Citation

Tait R, Walker D. Safety Sci. 2000; 36(2): 95-110.

Copyright

(Copyright © 2000, Elsevier Publishing)

DOI

unavailable

PMID

unavailable

Abstract

Britain is increasingly becoming a small enterprise economy, with small enterprises employing around 44% of the UK workforce. Statistical evidence indicates that in certain important accident categories, small enterprises have a poorer record than large enterprises. Health and safety consultants may have an important role in assisting the managers of small enterprises develop their skills in health and safety management. However, anecdotal evidence indicates that many small enterprises do not take up the opportunity of using consultants. This discussion document uses the principles of marketing to address this issue. The paper provides an outline of underpinning marketing theory. It then goes on to consider how appropriate marketing techniques may be usefully applied to the service provided by health and safety consultants for small enterprises. This takes into consideration the characteristics of small enterprises and their managers. The paper concludes by suggesting a number of potential strategies that may be adopted by training providers, other intermediaries and consultants to encourage more take up of consultants by small enterprises and to enhance the services provided by consultants.