What Your Client Wants You to Know
Alex Pollock
December 22, 2014
Surely our list must contain those things that our key clients are banking on us delivering for them...those things that contribute to enterprise success. Hopefully the list is relatively easy to create, but in my experience, the "Show me why I should pay for your services" talk has been a rocky ride. If you're dealing with a company culture where EHS is cited as a "core value", on the other hand, then the providers of EHS services can have a wonderful conversation. What then are some of the areas that can be explored to ensure "value driven services" are provided? Please allow me to suggest a few that you can react to:
- Benefits from services already provided (Costs avoided, cost effective regulatory/company compliance)
- Future EHS services that support business plans (Cost effective services that support business long term viability)
- Client trust/confidence in the EHS service provider to provide wise counsel (Helping clients define needs and satisfy them)
Carefully aligning our EHS knowledge and tools to meet client needs is our new reality. In this new paradigm challenges are inevitable, while defeat is optional.
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About the Author
Alex Pollock
Alex Pollock has been studying leadership effectiveness for more than 30 years. A former leader in environment, health and safety, and public affairs at The Dow Chemical Co., he learned that we all have leadership roles to play. He enjoys discussing new ideas and sharing practical ways we can all become better leaders.