Sell Safety ''to Your Employees ''to Management

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Sell Safety..to Your Employees..to Management

• Dianne Grote Adams, CIH, CSP, CPEA
• www.safex.us
• 1-866-SAFEX US

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Presentation Objectives

• Putting safety in business terms
• Negotiating outcomes
• Modeling servant leadership
• Qualities of selling self

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You cannot sell anything until you, yourself are
sold

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Safety and the PL

• Track and report costs and savings
• Speak managements language
• Track performance
• Get safety performance on the agenda
• Professional Safety, Presidents Message Sept.
  2004

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Accident Report   Medical Costs   Lost
Work Time(Hourly wage) x (lost hours)
  Investigation Time (Supervisor hourly
wage) x (time)   Associates Lost
Time(Hourly wage) x (lost hours)   Damaged
Product   Damaged Equipment   Lost
Production Time (product/minute) x (minute)
    Total Accident Costs _________________  
 
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How to Report Costs Savings!

• 1 ACCIDENT
• Value of goods or services each worker must
  produce to offset the cost of work injuries
• 1,120 per employee 2004 Injury Facts

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Reporting Costs Savings

• Our annual cost of accidents

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Calculate ROI

• Determine investment
• History of injuries/illnesses
• Predicted future of injuries/illnesses
• Cost of injuries/illnesses over time period
• Calculate ROI
• Know the expected ROI for capital funding

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Performance Measures

• Accident statistics
• Incident investigations
• Inspections
• Safety meetings
• Safety training
• Safety as a measurable goal in all associates
  goals

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Get Involved in Manufacturing and Quality
Initiatives

• Lean Manufacturing
• Safety Key
• Management Systems
• Safety IH
• Sustainable Development
• Write program goals

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Business Communication

• Identify the outcome
• Establish expectations
• Educate and communicate
• Find the motivation
• Demonstrate
• Hold accountable

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First Comes the Dream

• Visualize the outcome
• Set a goal
• Its not a priority - its a value to live by

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Establish Expectations

• SMART Goals
• Specific, Measurable, Achievable, Relevant,
  Timely
• Performance Measures
• Leading and Lagging
• Rewards
• Short term and Long term

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Educate Communicate

• Work Directions
• Tool Box Talks
• Programs
• Training
• Feedback
• Utilize variety of resources

• Memos
• Bulletin boards
• Meetings
• Paycheck Stuffers
• Posters
• Employee Involvement
• Resources

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Find the Hot Buttons or Motivators

• Money or fear of losing money
• Romance, love, sex
• Health or self preservation
• Recognition, glory, pride
• Reinforcement of New Behavior

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Demonstrate - Walk the Talk

• Top down
• No Exceptions
• top, subs
• Encourage participation
• Accept criticism
• Act on suggestions

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Hold Accountable

• Enforce the Safety Program
• Managers, supervisors, crew leaders, peers
• Performance Measures
• Supervisors, Managers, Employees
• Discipline Program
• Consistent with rest of your policies

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Safety Culture Evolution

• Open, honest and trusting communication

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Negotiating

• Why?
• We dont have all the resources
• To create opportunity
• To achieve commitment/buy in
• How the game is played matters more than who
  wins. Steven P. Cohen

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Art and Craft of Negotiating

• Prepare
• Position vs Interest
• Why
• Interest is building block of lasting agreements
• Creative
• Everyone looks good
• Fair
• More committed

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Art and Craft of Negotiating

• Commit
• Active Listener
• Relationship importance
• Separate the people from the problem
• Practice

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Responsibility

• This is a story about four people named
• Everybody
• Somebody
• Anybody
• Nobody
• Leadership

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Organizational Responsibility for Safety

• Associates
• Supervisors/Team Leaders
• Managers
• Safety Manager
• VP
• President
• Are they leaders?

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Your Role as a Leader

• Articulate the goal
• Solicit support to achieve the goal
• Draw out, inspire and develop the best and
  highest within people from the inside out
  (servant leader)
• Inspire each person to use his/her unique talents
  to independently and interdependently achieve the
  shared vision (servant leader)

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Your Role - Beyond Leader (?)

• Cheerleader
• Motivator
• Regulatory Expert
• Advisor
• Presenter
• Salesman

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Qualities You Must Possess!

• Unshakable Self Confidence
• Unending Enthusiasm
• Boundless Energy
• Countless Ideas

• In-depth Regulatory Knowledge
• Excellent Presentation Skills
• Sales Ability
• Very Hard Head

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References

• Crucial Conversations - Tools for Talking When
  Stakes are High Kerry Patterson
• Servant Leadership - A Journey into the Nature of
  Legitimate Power Greatness Robert K. Greenleaf
• Leadership Safety Excellence, Professional
  Safety , October 2004

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In closing...

• Asking me to overlook a simple safety violation
  would be asking me to compromise my entire
  attitude toward the value of your life Safety
  Meetings