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By Daniel S. Cote, Senior Vice President
MEMIC
As the CEO of a workers’ compensation company, naturally you are proud of your team of Safety Professionals, proud to say they are talented technicians who bring tremendous value to the company. The question is: Do the technicians’ capabilities separate your company from the crowd of competing companies to the point that service with a distinct competitive advantage over your competitors is provided?
One way to approach the question would be to look at the typical industry norms related to the field of Safety Consulting. A review of the team’s industry certifications should indicate whether or not the team has the technical competency required to do the job. Certifications such as the following can quickly get you into the ballpark.
- Certified Safety Professional (CSP)
- Certified Occupational Health Nurse (COHN)
- Certified Ergonomics Compliance Director (CECD)
- Certified Health & Safety Technician (CHST)
- Certified Industrial Hygienist (CIH)
- Certified Director of Safety (CDS)
- Certified Healthcare Safety Professional (CHSP)
The question still remains, however: Does your team have what it takes to distinguish the company from your competitors? The fact is, your competitor’s Safety Professionals have earned the same Industry Certifications as yours have. The technical skills so certified are essentially used to assess workplace hazards and exposures, relay the information back to the underwriter, and file a written report. So far, the technical skills discussed do not differentiate your company from your competitors, nor do the technical skills produce a distinct competitive advantage.
Beyond a doubt, industry certifications are fundamentally important and will certainly be respected by your customers; they are necessary credentials that open the doors of credibility for your customers. However, the accumulation of these credentials does not ensure a competitive advantage unless the Safety Professional is also well skilled in the art of business consultation. Here is the proving ground where your Safety Professionals can achieve the competitive advantage that differentiates your company from your competitors.
How well does the Safety Professional perform in the area of business consulting? Has he or she mastered those attributes related to customer service and business communication? The benchmark scorecard attached may serve as an assessment tool of your Safety Professional’s business consultation skills.
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