#awinewith Tessa Eklom: turning a gap in regional safety services into a business
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What do you do when your region needs a service nobody provides? If you're Tessa Eklom, you become the person who provides it. Tessa is the founder of DTE Consultants, a workplace drug and alcohol testing and safety consulting business in southwest Victoria. In this episode she shares how a gap she couldn't hire for became the business she now runs full-time, why word of mouth beats social media in a regional town, and how she and her husband built a 24/7 callout service around a family with two young kids.
How do you spot a business idea hiding in plain sight?
Tessa was working in safety and compliance for a transport company and simply needed someone to run drug and alcohol tests on their drivers. There was no one in town: testers came from Melbourne, incidents waited 12 hours, and in a small town the rumour mill beat the tester to site. Her lightbulb wasn't a stroke of genius, it was a question: "If no one's doing it, why not me?" She had the safety and HR background, she knew what businesses needed for compliance, and she was comfortable around truck drivers. The people around her saw it before she did: "They saw the potential in me probably before I saw it in myself."
What actually wins clients in a regional town?
Not social media. Tessa tried, spent hours perfecting posts, and got nothing. Meanwhile decision-makers ghosted cold emails and calls because "they're fatigued with being sold to all the time." What worked: word of mouth. In a regional town everyone talks, and once clients saw the work, testing to Australian standards, strict on compliance, genuinely confidential, the phone started ringing with the same people who'd never returned her calls. "The proof's been in the pudding." Her other secret is disarmingly simple: people do business with people they like, and her stated goal on every site visit is to crack a smile out of the grumpiest truck driver in the queue.
How do you go from side hustle to full-time?
Deliberately slowly. With kids aged 5 and 2, Tessa started DTE Consultants alongside other work, planning to let it grow organically as her capacity grew. Then her "big fish", the one client she thought would take years, approached her to sign on. The drug and alcohol testing also kept opening consulting doors: a policy here, a procedure review there, businesses wanting a second set of eyes on compliance. Two months before this conversation, she gave up the other work entirely. Her word for the moment she realised the business could carry her: "Empowering. This has grown from nothing. I did this."
How do you run a 24/7 callout business around a family?
Incident testing doesn't respect bedtime, so Tessa and her husband engineered around it: he qualified as a tester too. A middle-of-the-night callout now means one of them goes and one stays with the kids, and the two-tester setup became a selling point ("if you need two people there to get through a heap of people and get back to work, we're there"). She's honest that the early days were a slog of after-hours admin once the kids were asleep, but the flexibility she started the business for has arrived: "If there's an excursion, I can go."
Tessa's one piece of advice for women in business
"Back yourself. Because you can do it. We are all amazing, we all have our strengths and weaknesses." And for the hard times, have a plan: "Drill into your why. Why did you start it? Keep it as your North Star, because that's when you can really burn out, when you start to spiral and go, right, why am I doing this?"
Meet Tessa Eklom, Founder of DTE Consultants
Tessa Eklom is the founder of DTE Consultants, providing workplace drug and alcohol testing to Australian standards alongside workplace health and safety and HR consulting, across southwest Victoria's port, transport and heavy industries, as well as local councils and small businesses. A transport and logistics safety specialist turned founder, she runs the business with her husband, offering after-hours and two-tester callouts that the region previously waited half a day for.
You can find her here:
Full transcript
Danielle: Amazing! Tessa, welcome to Spark TV!
Tessa: Thank you! Nice to be here!
Danielle: I'm very excited to have you here and have a chat, so thank you for taking the time. Let's start out by telling everyone who you are and what you do.
Tessa: So I'm Tessa Eklom, and I run a business called DTE Consultants. We basically do workplace drug and alcohol testing. That's what we do, and I'm also qualified in workplace health and safety and HR, so I consult to businesses on that as well. Sort of a one-stop shop, because as I found out, it's all kind of integrated, it all works with one another. You've got to be pragmatic about it all, and that's what I'm hoping to support businesses with.
