1. Compliance….GlobalSearch……WHAT?!?!
Uncover new GlobalSearch opportunities by understanding your customers regulations

2. What is compliance?
Official Definition: Certification or confirmation that the doer of an action or the manufacturer or supplier of a product, meets the requirements of the accepted practices, legislation, rules and regulations, specified standards, or terms of a contract.
Sales Definition: It’s the rules that your customer needs to abide by to do their business!

3. Why is YOUR customer concerned about compliance?
FINE$
The cost of NON-Compliance can be astronomical to businesses
US and European Banks paid nearly $65 BILLION in fines in (up 40% from 2013 – Boston Consulting Group)
HIPAA fines can range from $100-$50,000 PER Violation/Record and can be a result of things such as employee errors, data control and access. Ex. 2013, managed care facility Wellpoint Inc was fined $1.7 MILLION for noncompliance in regards to PHI (Private Health Information) that was accessed inappropriately as well as poor internal administration procedures.

4. What types of Customers are impacted by compliance?
Education (schools) FERPA – Family Educational Rights and Privacy Act
Financial Institutions FINRA – Financial Institution Regulation Authority
Publically Held Companies SOX – Sarbanes Oxley Act – Public Company Accounting Reform and Investor Protection
Nearly ALL businesses have some sort of compliance standards they are required to meet and are regulated by at some level!

5. GAMETIME!
If not appropriately managed - what type of documents or information on documents could be subject to fines in regards to compliance? (example – SSN #)
Date of Birth
Credit Card Info
Bank Account Numbers
Insurance Information
Health Records
Educational Records
Business Transactions – A/P, A/R
Thinking Drink Ticket- something for those that participate – open up the floor – give them 2 minutes to compose a list!

6. My sales team are not experts in compliance – Now What?!?
It’s ok, by asking a few simple questions, your team will open the door for new GlobalSearch opportunities!
Your customers have compliance standards – ASK THEM!
‘Do you have a Compliance Officer?’ – this question will certainly raise an eyebrow!
Audits – Ask the questions ‘How often are you audited?’ or ‘When is your next audit?’ – Audits can be very ‘taxing’ on organizations who do not have GlobalSearch in place!

7. How does GlobalSearch fit in? Translating Compliance into GlobalSearch
Security – down to the user, document and index field, businesses can control what activities users have the ability to do in GlobalSearch
Automating Workflows – moving documents electronically rather than manually from person to person or department to department in GlobalSearch certainly can increase efficiency, but also assist in compliance regulations
Retention Cycles – automating when documents have reached their compliance life cycles – sometimes it’s as important to purge a document than to keep it
Back-Ups – information and documents in GlobalSearch can be easily backed up
Audits – being able to produce documents quickly, as well as being able to export documents from GlobalSearch can cut audit times down significantly and increase accuracy as well
Audit Logs – with GlobalSearch Document History businesses have the ability to prove what users did, with specific dates and times with each document
Electronic Signatures – through either the desktop client or through GlobalSearch, users can facilitate authenticated signatures burned to image files permanently. With our integration to Docusign, external signatures can be authenticated and communicated as well
Demonstrate these items in GlobalSearch

8. Working with your sales team using compliance talk tracks
Your customers may not be aware you offer GlobalSearch to assist them with compliance issues!
Discuss your internal compliance concerns with your team – what do you deal with as a business owner, manager
Practice! – Pick an area of compliance to have presented by a sales person each week for a few weeks in sales meetings – (practice makes perfect)
Probing Questions – Your customers love to tell you about their business challenges that they deal with – JUST ASK!!!!
How do you handle your H/R documents, are they electronic or on paper?
When you deal with audits, how easy is it to access the requested documents?
I realize you are dealing with (enter documents here), may I ask how you do you secure them?

9. Plan of action – questions?
Help your team understand compliance conversations are important to have with your customers – THEY ARE LOOKING FOR HELP!!!!
Work with your team to understand how GlobalSearch can assist with compliance
Challenge your team to understand different vertical approaches with regards to compliance and GlobalSearch
Share with your team how compliance impacts your organization – sharing that experience will help your team understand how their customers may also be dealing with compliance
THANK YOU – Questions!?!?