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10 Tips for Getting Management Approval for EHS Software

The decision to purchase EHS software is a win-win for everyone. EHS teams will save time by eliminating spreadsheets, freeing them up to focus on activities that make the organization safer and more sustainable. Senior executives will enjoy increased visibility into company performance for better and more timely decision-making. And this has downstream effects for shop-floor employees, who will ultimately benefit from improved safety and morale.

Even so, the problem many teams have is asking for and getting approval for these initiatives. As you build your business case to present to management, here are 10 important tips to consider:

1. Align your request with the company’s goals

Consider how an EHS software system fits in with the objectives management has set. For example, is reducing carbon emissions a target for your company? What about lowering operating costs? It’s important to keep these things in mind. You want to show decision-makers how your request helps them achieve their business goals.

2. Use data to make your case

When deciding whether to spend money on a new software system, CEOs and CFOs want cold hard facts—not a sales pitch. So give them the concrete data, research, and statistics they need to make a smart purchase decision. Here are eight statistics to get you started.

3. Calculate the ROI

Along the same lines, management will want to know how much ROI—or return on investment—they can expect. ROI is simply a measure of the value software delivers relative to its cost. EHS software can help companies reduce costs through improved productivity, better compliance performance, and fewer unwanted events, resulting in significant returns. This article will help you estimate the ROI for EHS software.

4. Show the cost of doing nothing

Investing in any new technology is a big decision. Managers and CEOs are faced with dozens of decisions every day, so understandably they may put off making a decision about EHS software. Without realizing it, they are sacrificing cost-savings opportunities and putting their business at risk by “deciding not to decide”. This article explains why putting off EHS software costs you more in the long run.

5. Share success stories from companies like yours

Case studies are a powerful tool. Instead of just talking about a software system, case studies show how it has been implemented successfully by other companies. And, case studies can help managers envision how that same technology could be applied to your organization. Most vendors will be happy to share case studies with you, which can be used to support your business case. Read success stories from Perillon customers here.

6. Time your request right

Asking for new software when your boss is preoccupied with another issue is a surefire recipe for disaster. Not only will you most likely be turned down, you’ll also hurt your chances of getting support for other initiatives in the future. So when it comes to having the EHS software conversation, timing is everything.

Fall is usually a good time to start the conversation about purchasing a new EHS software system. Most companies are working on their budgets for the upcoming year, so it makes sense to approach your manager to discuss EHS software at that time. (Here are some tips on how to ask for a bigger budget next year.)

7. Anticipate objections

No matter how convincingly you present your business case, most managers will have some objections or reasons they are reluctant to say yes. Maybe they think it’s too expensive. Or, they’re afraid it will take too much effort to make the switch. How well you anticipate and address these concerns can make the difference between success and failure.

Ask a colleague to listen to your presentation and play devil’s advocate. What are the reasons your manager might say no? How can you counter these fears and hesitations?

8. Minimize the risks

Whether it’s a technology investment, a new hire, or an acquisition, all business decisions involve some level of risk. But if you can minimize the risks, you’ll make it much easier for management to say yes. One of the best ways to minimize risk is to choose the right software. A standardized system that costs $5-10K is a much safer bet than a customized solution that costs upwards of $100K.

9. Show, don’t tell

Sometimes, the best way to convince your boss that you need software is to let them see for themselves what it can do. A demo can help your Director or VP of EHS envision what problem the software solves and why you need it. And, it provides an opportunity for them to ask the vendor their questions directly.

10. If the answer is no, find out why

There are lots of reasons management might say no to a software request, including budget concerns, timing, and even other initiatives you might not be aware of. Instead of dropping the idea altogether, it’s OK to ask (politely) why they’re turning down your proposal. Once you know why your request was rejected, it might be possible to find an alternative solution that works for everyone. For example, if management is concerned about the potential impact of a software implementation on IT and other resources, could you roll out a single module to start rather than a full system?

Next steps

Getting management approval for EHS software isn’t always easy, but it’s well worth the effort. By following these tips, you’ll be well-positioned to secure buy-in for your software initiative. The team at Perillon is here to support you each step of the way. Next, learn how to build a business case for EHS software.

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