A more unusual project for The Terrier, a safety leadership consultancy needed to boost delegate numbers for a safety leadership seminar they were planning to hold in Aberdeen – a previous seminar had resulted in a disappointing attendance of only nine participants.

Having been briefed on the seminar agenda, my first task was to compile a list of companies with a culture of safety leadership integrated into the daily routine of their workforce. My client worked for a major oil and gas provider in the North Sea so initial research centred on companies associated with this sector, including major players operating both on- and off-shore. I then spread the net wider to include other market sectors that would have the need to run strong safety leadership programmes.

I compiled a final list of just over 70 safety leadership directors to contact and discuss the benefits of attending the seminar.

A total of 44 delegates attended the seminar, a significant improvement on the previous event. After the seminar I contacted each delegate to further engage with them and a number of meetings were secured for my client to discuss their safety leadership requirements. With relationships established and nurtured, my client was successful in winning new contracts.