Finding the Key to the Corner Office

by Dr. Richard H. Fulwiler, CIH

Dr. Richard D. Fulwiler has sat in the corner office, where he was Director for Health & Safety Worldwide for Procter & Gamble. Since retiring he founded Technology Leadership Associates, a consulting and training company. He is course director for the Leadership and Management Skills for Health, Safety and Environmental Professionals at the Harvard School of Public Health and course director for the QSSP course.

Frustrating, isn't it? You want to show a new product or demonstrate product efficacy to the person sitting in the corner office, but you can't get past the gatekeeper whose sole interest is cutting costs - and your margin.

Who is this person in the corner office? In a large company it is likely to be the Safety Director or Director of Health, Safety and Environment. In a smaller company it is the general manager, plant manager or even the CEO. You don't need to be told that these folks are busy and they don't wake up mornings hoping their day will be filled with calls from safety equipment sales people.

So, how do you get to the corner office?

First off, the bad news. There is no silver bullet. But there's good news: The probability of getting to the corner office will increase significantly if you can:

1. Demonstrate an understanding of what occupational health & safety (OH&S) really is all about. Make it clear that you share your customer's dedication to preventing injury and illness first and foremost, and that selling safety equipment is a means to this end. Note the order here - that is important.
   
2. Using your understanding of OH&S, seek first to understand your customer's needs, wants and desires. Once you gain an understanding you are well positioned to offer value-added solutions.
   
3. (This is the tough one.) Link the reduction of injuries and illnesses to the important business outputs of your customer. Chances are cost, production and quality will be among these important business outputs. Here are a few examples:

1. If cost is an issue, determine if the customer's workers comp costs are above or below industry/competition's averages. Do this by getting a handle on their workers comp Exposure Modification Factor. If it is less than 1 they are better than average and if it is greater than 1 there is an opportunity waiting for you.
   
2. If production is an issue, help your customer understand the real cost in productivity that comes from trips to the first aid station or medical department, and the hit on production when an worker's injury creates a need for training and a replacement.
   
3. Quality presents a more challenging linkage to OH&S. Quite possibly product quality is enhanced by the use of a hazard chemical or process. This chemicals or process can only produce optimal results if workers are not distracted by the hazard. Personal protective equipment may be part of the answer to achieving the highly committed performance required for quality output.

The key to this whole process is the linkage of OH&S with critical business outputs. Even OH&S professionals have a difficult time doing this. But if you have a sound knowledge base on the fundamentals of industrial hygiene, safety and OSHA, you are in position to differentiate yourself from the field.

Your industry sees this need. It offers a unique one-week course - the Qualified Safety Sales Professional (QSSP) Course - to specifically address the fundamentals of industrial hygiene, safety and OSHA. Those who complete the course and pass a competency exercise earn the designation QSSP, and are recognized as Qualified Safety Sales Professionals.

Return to the QSSP course description.