Danielle: I love that! And do you do that for particular industries?
Tessa: So I'm southwest Victoria, so I'm regional. Where I'm based, we have a lot of industry. We have a large working port, and a lot of big industries that support that, heavy vehicle and whatnot, so that's mainly what we're dealing with, as well as local councils and small businesses. But primarily those heavy industries, with big machinery. A lot of male-dominated industries.
Danielle: Yeah. I never would have thought about drug and alcohol testing ever in my life for work, having gone into work a little hungover some days in the corporate life. Not anymore, of course. But I have a mining husband now, and he literally has to blow into a thing every morning when he goes to work. I'm like, wow, that's so bizarre. But it makes sense, considering the work that they do.
Tessa: Yeah, absolutely. There's a huge risk factor there, and at the end of the day, I always say: your reason for being safe at work is not at work. It's at home. Everyone should be able to go home safe. And that's why I do what I do.
Danielle: I love that. And how on earth did you get into this?
Tessa: I know, it's so random, who could think to go into that? So, I have a transport and logistics background, and safety and compliance is probably my biggest strength. I was working in safety and compliance for a transport company, and I was trying to get someone to just come and do some drug and alcohol testing on our drivers. Couldn't get anyone in town. And I was like, that's crazy, because we've got such big industry here, really blue-collar industries. Why isn't anyone doing that? If there's an incident, it's policy at most places that you would do a test, just to make sure that isn't a factor. And I was like, huh, okay. I mentioned it to a few people, and that's where other people were like, well, why don't you do that? And I was like… huh. Yeah. Well, actually, why not me? I've got the safety and the HR background that understands, from a business perspective, what businesses need to cover compliance-wise, and then the people side, we want to keep everyone safe, and what HR needs. And I'm used to working with truck drivers and whatnot. I'm the sort of person that could do that. I can be approachable and friendly, like, I'm not here to catch anyone out, I'm just keeping people safe. So I thought, well, if no one's doing it, why not me? I floated the idea, and I had a lot of supportive people in my life being like, yeah, go for it! You've got a lot to offer. Do it!
Danielle: I love that so much. Isn't it wild how a lot of businesses are started from just noticing a gap? Like, this is a huge problem we all have, why isn't somebody doing this? And why not you, if you've got the background, you've got the relationships. That's so awesome that people around you were also supportive.
Tessa: Yeah, and I guess they saw the potential in me probably before I saw it in myself. My husband's always been a really big supporter, like, you've got a lot of skills and experience, you could really help businesses with bits and pieces that they're struggling with. He's always encouraged me, and I was like, oh no, oh no. And then I was like, no, actually, I absolutely could do this. Because I also saw that, I have young kids, 5 and 2, and I was like, well, I could do this in addition to my other work, do it on the side, and if it grows organically as I get more capacity with the children, then that's great. So I could dip my toe in without it being too, too scary.
Danielle: So was that how you made the transition? Doing it as a bit of a side hustle around other work?
Tessa: Yeah, I was doing it as a side hustle, and there was one company that was my big fish. I'd said, if I could just get that one, I'd be like, yep, I've made it. And they became my first client. They approached me and said, we want to sign you, and I was like…!
Danielle: You made it on day one! Yes!
Tessa: So yeah, I was doing it on the side, and what I thought my business would look like, doing little bits of drug and alcohol testing, became a lot of consulting work. A lot of businesses were like, actually, we don't know this, or we're really lacking in this one knowledge area, can you help us with one policy, or one procedure, or just do a review? Things like that, having another set of eyes, making sure compliance is up to scratch. So it really grew quicker than what I thought, and within the last two months I was able to give up the other work I was doing to make ends meet, and now I'm solely doing my business, which is so rewarding.
Danielle: Congratulations! Holy crap, that is awesome! How does it feel? What was that moment like, when you're like, hang on a second, I don't actually need my job, because my business is doing better?
