Selling Safety Tech Upward: A Field Guide for Gaining Executive Buy-In
May 14, 2025
In today’s industrial landscape, safety leaders are under growing pressure to do more than just keep people safe. They’re expected to influence business outcomes, reduce incidents, and drive cultural transformation—all without always having the authority, tools, or budget to act decisively.
One of the toughest hurdles? Securing leadership buy-in for safety technology. Especially when the conversation involves modern solutions like wearables, analytics platforms, or AI-driven safety insights.
Here’s the truth: many EHS professionals already know that solutions like MākuSafe can dramatically reduce incidents, improve safety culture, and provide actionable insights. But knowing is only half the battle. The real challenge lies in convincing the C-suite to prioritize and invest.
Here’s a playbook to help you do just that.
1. Lead with Business Impact, Not Just Safety Outcomes
Executives think in terms of productivity, profitability, and risk exposure. Frame your pitch not as “this will help us comply” but rather:
- “This will reduce our total recordables and help us lower insurance premiums.”
- “This will prevent costly injuries and production slowdowns.”
- “This helps us attract and retain skilled workers who value safety.”
➡ Pro Tip: Show how investing in safety is really about protecting operational continuity and reducing business risk.
2. Connect to ROI—Even If It’s Indirect
You don’t need to calculate every dollar down to the penny. But you do need to offer credible pathways to financial return:
- Fewer injuries = reduced worker’s comp costs and time away from work
- Early hazard detection = less downtime and liability
- Data-driven insights = better decision-making and leaner processes
➡ Use existing case studies and benchmarks from companies like yours. MākuSafe has helped companies reduce strains, address heat illness, and even reach zero-injury milestones.
3. Don’t Pitch Tech—Pitch Evidence
Executives may be skeptical of new tools, especially if they’ve been burned before. Instead of showing a demo first, tell a story:
- A peer company that achieved X% reduction in injuries
- A near-miss caught in real time, leading to a process change
- How safety data enabled leadership to take proactive action
➡ Ask us for real examples from MākuSafe clients that align with your industry and risks. These stories make your proposal tangible. We want to help you!
4. Anticipate Objections—and Have a Plan
Most common executive concerns:
- “How do we know it will work here?”
- “Is this worth the cost?”
- “Will this create more work for our teams?”
Your responses:
- Start with a pilot. MākuSafe’s system is modular—test on one shift, one department, or one site.
- It’s turnkey. You don’t need to overhaul your systems or disrupt workflows.
- Data is the differentiator. What you learn in weeks could change how you manage risk for years.
5. Ask for a Decision, Not a Discussion
Once you’ve framed the opportunity, don’t end with “what do you think?” Instead, propose a clear action:
“I’d like to start with a 90-day pilot in our highest-risk area. It will cost X, take Y resources, and give us the data to decide on broader rollout by [month]. Can I get your support?”
When you approach safety like any other business investment—with outcomes, timelines, and accountability—you earn more credibility at the executive level.
Closing Thought: You’re Closer Than You Think
If you’re championing safety innovation, you’re already doing the hard work. With the right framing and support, leadership buy-in is within reach. And you don’t have to go it alone—our team at MākuSafe is happy to help you build a business case, identify the right pilot scope, and provide real-world proof points that resonate in the boardroom.
Click for a clean, professional one-page PDF designed to help EHS and Safety leaders make the case for piloting MākuSafe within their organization.
