Company Overview

First Advantage (Nasdaq: FA) is a leading organization in the information technology and services industry that is committed to offering industry-standard background checks and screening services. With a workforce of over 5,500 employees and offices in 29 locations, First Advantage thrives on its cutting-edge technology and large global capacities to perform comprehensive background checks in over 200 countries and territories.

Key Service Offerings

First Advantage's suite of services empowers employers and housing authorities with reliable background check solutions to make fast, dependable decisions. Beyond traditional background screening, First Advantage offers an array of products and services including residential screening, and investigative research.

Customers can turn data into insight and insight into action to understand the effectiveness of their employment background check screening program. This organization strives to exceed its customers' standards by offering services ranging from criminal records checks to analytics and reporting.

Apart from this, First Advantage goes a step further by demonstrating how to perform reference checks appropriately, ensuring a more effective way of reference checking as part of their service offerings.

Customer Support and Relationship

The company places great emphasis on customer service. In response to customer feedback about long hold times, First Advantage now offers chat support via help.fadv.com where trained agents are available in seconds, ensuring incoming inquiries are resolved with expertise and empathy.

First Advantage | LinkedIn

Global Background Checks & Screenings | First Advantage

First Advantage APAC

First Advantage APAC

First Advantage Reviews | Read Customer Service Reviews of fadv.com

Objective

The primary objective of this sales plan is to prospect into First Advantage, a leading information technology & services firm known for their background screening and residential screening services.

Understanding the Prospects Pain Points

To effectively pitch a B2B SaaS solution to First Advantage, it is crucial to understand potential pain points the company may be facing:

1. Poor customer service: Several customers have complained about long hold times, unprofessional behavior, and lack of knowledge by customer service representatives. First Advantage has implemented a chat support feature to address this, but the level of customer service experience still falls short^[3].
2. Slow turnaround time: Despite the claim of fast and reliable decision-making, any delay or inaccuracies in their background check process can detrimentally impact confidence and decision making of their clients^[4].
3. Difficulties in handling large-scale operations: The scale and complexity of operations across 200+ countries with over 6,400 employees could create challenges in maintaining consistency, coordination, and communication^[2].
4. Unfriendly user-experience: Given the large scope of their operations and complex services, clients may find it challenging to navigate and understand their services^[5].
5. Lack of trustworthiness and reliability: Some customer feedback indicates a lack of trust in the brand's ability to deliver upon their promises^[3].

Targeted Approach

Personalized Value Proposition

Leveraging a B2B SaaS solution could help First Advantage address their clients' pain points more effectively by:

1. Enhancing the level of customer service to meet and exceed customer expectations.
2. Automating processes to ensure faster turnaround times.
3. Streamlining operations to handle large scale tasks with consistency and ease.
4. Improving user interface and experience to simplify client interaction.
5. Ensuring trustworthiness and reliability via demonstrable reliability and transparency features.

Action Plan

Internal Research

• Conduct more research about First Advantage's services and pain points using online forums, review websites, and social media sources.
• Analyze the company's most recent annual and quarterly reports for additional insights about their operational challenges and strategic direction.

Outreach

• Develop a targeted email campaign showcasing how the B2B SaaS solution tackles First Advantage's pain points.
• Leverage LinkedIn to identify key decision-makers at First Advantage and send personalized connection requests.
• Follow up with phone calls to discuss the benefits of the proposed SaaS solution.
• Schedule a product demonstration or meeting to discuss how the solution can address their pain points.

Objection Handling

• Highlight the customer success stories and case studies of how the proposed B2B SaaS solution has helped similar companies.
• Explain how the transition to the proposed solution will be managed to ensure minimum disruption to First Advantage's operations.

Closing

• Propose a pilot period for the First Advantage to experience the benefits before full implementation.
• Negotiate the terms of the contract and finalize the deal.
• Begin onboarding and implementation process promptly after agreement.

Post-Sale

• Assign a dedicated customer success manager to ensure smooth onboarding and to address any issues.
• Regularly check in with First Advantage to ensure satisfaction and discuss potential upgrades or additional services.

[^2^]: First Advantage | LinkedIn

[^3^]: First Advantage Reviews | Trustpilot

[^4^]: Home | First Advantage APAC

[^5^]: First Advantage