Tessa: Empowering. Really empowering. I think sometimes you think at work that you're not valued. Everyone's self-worth ebbs and flows, some days you're like, I'm amazing, I can do this, and other times you can't. But to see, oh, this has grown from nothing. I did this. And now I have the capacity to give up that other work, working for other people, and just do things my way, live my truth, and run a business my way. It's so empowering.
Danielle: Oh, I love that. It's often one of the big reasons why we want to start our own businesses, because we want that empowerment, we want to do it on our terms, around our families, and we often do feel undervalued in our workplaces. It's very cool that you've felt those feelings and it's actually translated: yes, people do value what you do, there's demand for it, there's money in it, all of those things have come true. So what do you think's been the biggest challenge of actually making that leap?
Tessa: Probably growing the business in terms of getting in contact with the right people. If you're wanting to speak to their safety person or whatnot, they're so cagey, because they're fatigued with being sold to all the time. Everyone wants to sell people something, or they've got the next big fix. So they kind of just don't want to hear from you, and that's been hard, because I've got a service to offer, and whilst I'm very much just trying to help them out and keep people safe, yes, I'm making money from it, but I'm also wanting to make sure they're being compliant. And I know they should be doing things. Don't have it in your policy if you're not going to do it! So it's being able to show that what I'm selling is of value to them, I'm giving them peace of mind. Trying not to be the extra person selling something that's not needed, or a quick fix. Getting in touch with the right people who can make those decisions has been really, really challenging.
Danielle: So do you think that's been the secret? Actually getting in touch with the right person and demonstrating the value, versus the sell? Has that been the key to unlocking clients?
Tessa: Absolutely. And I mean, I am regional, so at the end of the day, you can send the emails, make the phone calls, and I have done that, and they've just sort of ghosted me, given me nothing. But then word of mouth travels. Everyone talks, and then I actually get given the number and the contact, and I'm like, oh yeah, I was trying to contact you! Word of mouth speaks so much more here. And then once they see what we do, that we're testing to Australian standards, really strict on compliance, doing things the right way, keeping things confidential, that speaks volumes, and they're like, oh yeah, we need this, you're what we needed. Because in the past, say there was an incident, they had to get someone from Melbourne, so they were waiting 12 hours. Paying an employee to sit in an office for 12 hours for someone to come and test. And obviously by then the rumour mill has already gone around at work, being a small town, people are talking, the confidentiality wasn't there. Once the word of mouth goes around, oh, she's actually really good at what she does, really professional, it's gone from there. The proof's been in the pudding with the work.
Danielle: I love that so much, because I think oftentimes we get wrapped up in social media being the be-all and end-all for how you market your business. And I love that you said, actually, word of mouth, me doing a great job, is my best sales tool. It's so underrated, and I think sometimes it feels slow, because you're waiting for people to know how amazing you are. But when you can get somebody else to say, oh no, she's the best, that is so much more valuable than putting an ad up online.
Tessa: Yeah. And I was doing the social media stuff, and I find that very challenging. I mean, I can do it, but I spend so much time wanting everything to be perfect. Does it sound right? Does it look right? Is it branded right? Doing all this hard work, and I was getting nothing from it. Word of mouth is giving me the business, and getting face-to-face with people. That might just speak to the industries I'm dealing with as well.
Danielle: But I think it's a really good lesson, because there are so many different sales and marketing channels on the planet, and it's about finding the right one for you and your business and your customers. You've experimented and gone, that's the one that actually drives results for me, so that's the one I'll invest in.
Tessa: Yeah. And it's terrifying! Being like, oh, hi! You kind of have to put your persona on, like, no, you can do this, let's go, let's do it.
Danielle: I'm a big girl, I can do this! I know, it is wildly terrifying, isn't it?
Tessa: It really is. But at the end of the day, early on in my career, I was told: just fake it till you make it. No one knows how terrified you are. So you're like, okay. Well, let's do it.
