Roger Dawson is a leading authority in the art of negotiating. Success Magazine calls him “America’s premier business negotiator.” He is well respected nationally and internationally for his ability to improve the success of organizations by teaching their employees Power Negotiation skills. He has a unique ability to translate lessons learned from corporate and international negotiations into skills that can be quickly learned and easily used.
Your success in any endeavor depends on your ability to negotiate well and Roger Dawson will teach you the vital skill-set of negotiating that you can master. You’ll learn how to become a Power Negotiator, and dramatically improve your success, productivity and influence in your organization.
Mr. Dawson was president of one of California’s largest real estate companies and began sharing the success he achieved in negotiations in an audio program “Secrets of Power Negotiating.” This program has now passed the twenty-eight million dollar sales mark, and is the largest selling program in the history of business audio publishing. Four of his sixteen books have been main selections of major book clubs.
Roger Dawson
Power Negotiating Institute, Placentia, CA
Communicating to and being influential with your organization’s leaders is critical to gaining support for safety and health. What does it take to get the respect, recognition and resources you need to accomplish the organization’s safety goals? We have assembled a panel of senior executives from several corporations to discuss their expectations of safety and health and to answer questions you may have on how to ‘sell’ safety to management.
This is an opportunity to learn, interact and share information with attendees about successful techniques for linking safety to the business goals of the organization. Each roundtable will be assigned a case study and content expert to facilitate discussion. The responses from each roundtable will be summarized and posted on the ASSE web site.
A major challenge for safety professionals is gaining the support needed from management to maximize the effectiveness of their efforts. One solution is transforming safety into an accepted business value for the organization. In this session, you will learn how to make the business case for safety by measuring and demonstrating the performance of your programs using the tools and language of business managers. You will gain insight into business-speak and the benefits of several business tactics, including process improvement tools, cost-benefit analyses, and performance scoring for demonstration to management of the benefits safety brings to your workplace.
David Galt
Legal Editor, Business and Legal Reports, Old Saybrook, CT
Many companies are embracing the principles of Lean, Six Sigma, and 5S for continuous improvement and to recognize business opportunities. While these systems are historically viewed as quality/productivity systems, these methods are equally valuable in the management of safety for identification of risk and loss control opportunity. The key is to understand the common links between safety and continuous improvement initiatives so that we, as safety professionals, can partner with our organization’s quality/production efforts instead of feeling like we are working against each other. In this session, you will learn the common links between safety and continuous improvement initiatives along with how these systems can be used together to conduct analysis and effect decision making for safety.
Kevin Newman, CSP, MS
Technical Consultant, Liberty Mutual, Louisville, KY
Do you have the ear and respect of your organization when it comes to persuading the changes you
know are needed? Do they think of you as a master of operational processes, a strategic partner or a
necessary evil? As an SH&E professional, you need to understand how influencing works. This will
enable you to persuade the organization to accept your recommendations – even when you are not
in charge. This session will transform the way you think about communicating your messages. You will
leave with a clear understanding of what you can do to be more persuasive and influential, how you
can bring greater value to your organization and your mission, and how you can be recognized as
both an expert in execution and an invaluable partner.
Brian Weatherly, MBA, ASP
Principal Consultant, Wxly & Associates, Universal City, TX
Do you have difficulty getting what you need from outside safety-related vendors and are frustrated
by the quality of the proposals, the work itself or the payment arrangements? Do you find yourself
doing the legwork that the vendor was supposed to have accomplished? In this session, you will learn
to illustrate some of the pitfalls of working with vendors and take practical strategies for successful
vendor management back to your workplace. These will include how to develop a clear scope of
work, create realistic timelines, manage the project schedule, make payments appropriately and
communicate expectations.
Deborah Roy, MPH, CSP
Director of Health, Safety and Wellness, L.L. Bean, Freeport, ME
While your primary responsibility may be risk control, taking on a more significant role in your organization’s business operations, you will need to understand the importance of risk avoidance. This is the underlying purpose of contract construction and negotiation. In this session, you will learn the language of clauses and terms that will best assist your safety efforts and your entire organization minimize liability loss. You will specifically learn indemnification clauses and hold harmless agreements and their impact on business operations.
