Drug screening

Question: I would like to have agreements with my local factories to conduct their drug screenings. Is there anything I need to consider before giving them a price? I want their business, but not at a loss for my own company.

Answer: Well, clearly you need to understand your costs in providing the service. But you also can ask about what their other needs are, apart from a low cost.

Perhaps they would like open access to send an employee over with less than six hours notice, or to get reports back faster than they have before. Perhaps they'd prefer a provider who would bill them monthly rather than by test - a flat rate - so their costs remain steady. For example, you could agree to do up to 25 screenings per month for a predetermined amount. If you exceed 25 screenings, you will charge a set rate per additional screen.

Knowing your own costs and understanding your clients' needs will ensure you negotiate this properly.