Beat the March 2 Clock: Turn OSHA Recordkeeping Into Consulting Revenue

Show Notes

It’s recordkeeping season—and that means opportunity. Sheldon breaks down exactly how EHS consultants can turn OSHA logs into paid engagements before the March 2 electronic submission deadline, including who must file, who’s exempt, and how to target high-hazard NAICS industries. You’ll get the outreach scripts, a free-audit offer structure (300/301/300A), and a pricing tactic anchored to real citation dollars—plus how to build a short course from OSHA’s recordkeeping directive (CPL 02-00-172) and 29 CFR 1904 so you can upsell audits and ongoing compliance support. If you want a fast, ethical way to help clients and grow revenue this month, start here

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[SPEAKER_01]: It is that time I hear again, it's OSHA Rickerkeeping time.

[SPEAKER_01]: So as consultants, this is a good time for you to truly get.

[SPEAKER_01]: into the minds of your potential clients.

[SPEAKER_01]: This is where you could do where you're keeping services.

[SPEAKER_01]: So we can do some where you're keeping classes.

[SPEAKER_01]: It's all we're keeping every day, all day.

[SPEAKER_01]: This is the heart of the season as this recording is on February 2nd, 2026.

[SPEAKER_01]: And then this episode, what I'm gonna do is talk about services that we could provide during this time period.

[SPEAKER_01]: record keeping that's what we got at the day.

[SPEAKER_01]: So let's go ahead and get into it.

[SPEAKER_00]: Welcome to the Safety Consultant Show with Sheldon primus, where we blend safety sparks with business brilliance and the pinch of Sheldon's signature width, whether you're a safety pro of fresh-faced consultant, or just safety curious, get ready for a show that'll educate, entertain and elevate your safety game.

[SPEAKER_00]: Let's dive into the art of consulting, with your safety shift in himself, Sheldon primus.

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[SPEAKER_01]: All right, welcome back to every body.

[SPEAKER_01]: I'm going to be the Chief Safety Consultant Show.

[SPEAKER_01]: This is Sheldon Prime, this is the show where I help you guys with the business of being safely consultants.

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[SPEAKER_01]: So just

[SPEAKER_01]: Wherever you're listening to, as of today, getting into our topic, which is OSHA record-keeping, the US government has a shutdown, and it is customary that when there's a shutdown, the days that they have are actually not work days, so you may have a little extension that you're going to see given to some of the workers,

[SPEAKER_01]: or to say some of the employers, so that's a little caveat I'm going to throw in today.

[SPEAKER_01]: So currently in record keeping there is a deadline for electronic records to be submitted as March 2nd.

[SPEAKER_01]: I don't know if there's going to be an extension to that deadline or not.

[SPEAKER_01]: Yeah, I don't know.

[SPEAKER_01]: They can't process everything the way they do during shutdowns because right now the only people that are working are going to be the individuals who are the assistant area directors and the area directors.

[SPEAKER_01]: So the leadership group, they don't have the capacity to go through some of this stuff.

[SPEAKER_01]: So it probably would have an extension because of a shutdown period.

[SPEAKER_01]: But just be prepared that as of now March 2nd is going to be where you're going to have electronic submittals.

[SPEAKER_01]: And honestly, I'm going to just focus in on the record keeping because there's an urgency to record keeping right now.

[SPEAKER_01]: You are going to have some industries that are going to be more.

[SPEAKER_01]: They're going to be more sensitive to OSHA record keeping.

[SPEAKER_01]: So that means you're going to have a really good opportunity to reach out and try to get your business going and launch it out a little.

[SPEAKER_01]: All right.

[SPEAKER_01]: So here's some people who are required to submit electronic records and not just everyone, but just anybody that has 20 to 249 employees.

[SPEAKER_01]: Now, they have to submit if they're in the NEIC code, and this is the first two digits of the code 11, 22, 23, 31, 33, and so on.

[SPEAKER_01]: I can't give you all of them, but where you could find this, though.

[SPEAKER_01]: is CFR which is code of federal regulations and 1904 which is the record keeping rule.

[SPEAKER_01]: You want to go to sub-part E. That's just a grouping of smaller collection of hazards and it's appendix A.

[SPEAKER_01]: So these are industries that OSHA says their days away restrict the transfer rates or high enough that they want to make sure that they keep tabs on them.

[SPEAKER_01]: And so you now have a list of people that could be your target market.

[SPEAKER_01]: So as you go around and look at your LinkedIn, look at your neighborhood, church, places that you go.

[SPEAKER_01]: You now could extend an offer and your offer is going to help them during this time period.

[SPEAKER_01]: Alright, so this is an active pain point happening right now.

[SPEAKER_01]: There's another group of people who are exempt.

[SPEAKER_01]: So, if you go to your 1904 rules, you don't waste your time trying to get what record-keeping services for the people who are partially exempt and that's going to be in your sub-part B and appendix A when you get to appendix A, you'll see a listing of all companies that are exempt.

[SPEAKER_01]: So again, focus on the companies and the support E appendix A.

[SPEAKER_01]: That's the high hazard industries.

[SPEAKER_01]: And there's small enough that you might be able to allow them to be able to reach a decision maker fairly easy through LinkedIn or again, co-calling is still good to do that.

