Recently we’ve been talking you through the ins and outs of building a business case for your new digital EHS tool. Now that you’ve zeroed in on the challenges in your current EHS processes, it’s time to take the next big step: presenting your chosen solution.

This is your moment to show why this tool is the perfect fit for your organization, how it’ll help you see a solid return on investment, and reassure leadership that you’re ready to tackle any risks that come with implementation.

Step 1: Present your chosen EHS tool

Once you’ve identified the problem and outlined the benefits of EHS software, it’s time to present your chosen solution. Start by conducting thorough research into various vendors—compare their costs and features to find the one that checks all the right boxes for your business.

When it’s time to pitch the tool, make it clear why you went with this vendor. Do they offer features that align perfectly with your needs? Was their pricing competitive?

Next, you’ll want to show exactly how this tool tackles the specific issues you’ve already pinpointed in your current EHS processes. Here’s how:

1.      Key features

Start by highlighting what makes this solution stand out from the competition. If your business needs robust data analytics, for instance, spotlight the tool’s advanced reporting features. Make sure to connect these capabilities directly to the pain points you’ve already identified.

2.      Cost-effectiveness

Demonstrate the value for money this tool offers. Compare its cost with other options and break down the savings it offers. If it’s more cost-effective than the alternatives, explain how those savings will positively impact the company’s bottom line.

Be upfront about the costs. On average, mainstream EHS software deals were around $161,000 in 2018, according to Verdantix. But prices can range from $5,000 to $500,000, and that’s just for implementation. As a rule of thumb, you can use a 2:1 ratio—if your implementation cost is $100,000, expect the annual license to be about $50,000.

3.      Customization and scalability

Explain how the tool can be tailored to meet your business’s specific needs. Also, discuss its scalability—how it can grow with your business, handling more data, processes, and users as your operations expand.

4.      Ease of use

Highlight the tool’s user-friendly design and the customer support features that will ensure a smooth transition. Reducing training time and increasing user adoption are crucial for the tool’s success.

5.      Integration capabilities

Highlight how smoothly the tool integrates with your existing systems, like your ERP or MES. Smooth integration is key—it keeps production running without a hitch and makes sure data flows easily across teams. Minimizing disruption, maximizing efficiency, and streamlining compliance through seamless integration will be a key selling point for senior leaders

6.      Case Studies and testimonials

Include success stories or testimonials from similar industries. Real-world examples from companies that face the same production challenges or regulatory hurdles can really help make your case. If another manufacturer used the tool to boost safety, reduce downtime, or simplify compliance, highlight those wins. These examples give your leadership team solid proof that the tool works in environments like yours.

Step 2: Acknowledge risks and show how you’ll mitigate them

Whenever you introduce a new system or make changes to an existing process, there’s always risk involved. But it doesn’t have to be a dealbreaker. You can build senior management’s confidence by showing that you’re not only aware of those potential risks but also ready with solutions to handle them.

Here are some common challenges that come with rolling out EHS software—and how you can tackle them:

The software may not meet your requirements

Go for customizable software and work with the vendor to tailor the solution exactly to your requirements.

The software can come with licensing costs that may change over time

Choose a modular solution where you pay only for what you need. Make sure your contract clearly outlines future costs to avoid surprises.

New software could fail to be adopted by end-users

Pick user-friendly software and invest in training and support. Involve users early in the selection process to ensure the software meets their needs.

The solution doesn’t scale well with the growth of your organization

Select scalable software that can grow with your business and check that it can handle more data and users as you expand.

The software doesn’t integrate well with existing systems, causing data silos and disrupted workflows

Opt for software with strong integration capabilities, working with your IT team to ensure it works with your current systems.

As you present potential risks, you may face some pushback from senior management. It’s always smart to be prepared with solid responses. Check out this blog for tips on handling common objections: 9 Objections and How to Handle Them.

Step 3: Demonstrate the ROI

Fancy features are great, but getting senior leadership on board means speaking their language—numbers. To secure their buy-in, you’ll need to show the return on investment (ROI) of your new EHS tool.

But showing ROI for EHS software isn’t always straightforward. Many benefits are indirect, which makes it harder to quantify. That’s why we’ve put together a simple guide to help you highlight the benefits and make the ROI clear. Stay tuned for the next post!

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