Contractor Prequalification - The Data Clients Look At Most

Contractor Safety Management

Contractor Prequalification - The Data Clients Look At Most

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Here’s a common thing that contractors deal with every day. You’ve completed a prequalification questionnaire for a potential new client. Typically, you are answering a WORD form, maybe a formatted pdf, or more and more frequently, an online questionnaire ranging from 2 to 50 screens and hundreds of individual data fields. Of all this content, do you know what clients actually look at? If you suspect that they don’t look at all the data, you’d be right. Particularly with online platforms, lots of information is being requested, but little of it is consistently looked at.  

User analytics over nearly two decades show that three focus areas get more client attention than all the other categories combined. Roughly, 60% of client page views are in these three areas:

• Incidents, workplace injuries
• Workers Compensation performance, and
• Regulatory compliance

Let’s unpack each of these.

First, what’s meant by incident experience. Here we’re talking specifically about incident frequency rates. This category of calculations typically includes:

• OSHA rate. In Canada, more frequently referred to as total recordable injury frequency or TRIF for short
• DART rate, your Days Away, Restricted or Transferred rate, and
• LTIF, Lost Time Injury Rate

Your incident rates are typically used by hiring organizations as safety indicators, and the lower the number, the better off you are in the eyes of your clients. Many hiring organizations are heavily invested in these classification systems and make hiring decisions based, in part, on these numbers.

Category two, workers compensation performance, refers, in most US states to your Experience Modification Rate, also known as EMR or MOD rate. As with OSHA rates, the lower the number, the better.

In the third category, regulatory compliance, the typical questions that get client attention are if your organization has received OSHA fines, citations, stop-work orders, prosecutions or has had similar collisions with OHS regulators. Clients may obtain this information from a few sources, more typically on a prequalification questionnaire and from publicly viewable websites administered by States and Provinces.

Poor regulatory performance can be disqualifying criteria for a potential new client.

Management of events that contribute to these indicators is good business.  

#onlinetraining #ohs #duediligence #riskmanagement #contractormanagement