Dennis Molenaar, Esquire
Second Vice President, Risk Control, Travelers Insurance, St. Paul, MN
The ultimate goal of any business is to maximize resources, enhance profits and continue operations in a safe manner. The important elements of this objective should include protecting people, property and the environment and the EHS professional must be a leader in this critical aspect of the business. To be acknowledged as that leader, the safety professional needs to be able to assess hazards in relation to business risk. A tool for this action is the Operational Risk Management (ORM) process. In this session, you will learn the six-step ORM process used by decision makers and how it can be used to integrate safety and health into the business goals of any organization.
Francis P. Sehn, MS, CSP, ARM
Assistant Vice President- Risk Management Services, Hilb Rogal & Hobbs, Pittsburgh, PA
Senior executives often look at an organization’s legal risks differently from that of a safety professional. Management may consider risk an insurance issue while safety professionals focus primarily on accident prevention. An integrated approach on workplace risk and legal liability can help change your management’s perspective and increase support for your safety responsibilities and budget. In this presentation, you will learn to identify a variety of legal and business risks that organizations face and how to best communicate those risks to management using ‘risk management’ language.
Norm Keith, B.A., LL.B, CRSP
Partner/Leader of OHS National Practice Group, Gowling Lafleur Henderson LLP, Toronto, Ontario
Your organization assesses risk on a continual basis to assure its survival and success. As a safety professional, your responsibility of risk assessment and decision-making parallels that of the senior management of your organization. You both recognize that there is risk in every endeavor and decisions should be made on the acceptability of risk prior to initiating any activity. When a safety management decision is made, this decision will impact other risks in the organization and this presents an opportunity for the safety professional to further integrate safety into the organization’s efforts. This opportunity can be realized by executing the formal decision analysis techniques used by others in your organization and, in this session, you will learn these techniques.
Michael Allocco, P.E., CSP, CHCM, CPSM
Program Analyst, FAA, Centreville, VA
The identification of exposures to loss and the integration of risk control and safety activities within
the organization can be greatly enhanced through the application of business planning models. This
premise is based on the philosophy that the process of risk control business planning must adhere to
the same principles utilized by the organization in developing any other strategic plan or business
plan. In this session, you will be introduced to the risk control business planning process used for the
identification of hazards and integration of safety into your organization’s business strategies. To
provide you with further study on this process, you will take away case studies from companies using
this business planning process.
Mark Hemmendinger, CSP
President, AcceptableRisk, Petaluma, CA
Traditional health and safety risk assessments are focused on hazard identification. But what if the hazards are not physical or chemical? What if they are cultural? How can you identify cultural hazards that have a profound affect on safety, productivity, and quality? In this session, you will examine systems that degrade trust and credibility, learn the most effective methods to identify latent elements that signal a culture at risk without spending thousands of dollars and hours on a cultural assessment, and take away tools to help minimize these cultural pressures.
Rodney Grieve
Facilitator, BRANTA Worldwide, Sacramento, CA
Dan O’Brien, author of Business Measurements for Safety Performance, developed tools that allow safety performance to be quantitatively measured the same way other business sectors such as sales, production, quality and raw material utilization are measured in our organizations. In this session, you will receive examples based on actual experience of methods to proactively measure leading edge indicators of safety performance toward a goal of constant improvement. These results are put in quantitative terms so that improvement as well as weak areas of performance can be tracked and measured. You will learn to use the business/safety common measurement approaches to achieve a common language in communicating your results to management.
Dan O’Brien, CSP
Senior Operations Safety Manager, Zachry Construction Corporation, San Antonio, TX
In this session, you will learn how to set up a goal setting, communication and tracking system using real time technology. You will be analyzing your current method of tracking goals and develop a plan for a performance management system that will produce proactive data. You will view examples of successful system implementation to integrate and manage business processes and safety.
Tom Drake
President, The Drake Group, Prosper, TX
If the SH&E department does not understand the financial loss to an organization, senior management will find it difficult to understand the financial benefit the safety department provides. The end result is that SH&E issues are not fully integrated into the standard business framework and, consequently, management views the SH&E function in terms of a compliance-oriented, reactive strategy. Breaking down this perception requires strong communication in business terms of the value safety brings to the organization. In this presentation, you will learn to use a cost model that can help you overcome this communication barrier. This model can assist you in classifying safety related costs into costs of quality groups; presenting these costs and the associated benefits of sounds investment to management; creating graphs and charts using Excel for communicating results and analyses; utilizing a tool to communicate with management in business terms; and estimating real cost benefits from safety investments.