Danielle: That's such an interesting comment, no one actually knows how terrified you are. It's so true. That's literally just the experience we're having in our own brains. The person in front of us is just hearing the pitch, and the conversation, and "you are a nice human being, I'll talk to you for a minute". They don't know that in our brains we're totally having a mental breakdown.
Tessa: Yes! Absolutely. And I've found that people just want to do business with who they like. You can have the best product, but if you're not friendly and approachable, chances are they're not going to do business with you. People do business with people they like. The first meeting is usually terrifying, so you've got to put the front on and be friendly and confident, but actually, the more you smile, it becomes genuine. You are genuinely smiling, and you build those relationships that can turn into friendships, or at least friendly enough that they go, oh no, I'll accept their call, they're not terrifying.
Danielle: Oh, it is so interesting. The other person you're having the conversation with is just a human being as well. They're showing up to work, they might not be having a good day, they might have all this stuff going on at home. There's something so underrated about just building great relationships with people, because even if it doesn't result in anything, they can still refer you on to someone else.
Tessa: Yeah. Or even just being able to say, I actually don't have time to talk with you today, I've got a lot on, just don't call me for a couple of weeks. Cool, okay, no worries!
Danielle: I actually love it when people are a bit direct. Cool, now you're not just ghosting me, I'll go on to someone else and circle back around to you.
Tessa: Yeah, I love when people are direct. Set that standard. I've had people say, okay, if you're going to call me next week, you need to text me a couple of days before and let me know the call's coming. And I love that. Tell me how you work, and I can absolutely work within boundaries. It's actually really helpful.
Danielle: It's so true. I think as business owners or salespeople, we try and do it our way, whether that's the phone call, or the email, or whatever. I remember I was working in a media company, and they were like, you have to have 5 face-to-face meetings every week. And I'm like, people don't have time for meetings! I just ignored them, and we ended up doing the majority of our business over email. Maybe the first time they might have a quick meeting, just, yes, you're a real human being, I'm buying from a person, but then the rest of the business over email. You've got to learn how your customers actually want to be interacted with, whether it's face-to-face, or "I need a text two days in advance". You've got to be so adaptable as a business owner.
Tessa: Definitely, yep.
Danielle: Oh, I love that so much. So what's next for you? Now that we're at the end of 2025, what's your 2026 plan?
Tessa: Really just to keep growing the business. Getting more regular clients who maybe want to do a quarterly schedule, trying to get those return bookings. And getting those clients over the line that I probably haven't been able to yet, whether it's just a policy here, or a procedure there. Just trying to spread the word a bit more, I guess.
Danielle: Yeah, and I love that approach, helping them out with something small to start with as a lever to get the longer-term business. It helps them understand who you are, what value you provide, that you're a good person to work with. Sometimes I think we want to do really big deals, or long-term deals, but actually the smaller stuff can be a really nice foot in the door with these organisations.
Tessa: Yeah. I mean, it's easier said than done, you want to grow your business, right? It still definitely feels like it's in its infancy. But it's about finding ways to add value to businesses and keep people safe.
Danielle: Oh my god, I love this so much. It's such a business driven on providing value, creating human connections, such a strong values-led business. I can see there's a real reason why people come to you and work with you. So congratulations, you are bloody amazing!
Tessa: Oh, thank you! It's actually really nice. If I'm out at a client's place, on-site, set up, calling people through, like, yeah, come on in, it's my goal to crack a smile out of everyone. You're gonna have a drug test, but you're gonna smile at some point. I don't care if you're the grumpiest truck driver, I'm gonna get a smile out of you. And I've succeeded every time! But half the time they come in really cagey and really nervous, and I'm like, you're fine, mate, we're just gonna have a chat, it's all good. I'm not here to catch anyone, we're just doing what needs to be done.
Danielle: And then you have a chat, how was your weekend, you're just really casual.
Tessa: And they just relax into it, and you get a smile, get a laugh, send them on their way. Try and make it a really positive experience, so when they see you again…
Danielle: Which they inevitably will!