[SPEAKER_01]: Showing up at your chamber of commerce and talking to some people in these industries as you

[SPEAKER_01]: you know who you're in a target.

[SPEAKER_01]: That's the way to find these individuals.

[SPEAKER_01]: And so after you find them, you're going to have to structure something, right?

[SPEAKER_01]: One of the things you could do is to a free review of the past three years of their OSHA logs, the

[SPEAKER_01]: So if you can review those logs for them, you'll be able to start seeing areas where there has been some issues before and now you could review them.

[SPEAKER_01]: give them a summary of what you found and the pitch is going to be let me help you with this year especially if you found some significant deficiencies right.

[SPEAKER_01]: So now your services in this side is going to be OSHA compliance, record keeping package.

[SPEAKER_01]: Maybe you could base it off of 10 hours.

[SPEAKER_01]: Don't give it an hour per hour charge, but you want to look up how much would one record keeping injury or mis-reporting, let's say, not even the injury, mis-reporting be for that NAICS code, so best way to find that is when you go to OSHA.gov.

[SPEAKER_01]: So you're going to go to OSHA.gov, you're going to look under the Enforcement tab or Debents Statistics tab, one of those will probably have it, but what you want to get to is you want to get to the part where you can look up the inspection summaries.

[SPEAKER_01]: So, when you get to the inspection summaries, just do a description, keyword of record keeping, or if you know specifically the code, you could do record keeping and that code, North American industrial cast North American industry classification system code and AICS with the term record keeping, and once you do a search for that, you

[SPEAKER_01]: Then you're going to look for industries that have truly people that have been find or something else for that.

[SPEAKER_01]: So when you do find that someone's been find.

[SPEAKER_01]: That's what you're going to use to get your dollar figure.

[SPEAKER_01]: All right.

[SPEAKER_01]: So now you know, like Ashley Furniture at one point got Find like $2,500 for something they did wrong with Furniture keeping things like that.

[SPEAKER_01]: And that's what you're looking for.

[SPEAKER_01]: So now you're in your price off of this actual service is going to avoid the citation.

[SPEAKER_01]: This citation is typically worth $X.

[SPEAKER_01]: I'm going to do a percentage less than $X.

[SPEAKER_01]: And now that's your price, not your hourly.

[SPEAKER_01]: Alright, so that's what you're doing.

[SPEAKER_01]: For those of you who want to, and have the capacity to actually do local or online events, this is the time you should do your OSHA record-keeping events.

[SPEAKER_01]: So how you're going to structure that is you want to go to the OSHA compliance letter.

[SPEAKER_01]: which is CPLO2-OO-172 and that's a revised OSHA from last year OSHA revised their compliance directive on record keeping so that is the compliance directive as to when a compliance officer goes and they do a record keeping

[SPEAKER_01]: investigation.

[SPEAKER_01]: They're going to follow CPL 02-00-172.

[SPEAKER_01]: So you take this content from that compliance letter and now you can create your course.

[SPEAKER_01]: You're going to teach people per this compliance letter.

[SPEAKER_01]: and you can do it online, you can do it in person, and now you could use this compliance letter to create your parallel points and everything else that you need so that when someone is in attendance, you already know that they have a pain point of record keeping, and now your services can be at the end of this, as you can do them, I'll go show audit, you can do an audit

[SPEAKER_01]: their previous, their previous OSHA logs.

[SPEAKER_01]: Some way now you can introduce yourselves into the attendees of this.

[SPEAKER_01]: So those are two ways that you guys could create your own record keeping services more than two ways I guess by now, but this is the time.

[SPEAKER_01]: We're ready late.

[SPEAKER_01]: You probably shouldn't have been on it in January, but since this is in the middle,

[SPEAKER_01]: If you act with some urgency at this point, I would reach out to past clients and talk to them about how are they doing with their work or keeping this share.

[SPEAKER_01]: And once you get to that, how are you doing with your work or keeping this share?

[SPEAKER_01]: Now that's going to offer, excuse me, that's going to get you to open up with these offers.

[SPEAKER_01]: All right, so now let's sleep on the record keeping because right now it is the middle of the period for electronic submission A lot of people gonna be confused about what to do And again, this is a establishment based I guess not again.

[SPEAKER_01]: I didn't tell you guys So it's a establishment based so if someone has a firm of 10 locations each establishment Might be able to be a different client.

[SPEAKER_01]: It depends on if they centralize or decentralize But anyway

[SPEAKER_01]: Right could keep it man.

[SPEAKER_01]: This is it.

[SPEAKER_01]: This is how you're going to get some of your services going get your business going So I'm going to end it at that.

[SPEAKER_01]: I wanted this to be a nice quick get atcha episode and Honestly 1904 is the record keeping rule looking to that real good Look for people who've been cited in your area and oh, that's gonna give you your list, right?

[SPEAKER_01]: So honestly

[SPEAKER_01]: I think I gave you guys enough information to get some business, get some work in, so now it's your time to take action.

[SPEAKER_01]: Go get them.

[SPEAKER_00]: That's a wrap for today's safety show.

[SPEAKER_00]: Remember, safety isn't just about hard hats and caution signs.

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[SPEAKER_00]: Thanks for joining us on the safety consultant show with Sheldon primus.

[SPEAKER_00]: Until next time, stay safe, stay savvy, and keep consulting like a boss.

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