Michael Behm, Ph.D., CSP
Assistant Professor, East Carolina University, Greenville, NC
There are many priorities in an organization competing for limited resources. Your challenge is to justify the benefits of investing in safety and health to support the activity you need to maximize loss control. In this session, you will learn to perform a cost/ benefit analysis to demonstrate the value of safety to your organization. You will use a case study focused on safety training to learn, the factors that contribute to the costs and financial benefits of safety and health, how to compare costs and benefits, and estimating the return-on-investment (ROI) and break-even point.
Brent A. Altemose, CSP, CIH
Principal Consultant, SABRE Health & Safety, Raritan, NJ
One of the best ways to prevent and control occupational injuries, illnesses and fatalities is to ‘design
out’ or minimize hazards and risks early in the design process. NIOSH is leading a national initiative
called Prevention through Design (PtD) to promote this concept and highlight its importance in all
business decisions. A growing number of business leaders are recognizing PtD as a cost-effective
means to enhance occupational safety and health. In this session, you will learn how to conduct a
cost-effectiveness analysis to demonstrate how the PtD process will benefit the goals of your
organization.
Rene Pana-Cryan, Ph.D.
Senior Scientist, NIOSH Office of the Director, Washington, DC
As risk and safety professionals, we must convince management that our functions are mission critical for the success of the organization and remain engaged by developing skills for implementing and measuring change within our organizations. A stumbling block is the safety professional’s approach to negotiating with top levels of management. We can change that dynamic and receive an invitation to the business decision-making table by learning some key negotiation skills and developing the ability to speak the language of business.
In this session, you will learn the negotiation skills that a safety professional must develop in order to gain the executive management’s attention. You will practice several proven techniques to use at your workplace including:
Patricia Kagerer, CSP, ARM, CRIS
Vice President of Risk/Safety Management, CF Jordan LP, Dallas, TX
How many times have you heard that phrase used? We all know that in reality production comes first and without production employment opportunities would be limited. The burning question is how do we align SH&E within the organization to enable it to be judged on the same playing field as other core business functions? In this session, the speaker will review various techniques that will enable you to establish a vision and strategy that is aligned with the business direction, sell and market this vision throughout the organization, identify and use core business drivers for leverage while building and measuring meaningful metrics.
Stuart G. Wood
Independent Consultant, Alpharetta, GA
Affecting organizational change is a primary concern for your organization and its leaders. Too often, leaders fail to appreciate the role safety can play in facilitating change and the value that it could bring to the organization’s goals. In this session, you will learn how to partner with your senior leadership and become a successful change agent. You will review the principles for organizational change, why you are uniquely positioned to contribute to business objectives, and ways to drive change in your organization.
Colin Duncan
VP, Global Strategy and Marketing, BST, Ojai, CA
Twenty acres of land, eight city blocks, seven years of continuous construction and millions of man-hours have created the area now known as Baltimore’s Harbor East. This project included a 100,000 square foot office building, a 2.2 million square foot Four Seasons Hotel and the Legg Mason Office Building currently under construction. While managing to maintain an exceptionally low injury rate and overall safety record on all projects, you will learn how the building of a safety management culture throughout this process has paid off in safer production and financial savings. This presentation will provide you with the successes and savings that are the outcome of integrating safety into this operation.
John Emminizer, CHST
Regional Safety Manager, Armada Hoffler Construction Co., Lutherville, MD
The aviation industry is rapidly embracing Safety Management Systems (SMS) as a new approach to balancing operational demands with the concept of safety. Exactly how to accomplish this is the subject of continuous debate as regulators and operators struggle for clarity. One of the first implications of SMS is to align safety with business strategy and connect a safety minded-business leader to the C-level executive suite. In this session, you will learn how this alignment is accomplished in aviation and how this concept can be adapted to further the success of safety efforts within your organization.
AJ Bayuk
President, Creative Ventures International, LLC, Philadelphia, PA