippold books – sourcing

  • SCTA – Book Plate, Badge Design—Ordered

  • SCTA – Program Layout— Approved

  • SCTA – 94 registered attendees

  • SCTA – Full Agenda Email—Published week 08/01

  • SCTA – Early Bird Deadline Email—Deployed 07/28

  • SCTA – Registering LRG Employees—Registration complete

  • SCTA – LRG & PSS Ad—Complete

  • SCTA – Welcome letter for program—In draft

  • SCTA – Ad Submissions due no later than September 2nd




  • GPRS – Email Campaign—Deployed 07/28




  • HeroHomes – Added Photos to Website

  • HeroHomes – Logos Added to Website

  • HeroHomes – Added Construction Photos to Website

  • HeroHomes – Shirts—Sourcing


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