We’ve been talking a lot lately about how to build a strong business case for your new digital EHS tool. Now, it all comes down to the pitch—the moment all your preparation either pays off or flops.  

It’s a bit like Dragon’s Den (or Shark Tank, for our US readers)—you’re the budding entrepreneur, and your company’s senior leadership are the multimillionaire investors. Each leader has their own interests, and different things will convince them to part with their money. Think Peter Jones vs Deborah Meaden, Kevin O’Leary vs Barbara Corcoran, except you need buy-in from everyone to move your project forward.  

One thing is for sure. You don’t want to hear the dreaded “I’m out”! That’s where this blog post comes in—to show you what to focus on to win the support of key players like the CEO, CFO, and HR.  

1. Get to the top table 

We’ve said it before and we’ll say it again – the safety of your workers might be your top priority, but senior management deals all day with key performance metrics and cost savings. To get their attention, you need to speak their language and find an angle that appeals to them. Luckily, you share common ground—compliance, especially the costly risks that come with it. 

Many CEOs see the EHS team’s main role as keeping the company in line with regulations. And that’s no small feat! You’re dealing with an ever-growing list of ever-changing regulations that vary across different regions. Plus, you’re managing compliance on multiple levels—local, regional, national, and even international. 

This complexity makes the risk of non-compliance, and the costs that come with it, much higher. So, showing how software can help manage compliance is a strong argument. Here’s what you can do: 

• Share a list of all the EHS regulations your company currently needs to follow, plus the costs of non-compliance. For example, in the US, the EPA can impose fines of $37,500 per day for violations of the Clean Air Act. 

• Point out how the EHS regulatory landscape is always changing and keeping up is tough. According to Enhesa, compliance demands have jumped by 35% since 2019.  

• Be specific. Bring up past compliance incidents at your organization and the costs involved.

2. Show your CFO the money 

Compliance may be a core pillar of EHS, but the backbone of a strong business case is return on investment. To catch your CFO’s attention, you’ve got to make the financial benefits of EHS software crystal clear. Here’s how: 

• CFOs often cite productivity as the top benefit of workplace safety systems, so show how EHS software can automate repetitive administrative tasks, freeing up your team to focus on higher-impact work. 2   

• Calculate how much time your team currently spends on manual EHS tasks and translate that into cost savings. 

• If your company is juggling multiple licenses, maintenance contracts, and system fees, that’s money that could be better spent in a consolidated system. Collaborate with IT and finance to pinpoint the costs of these systems and show how a unified EHS software can save money. 

• Fewer incidents mean fewer claims. Demonstrate how better tracking and preventive measures through software can lower your company’s insurance premiums and workers’ compensation expenses. 

• EHS incidents often lead to costly shutdowns. Knowing exactly what downtime costs your company and comparing it to the cost of EHS software can provide a powerful argument for investment. If you don’t have a recent example, look to industry cases. For instance, a fatal accident on the Maersk Interceptor shut down an oil field for six days, costing stakeholders $4.5 million in lost production. In contrast, the average cost of EHS software is $200,000. 

Top tip: To really win over the CFO you’ll need to demonstrate ROI. Check out our step-by-step guide to find out how. 

3. Pander to your CEO 

We’re often told not to suck up to the boss, but when it comes to getting buy-in for your digital EHS tool, you need their support! Just like the CFO, your CEO cares about financial metrics, however, they are also guardians of the overall corporate strategy. 

To show that your goals align with the company’s: 

• Look at the digitalization goals your CEO has outlined. Whether it’s boosting efficiency, enhancing transparency, or increasing accountability, position your EHS software as the key to achieving those objectives.  

• Connect with sustainability goals. Most companies now have public sustainability targets, such as net zero by 2050 or broader ESG and CSR commitments. So, show how EHS software can help meet these targets. 

• Emphasize how EHS software supports the company’s growth and resilience over the long term, reducing risks and building a stronger, more sustainable future. 

4. Team up with IT 

When it comes to digital tools, IT plays a key role in selecting, implementing, and maintaining the software. They’ll appreciate being consulted from the get-go rather than being brought in at the last minute. Not only will they help smooth the technical road ahead, but knowing you’ve got IT on board will make your business case that much stronger when it’s time to present to senior leadership. 

• The earlier you loop IT into the process, the better. Start by asking how they evaluate new software to get a sense of the questions you should be asking vendors.  

• Get their input on your software requirements and make sure they’re involved in the design and implementation phases. Their expertise will ensure compatibility with existing systems, smooth integration, and alignment with the company’s tech roadmap.  

When you’re working with your IT team, make sure you’re asking the right questions: 

• How integrated are our current programs?
• What are the IT guidelines for purchasing software?
• Are there any IT security requirements an application must meet? 
• What is the roadmap for future IT updates?

By partnering with IT early and often, you’ll have a more robust and cohesive plan when it’s time to pitch your digital EHS tool to senior management. 

5. Win over HR and union reps 

Focusing on the financial benefits of EHS software is crucial when building your business case. But let’s not forget the human element—worker safety and well-being are climbing higher on the corporate priority list. Tapping into this angle can win the support of HR and union reps. Here’s how you can make it count: 

• In industries like manufacturing, where worker health and safety are high-stakes, unions have significant influence. If you can show that EHS software will directly improve working conditions, you’ll likely get strong backing from union representatives—and their opinion can carry a lot of weight with senior leadership. 

• Start by digging into recent surveys or feedback that highlight how your employees feel about safety and well-being. Are they confident the company has their back? Hard data like this can paint a powerful picture of where you stand and where you need to improve. 

Final tips 

Find allies outside the EHS team who genuinely care about safety. Look to colleagues in operations, manufacturing, legal, or IT—people who see the value that EHS software brings to their daily work. When you can show that this investment benefits multiple teams, your case gets a lot stronger. 

If you can demonstrate that your EHS performance is falling behind industry standards, it’s a compelling argument for investing in a robust EHS management system. No one wants to be the company lagging behind, especially when it comes to safety. 

By weaving in these elements, you’re not just presenting a business case—you’re telling a story that resonates on both a financial and human level. And that’s the kind of pitch that’s hard to ignore.