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Are You Selling Safety? Anyone Buying? November 2009
1. If You’re Not Out Selling
Loss Control,
You’re Being Outsold
INTERSURE ANNUAL MEETING
NOVEMBER 8 – 11, 2010
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
2. Fay Feeney, CSP, ARM
Principal
Envision Strategic Group, LLC
Advising Executives on Improving Business
Performance by Focusing on
Opportunities & Risks
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
3. This session is for you if your firm is ready to sell safety services
and create a “value –add” for clients:
Safety, Health & Environmental
management is integrated into
culture and brand. Accountable
leadership for performance.
Considers safety
performance a risk transfer
event. Production before all
else. Safety is supposed to
happen by itself.
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
4. Safety Management Performance: It’s All Good
1. Prepares your agency and clients for a hard
market.
2. Attracts and retain clients who understand that
safety is integral to improving business
performance. Losses = waste
3. Build your book of business to gain the most
competitive pricing and underwriting interest from
carriers.
4. Tell me more….
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
5. 2010 Business Influences
Demands for Safety, Health & Environmental Expertise
Business values = your reputation in a transparent world.
Everyone know what you value without saying it.
Supply Chain Expectations
Going Green: Wal-Mart, Dell, etc.
Corporate Social Responsibility reporting
Business Risks – Perceived Safety Failures
BP, Massey Mining
Labor: Aging/Young/Global Workforce
High Hazard Work Environments
Construction
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
6. @NACD 2010 #NACD Public Company
Governance Survey: nearly 70% of
directors claim they have not defined the
company’s “#risk appetite” statement
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
7. Addis Intellectual Capital (AIC)
100 CFOs
September 2008:7
(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
9. Identifying Business Exposures
1
2
3
Relative Uncertainty
RelativeImportance
6
5
Higher
Higher
Lower
4
7
8
9
1
Credit availability
Technology breakthrough
3
4
Stringent regulatory
environment
Industry consolidation5
6 Radical greening
7
Deepening recession
2
AN ILLUSTRATION
Global License to
Operate
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Cost cutting
9 Supply chain
10 Employee safety
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
10. Opportunities to Outsell the Competition:
Do you know which problems are producing pain?
• Bring your technical expertise to CEOs and CFOs by
identify the exposures facing their business.
• Highlight your process to uncover and address their risk
exposures. (Do they see these as pain producing?)
• Your buyer wants results (save time, money, increased
coverage). Position loss control beyond activities.
Clients have to buy insurance. They get
to decide if they want to invest in safety.
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
11. Why Organizations Invest in Safety
1. Reduce Cost of Insurance
2. “Right Thing to Do”
3. Fed/State Regulations
4. Too Many Accidents
5. Leadership that believes EH&S is a
culture that connects to the long term
success of the organization
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(c) 2010 Envision Strategic
Group, LLC. All rights reserved.
12. Risk Management Standard ISO 31000
Let’s identify, analyze and evaluate our
“selling safety” opportunities.
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
13. 1. Identifying the risk maturity of prospects and clients.
2. Analyzing where they need to be to meet/exceed
underwriting standards.
3. Evaluate what services will put them in the best
position relative to “risk transfer” first then determine
capabilities to progress to “risk management”.
This puts your team in a position to help your clients and
“sell safety” only to those clients who are buyers.
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
15. Safety Maturity
“We like to think that all 10,523 of our employees
are safety professionals – as we invest both the
skills and responsibilities in each of them to
ensure the proper application of safety principles
for every operation, every day,”
Mike Snyder, director of corporate safety, industrial
hygiene and loss prevention
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
16. Why Maturity Matters?
• Positive results for client
– Compliance
– Positive influence on carrier
underwriting
– Business impact on bottom line
• Profitability through
enhanced efficiency and
productivity
These clients appreciate your safety resources to improve
their performance. So what about everyone else?
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
17. Client Readiness to Solve Problems
What help will they buy?
Enhanced
Business performance
Add to their success
Standard
Business opportunity – improve
safety/risk management
Basic
Desirable risks – Help with carrier
recommendations
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
18. What Basic Clients “Needs to Know”
(These are not safety buyers)
• These clients are having bigger problems than just
safety. You need to help them be insurable first.
• Producer’s Dilemma
– Connecting safety to perceived issues?
– Motivating busy client to make time for safety
presentation?
– Time/expense to bring in-house safety pro to meeting?
– Will effort to sell safety take client beyond their readiness?
– Will buyer be handing off safety discussion to HR, Facilities,
etc.?
– How will the safety activities translate to results?
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
19. Basic Clients
These folks are not ready to buy
They are in business survival
You can help them:
•Understand regulatory compliance and consequences of non-
compliance.
•Comply with recommendations from the carrier.
•Establish roles and responsibilities for safety management.
•Deal with demands from clients, vendors and suppliers for safety,
health and environmental activities.
•Bring basics requirements to management.
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
20. Understanding Clients Buying Needs
• Pre-package service
• 3 Levels of Support
– Enhanced
– Standard
– Basic
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
21. Strategies to Communicate
• Planning –
– Know what you want to walk away with from the meeting
• Which package and why
– Basic – Meets underwriting standards
– Standard – Wants to improve
– Enhanced – Wants to excel & be inspired
• Aceing the Meeting:
– Matching message to client’s readiness
– Clear client benefits in presentation materials
– Leverage personal relationship with buyer
• Decide who delivers the message
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
22. Up for Consideration
– Setting criteria to stratify clients by safety maturity
– Realistic assessment of client readiness
– Help Producers match message to buyers
– Revisit your loss control staff expertise -does it
match your clients needs/wants?
– Inspire incremental improvements
– Keep clients insurable and meeting underwriting
criteria
– Promote loss control services as a “value-add”
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(c) 2010 Envision Strategic
Group, LLC. All rights reserved.
23. Questions?
Fay Feeney, CSP, ARM
310-372-0591
fay@123safety.com
www.123safety.com
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(c) 2010 Envision Strategic Group, LLC.
All rights reserved.
Notes de l'éditeur
Why should you care about enterprise risk management? What’s the value? Well, what are some of the risks that might keep a hospital’s senior management and board awake? Who manages these various risks? What about those that span the various functional management areas?
Enterprise risk management seeks to balance strategic value creation in seeking positive opportunities with the tactics used to protect assets in order to avoid negative consequences across the scope of activities – both external and internal - that may affect the organization’s objectives. In doing so, it bridges the gaps that are found in typical approaches.
Talking Points….
State and discuss the Objective for this session
Ask participants their expectations of this session and encourage participation
Stress Employee ownership as part of the process
Close by restating the objective – key is to raise awareness and equip you with tools to help you be more comfortable in your work environment. This session will take approximately 30 minutes.
State to the participants that when they leave:
They will be responsible to fill out an evaluation of their workstation
Understand where to go and how to report any concerns