Greenlighting Your New EHS Tool: 9 Objections and How to Handle Them
So, you’ve realized that your current —whether it’s paper-based, reliant on spreadsheets, or simply outdated software—isn’t cutting it anymore. With your concerns about workplace safety growing, you’ve found the perfect new EHS tool and built a strong business case. Great. But here’s the thing: no matter how airtight your pitch is, you’re bound to face some resistance. Any budget request will be met with objections from senior management—they’re responsible for keeping a close eye on the company’s finances, after all.
But by having thought-out responses at the ready, you can confidently advocate for investment in your new digital EHS tool. Here are some common objections you might face, and how to handle them like a pro:
#1. What’s wrong with how we currently do things?
It’s only natural for people to resist change. No matter how inefficient, the status quo is familiar and comfortable. To respond to this objection, you’ll want to focus on the inefficiencies, limitations, and risks you unearthed when looking into your current processes and policies.
It will help your case to remind your senior leadership team of the ROI derived from lowering your operational costs.
#2. It’s too expensive.
No matter what kind of phased rollout you plan for, the upfront costs of implementing a new software can trigger a knee-jerk reaction from senior leadership. This is the time to emphasize the long-term ROI and cost savings from reducing and preventing incidents and accidents. Highlight the following benefits:
- Keeps insurance costs low
- Limits direct payouts for accidents
- Increases employee productivity
- Increases product quality
- Protects your reputation
Most ROI calculations show that EHS software pays for itself in as little as one year, and no more than five years. If you have it, present a detailed cost-benefit analysis to demonstrate the financial benefits over time.
#3. What if IT doesn’t have time to approve new software?
If you’ve worked with IT from the start, you can show that you already have their support. Even better, you can demonstrate that they’ve played a key role in defining the requirements.
Along similar lines, you might also hear that IT should build the software itself. It’s useful to point out that developers who create homegrown systems can leave the company, taking their expertise with them. Plus, most IT teams are already overwhelmed, meaning they can’t provide sufficient support or maintenance. You could even bring in someone from the IT team to explain how building software from scratch will require additional time and resources, driving up costs.
#4. Why should EHS be allocated the budget over other departments?
Senior leadership gets budget requests from all over the organization, so it’s important to show why EHS has a pressing need. For instance, suppliers are increasingly asking for EHS documentation when tendering for new work. Having this data at your fingertips can set you apart when competing in certain industries.
Also, highlight how investing in EHS protects not just one department but the whole organization. With the growing interest in corporate social responsibility, a strong brand image and reputation are crucial for attracting and keeping clients. When incidents or non-compliance occur, they can have wide-reaching consequences that affect the entire business.
#5. Implementing a new EHS tool will disrupt our operations
Implementing new software is no small undertaking, so it’s natural for senior leadership to worry what impact it will have. Remind them of your phased implementation plan, starting at specific sites and with certain modules before expanding further. Also, emphasize the training and support that the vendor will provide to make the transition smoother.
#6. Employees won’t use the new EHS tool
Senior leadership has probably seen software projects fail before, whether due to employees resisting change, insufficient training, or the software being too complicated.
Reassure them by showing that you’ve secured worker support during the planning phase, gathering their feedback to make sure the software fits their needs. And highlight the training sessions and ongoing support that will be available during implementation and beyond to keep everyone engaged, comfortable, and confident with the new system.
Emphasize the user-friendly nature of the software and demonstrate how it makes tasks easier, not harder. For example, you could point out that TenForce received a perfect score for UI and the usability of our mobile app in the 2023 PSM Verdantix Green Quadrant.
#7. It will take too long to see a ROI
The expected ROI is one of the most compelling reasons to invest in new EHS software. Typically, companies begin to see a return within the first year, with full payback occurring within three to five years. To illustrate this, present a detailed cost-benefit analysis that includes:
- Savings from reduced workplace incidents and accidents
- Decreases in insurance premiums and direct payouts
- Gains in productivity from streamlined processes
- Improved product quality and reduced waste
Sharing success stories from similar organizations that have implemented EHS software can be very persuasive. Show that the upfront investment is dwarfed by the long-term gains in efficiency, safety, and cost savings.
#8. Isn’t this EHS tool too complex for our needs?
Here you can focus again on how the EHS tool you’ve selected is designed to be user-friendly and adaptable. TenForce, for instance, offers a modular approach, allowing you to implement only what you need now and adding to it later with fully integrated modules to meet your evolving needs.
Once again you can highlight the intuitive user interface, customizable features that tailor the tool to your specific needs, and the training and support offered by your selected vendor.
#9. Can’t we build this in-house?
Building software in-house might seem like a cost-saving measure, but it can easily lead to higher long-term expenses. Consider the following points:
- Resource allocation: Most IT departments are already stretched thin and in-house development diverts their attention from other critical projects.
- Expertise loss: When developers leave, they take their knowledge with them, leaving you with unsupported software.
- Maintenance and updates: Commercial EHS software is regularly updated to comply with new regulations and industry standards, whilst in-house software simply can’t keep up as quickly.
- Time to market: Developing software from scratch can take years, while commercial solutions can be implemented much faster.
When you choose a proven EHS vendor, you benefit from their industry expertise and ongoing support and allow your IT team to focus on their core responsibilities.
By preparing your responses ahead of time you’ll be well-equipped to confidently defend your business case. Just remember, each objection is a chance to highlight the value and pressing need for your new tool, ultimately helping you win senior leadership over.
Need more tips on winning senior leadership over? Check out these top tips:
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