There has never been a better time to discuss occupational health provision with clients, according to Mark O'Connor.
The profile of workplace healthcare is at an all-time high, and many organisations are re-evaluating and addressing their need for occupational health services through their medical intermediary or benefits consultant.
In addition, there continues to be a huge focus on absence management, retaining employees and keeping them fit for business, while helping sick employees back to work.
The government has highlighted just how important it feels this is with the launch of its Health at Work scheme, which aims to provide incentives for employers who provide access to good occupational healthcare in the workplace and tax relief on treatments administered through an occupational health scheme.
But supporting employees who are sick and getting them back to work can be a challenge for any business. Employees who are out of the workplace for longer than six months struggle to make an effective return to work, and costs in replacing those employees can be significant, making it essential to address any health-related concerns as early as possible.
Duty of care
By its very nature, occupational health covers a wide and diverse variety of issues. Work-related illness can often be complex and require specialist case management, so it makes sense for companies to have specialist advice at their fingertips as soon as they need it.
All employers, large or small, have a duty of care to their employees, and occupational health has been high on the radar of professional HR and benefits managers for a long time.
Good occupational health consultants will be able to provide specialist advice across a range of different industries. Intermediaries should be looking to recommend health and wellbeing programmes that address issues commonly faced by client's type of businesses.
Demand is increasing from organisations of all sizes: even smaller SMEs, who might previously have felt that external occupational health services would have been cost prohibitive. Once they experience the tangible business benefits of having an external independent specialist on hand to provide advice and offer speedy solutions to get employees back to work, they are converted.
Given its importance, many employers have systems in place to cover the everyday elements of workplace health, but it's the more complex cases where a specialist can help, both from the perspective of the employer and the employee.
There is a recognition that stress and pressure are adversely affecting more and more people in the workplace. The provision of an occupational health service helps to protect the employer and the employee, providing access to specialist help for the employee, and increased protection from tribunal for the employer.
Intermediary benefits
Traditionally, occupational health has not been sold on a commission basis, but this could change, making it simpler for the company buying the cover and the consultant or intermediary making the sale.
In addition, for example, Work Doctors is considering a modular approach, developing different levels of cover that can be built up to create a bespoke scheme.
A modular approach may also help those smaller businesses that might previously have felt they were too small to consider the services of an external occupational health specialist. Smaller businesses could start with a pre-employment questionnaire and employee assistance programme and scale up as required from there.
Too often, it is nurses who adminster occupational health, with the doctor introduced in only more serious circumstances. Being able to access fully qualified GPs at speed can be a very attractive draw for many businesses, and a great selling point when recommending provision to businesses looking for cover for senior executives.
Occupational health forms an integral part of an holistic workplace health and wellbeing programme and can slot in as part of a longer list of services sitting comfortably alongside private medical insurance, health screening and cash plans.
In some cases, medical consultants and intermediaries have already capitalised on the opportunity to sell occupational health. Those who haven't should consider introducing it when renewing existing client healthcare policies.
Dr Mark O'Connor is managing director of Work Doctors
