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How To Best “Sell” Management On The Recommendations Given As A Result Of The Investigation

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The absence of accidents does not imply the presence of safety. Whoever first said this hit the target. Having “Safety” is not just a matter of having no accidents. It is also not simply a matter of having good comprehensive written programs. The process of safety involves people, every day, every minute.

“Selling” Safety

You must “sell” management on the benefits of approving your recommendations. To most effectively do that, emphasize the bottom line – how they will benefit financially. Educate management on the direct and indirect accident cost savings realized if your recommendations are approved.

Direct and Indirect Cost Savings: Indirect costs can be over four times direct costs when an accident occurs. To help management understand the bottom-line financial benefits from approving recommendations, emphasize the financial benefits. The most common way of doing this is to estimate the direct and indirect cost savings.

  • Direct costs include workers’ compensation payments, medical expenses, and costs for legal services.
  • Indirect costs include training replacement employees, accident investigation and implementation of corrective measures, lost productivity, repairs of damaged equipment and property, and costs associated with lower employee morale and absenteeism.
The Seven Steps of a Thorough Incident Investigation

OSHA’s Safety Pays software is an excellent tool that estimates direct and indirect accident costs. It also calculates the business volume required to cover those costs. The data is based on 52,000 lost-time claims submitted to a major workers’ compensation insurance carrier.

Provide Options

Another good recommendation strategy is to provide the decision-maker with alternative corrective actions. This will increase the probability that the decision-maker will choose one of the alternatives. Your options might follow the logic below:

  1. First option — If we had all the money we needed, what could we do? Eliminate the hazard with primarily engineering controls. Additional administrative controls if required.
  2. Second option — If we have limited funds, what would we do. Eliminate the hazard with primarily administrative controls. Engineering controls if required.
  3. Third option — If we don’t have any money, what can we do? Reduce exposure to the hazard with administrative controls and/or PPE.

Accident Investigation Quiz

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