Tessa: …they're like, oh, g'day, how are you going? It's been really nice, and it is values-based. I want to put people at ease, not be trying to catch you out. We're just keeping everyone safe. Everyone deserves to go home to their families, so let's make sure it happens, lower the risk, and support safer workplaces.
Danielle: Yeah, and it's so important, isn't it? Everyone plays a role in that. It's not about catching someone out, it's about making sure we all operate in a safe way and get to go home to our families. I even love that positioning, taking something that's probably a chore for people, that they don't like doing, and connecting it to why you're all here working anyway.
Tessa: Yeah. It's why we work, isn't it? Our families and our life outside of work is why we work, often. So we want to make sure we support that.
Danielle: That is so good, I love it. And you mentioned you've got a couple of kids, speaking of families. How have you found going from employee, to running your own business, to having kids, having a family? How has that all worked?
Tessa: It was really overwhelming at the start. Starting your own business, there's huge hours in that. It's not like, oh, I choose my own hours…
Danielle: Who came up with that lie? I'm so mad at them.
Tessa: At the start, it was a really hard slog. Getting everything up and running is all after hours. You've been to work, you've done the bedtime and everything, and then it's like, okay, now I've got to do all of this stuff. So yes, it was really hard at the start, and the juggle felt like a lot. But since I'm just working on my business now, I've felt that weight really lift. Because I started it because I want to be present for the kids. If there's an excursion, I can go. I just want that flexibility, and I saw that it was going to take a while for the business to grow, so if that's what I wanted, I needed to start now. And it has lifted, it's been a lot better, because I can be present during the day.
And when I got qualified to do the drug and alcohol testing, I thought, well, actually, if I get a callout in the middle of the night, how's that going to work? So we decided my husband would get qualified as well. If we get the call in the middle of the night, one of us can go, and one of us is with the family. And actually, that's been really good positioning for a lot of companies. They're like, we can't get anyone after hours, what do we do, just wait till the morning? And now we can offer: there's two of us, so we're really adaptable. If you need two people there to get through a heap of people and get back to work, we're there. If it's just one, that's fine as well, or after hours. So we've been able to manage the juggle, and it's feeling really good now that I've got more time to work on the admin side of things, which is never-ending. If I can schedule things when it suits the family, that's great, but if not, we're dynamic. My husband might need to take the day off to support the family life, and he's willing to do that.
Danielle: That is so good. It sounds like you've found a good one, which I always love. And I do love that you're honest about the process. Sometimes we think, I'll just start a business and I'll have that flexibility and the ability to schedule around things, but it's a real slog in the beginning getting it to that point. You had to juggle both for a while to get it there, but it's so amazing that you've been able to make the transition.
Tessa: Yeah. Oh, and there are so many things that you just don't know at the start. The insurances, and all these things. Why would you know that? Unless you're in the industry, you just don't know. And it's not just getting the insurances and ABNs and your branding, it's learning about it, and then implementing it and doing it. It's a lot, but it's worth it. It's a hard slog, and now it's a bit easier to juggle, now that this is my day-to-day.
Danielle: So good. You are absolutely incredible, Tessa. Thank you so much for sharing your story. Now, I always love to wrap up these podcasts with one last piece of advice. So, reflecting on your time in business, what would be a piece of advice that you would give to another woman on her business journey?
Tessa: I would say: back yourself. Just really back yourself. Because you can do it. We are all amazing, we all have our strengths and weaknesses. And in the hard times, I would say really drill into your why. Why did you start it? Go back to basics: was it family, or whatever it is. Keep it as your North Star, because that's when you can really burn out, when you start to spiral, when you're like, right, why am I doing this? So: back yourself, and in the hard times, drill into your why.
Danielle: I love it, and couldn't agree more. Tessa, thank you so much. You are absolutely amazing, and I really appreciate you sharing your story with the Spark community!
Tessa: Oh, thanks for having me, I appreciate it.
