Consider it Done® BD Playbook 2022
GEOGRAPHIC GROWTH: AUSTRALIA, NZ, CANADA, PHILLY, NJ, TEXAS
KEY THEMES FOR BD OUTREACH
Now that we’ve entered our 17th year in business, we’ve expanded from 2 employees in 2005, to over 150 today. We have expanded our presence with new locations across the US and globally in Australia, New Zealand, Canada, and the United Kingdom. Canadian operations – In May of this year, we officially established a presence in Canada with the addition of Phillip Thompson. He is a customer focused EH&S leader with proven success in risk reduction and performance improvement. He has over 20 years of direct experience in environmental compliance programs such as CAA, CWA, RCRA, CERCLA, and SPCC, environmental due diligence, and environmental compliance auditing and support. As EHS Support continues to grow its offerings and build organically in Canada, Phillip provides our clients with invaluable local expertise and experience.
Collaboration Space - We have also opened a new collaboration space in Philadelphia – which allows us to collaborate on key projects and within teams at critical points in project lifecycles. Built in 1870, the space is housed inside a beautiful, historic townhouse at 2036 Spring Garden Street in Philadelphia and provides a place where both employees and clients can gather to collaborate on projects and drive effective solutions. The Spring Garden space offers two large conference rooms and additional office space that provides the needed flexibility to host multiple staff and teams simultaneously. In selecting a property, we focused not only on meetings and work tasks, but also a place that allowed for social gathering (pool table, outside garden space, large kitchen) where teams could work together and socialize. This includes four bedroom suites that accommodate staff who are traveling.
Sometimes it can be hard to keep up with all of the changes in team members, service offerings, and industry trends. This ‘Playbook’ is designed to provide you with a high level overview of current topics and services that can be shared during your client outreach efforts. You’ll have the confidence to speak to these topics and make any necessary introductions to the appropriate team and/or expert. Let’s be clear, no one is stealing your contacts. Instead, this is an opportunity to introduce your client contacts to additional experts that may provide value to them. Our client’s success = our success!
Succession planning – as we continue to plan for the future, we have … (talk about jr. partners, mentoring)?
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Damani is a business minded Product Safety & Regulatory Affairs Leader offering extensive experience leading regulatory toxicology operations and strategy across numerous industries. He has experienced notable success in leveraging technical skills with formal business administration training to make strong contributions to the value chain. In addition to providing technical support to projects across multiple service areas including support of Cost Allocation & Litigation, the Business Services Group, and the Remediation Services Group, Damani is also responsible for the expansion of the toxicology team’s capabilities into product stewardship, including global product registrations, restricted substances / formulations management, and product safety.
Damani Parran, Ph.D., MBA DABT, has joined EHS Support as a Sr. Toxicologist for the Sediment & Risk Assessment Team
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TOXICOLOGY
AIR PERMITTING & COMPLIANCE SERVICES
With over two decades of experience, Allen works closely with clients to conduct comprehensive inspections under the PSM standard that evaluate the procedures used by the client and other stakeholders to manage the hazards associated with processes using highly hazardous chemicals. His primary responsibilities fall within the technical expertise and execution focus area, as part of the core technical team within the Health & Safety services. Allen performs facility compliance audits and occupational exposure surveys and implements follow up corrective actions to ensure compliance with federal, state, and local regulations. He also designs and implements safety management systems, safety programs, procedures, plans and reports for clients.
PSM Expert Allen Mires has joined EHS Support as a Sr. Health & Safety Specialist
Product Safety & Toxicology; Exposure Evaluations, Product Registration Support, Product Defense.
With the additional Katie Milk, CHMM, CEA as Sr. Compliance Specialist, we’ve added depth to our team of compliance practitioners. Katie has over 15 years of environmental consulting experience, including technical air permitting and compliance, as well as project management, business development, and leadership roles. Her experience includes preparing Title V and minor source air permit applications and reporting, air emissions inventories, synthetic minor demonstrations, air quality dispersion modeling analyses, and state and federal rule applicability determinations, including maximum achievable control technology/generally available control technology (MACT/GACT), National Emission Standards for Hazardous Air Pollutants (NESHAP), and New Source Performance Standards (NSPS).
H&S PROCESS SAFETY MANAGEMENT (PSM) / HIGH RISK CONSULTING
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ENVIRONMENTAL SOCIAL GOVERNANCE (ESG) In recent years, awareness, and adoption of Environmental, Social, and Governance (ESG) principles has grown as companies and government entities alike are recognizing that strong financial performance goes hand in hand with sustainable environmental and social management practices. EHS Support has extensive experience in operating facilities, former industrial properties, and landfills. We also offer comprehensive engineering and permitting capabilities and access to resources that can deliver projects quickly and efficiently. Our proprietary Solar Site Feasibility Tool (SoSeF) rapidly evaluates the feasibility of applying solar power generation to operating and former industrial sites and underutilized properties, including brownfields and landfills, enabling informed, go/no go decisions to be made in as little as one month.
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EHS Support has committed to spending over $1MM in man hours and expenses to further the science and the understanding of key regulatory drivers on several of the emerging challenges and trends in the industry. Each of the topics that we’ve selected are focused on trends we are observing or areas of risk or challenges our clients are facing or will be facing in the near term.
Solar/Renewables –Aluminum –Boron - is a critical micro nutrient for biological functions and criteria in many states have been developed which consider standard dose response curves. This study reviews the processes effecting boron toxicity and the applicability of regulatory limits based on both positive and negative responses to boron exposure.
STRATEGIC GROWTH PROJECTS (SGPS) Solar/Renewables, Aluminum, and Boron
www.ehs support.com 5 RULES OF ENGAGEMENT: PREPPING FOR A CLIENT MEETING Most importantly, before you meet with your client, take the time to do some research. 5 Things To Do Before Your Client Meeting: 1. Visit company website and make note of any updates, recent acquisitions, or services. 2. Skim the ‘News/Media’ portion of the client’s website – any recent hires, new locations, team members or leadership changes? 3. Stock value – check it out online. What’s the reason for the change? 4. Check out your client’s LinkedIn profile. Are there any recent title changes or promotions? 5. Any industry trends/updates that client should be aware of? Tip: If 50% of your team will be in the same location, take advantage and schedule a networking/cocktail hour with clients at a local venue or if in Philadelphia area, consider meeting at the new collaboration space. Create a game plan. Think differently. • SOLVE, don’t sell. • LISTEN to learn. (Ask questions, understand challenges/frustrations) • INFORM to influence. (Share relevant info/demonstrate your understanding of client needs)
