By Bill Current, President & Founder
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Author’s Note: I founded the Current Consulting Group (CCG) in 1998, nearly 25 years ago. For the next 12 months we will be celebrating our 25th anniversary each month with articles, webinars, and discounts on CCG services. Check our website and LinkedIn page for special updates and offerings. Each of our monthly newsletters will feature a special article entitled “Being Current: 25 Years in the Making” on some of the most important things I’ve learned about drug testing and about being in business since I started the #1 consulting firm in the industry two-and-a-half decades ago.
Lesson #2: There’s No Such Thing as “It’s Just Business”
I have had the good fortune of working with some great people during my career, especially since starting the Current Consulting Group (CCG) nearly 25 years ago. One person who I considered a great friend and valuable mentor was Mac Allen, who used to work for National Safety Alliance (NSA) out of Nashville, TN. Mac had already had a successful career as radio DJ and was a talented guitarist and songwriter. But as Vice President of Sales, he played a key role in helping to establish NSA as one of the early premier providers of drug testing.
Over the years I learned many valuable lessons from Mac that have shaped my approach to business. Perhaps chief among these lessons was the importance of personal integrity. Mac was known for treating people fairly, honestly, and with respect. He understood that you win some and you lose some in sales, and that it’s not worth selling your soul to the devil to win an account.
National Safety Alliance orchestrated the first major “roll-up” in the history of the drug testing industry. They acquired an impressive collection of drug testing providers, mostly third-party administrators, owned by like-minded entrepreneurs. In due time they had assembled a who’s who of solid companies. I was a consultant to NSA, but I claim no credit in their roll-up effort. I was mostly an observer and admirer of what they were doing.
As is almost always the case, a successful roll-up effort leads to being acquired and that’s what happened with NSA. I’m sure the principal partners did well. Shortly after their deal was consummated, I received a small package in the mail from Mac. It was a very expensive pen with a note thanking me for being a valuable contributor to NSA’s success. That generous act of kindness significantly shaped how I have tried to treat people during my career.
Some people will do or say anything to get the upper hand. To justify their actions or words they’ll say, “it’s just business.”
Drug testing providers are really in the people business. We sell our services to people not companies. Our services can have a direct impact on the employment of people, our clients’ employees. Other people, our own employees, rely on the success of our businesses for their livelihood.
In the final analysis, our careers will be judged by how well or poorly we treated people. That’s what others will remember about us. I’m grateful for people like Mac Allen who treated me with the kind of kindness and respect that helped me learn early on that there’s no such thing as “It’s just business.”
