Find Your Dream Prospects with OSHA's Injury and Illness Data

The only way to land your dream clients is to target your preferred companies when prospecting. But where do you find those “dream” prospects? 

One area you may not have thought about is OSHA’s website. OSHA's Establishment-Specific Injury and Illness Data is a goldmine for prospecting, offering unique insights into businesses' actual safety records. By leveraging this publicly available data, agents can pinpoint employers with safety challenges, craft tailored outreach strategies, and position themselves as proactive, solution-oriented partners. 

Here’s how you can turn OSHA’s data into your next big prospecting tool. 

Understanding OSHA's Data 

OSHA requires many employers to submit their injury and illness data annually through the OSHA 300A Summary. This data is then published online, providing valuable insights into workplace safety performance for various businesses. The dataset includes: 

• • Total number of injuries and illnesses reported

• • Industry classification (NAICS codes), helping identify the employer's sector

• • Establishment size, categorized by employee count

This wealth of information allows agents to filter and focus on employers within specific industries, sizes, and regions, and even identify those with higher-than-average incident rates. 

Some employers with 100+ employees are also required to submit more detailed incident data from their OSHA 300 and 301 forms, which OSHA also publishes on the website. 

On the OSHA website, look under “Current ITA Data” and download the Summary Data and Case Detail Data. Each one is a spreadsheet that you can search and filter to find what you’re looking for. 

Why OSHA Data is a Prospecting Treasure Trove 

1. Find Employers with High Incident Rates

Employers with higher incident rates are prime prospects for agents who specialize in risk management and workers' compensation insurance. These businesses: 

• • Often face higher workers’ comp premiums 

• • May struggle with claims management or safety training 

• • Could benefit from proactive strategies to reduce injuries and improve their Experience Modification Rate (EMR or mod) 

Using OSHA data, agents can identify such employers and position themselves as problem solvers who can deliver safer outcomes and reduced costs.

2. Target Specific Industries and Sizes

The dataset includes NAICS codes, which categorize businesses by industry. If your agency focuses on specific industries (e.g., construction, manufacturing, healthcare), you can filter the data to find relevant employers.  

Similarly, you can target businesses of a preferred size, ensuring your outreach aligns with your agency’s ideal client profile.

3. Research Your Existing Prospects

Already have a list of target businesses? Use OSHA's database to learn more about their safety performance: 

• • If a business is listed, analyze their injury data to uncover safety challenges they might be facing. 

• • If a business isn’t listed, it may indicate they haven’t submitted their required OSHA data, exposing them to potential compliance issues and inspections. 

Both scenarios provide a valuable talking point for outreach, showcasing your expertise and commitment to their business success. 

Strategies for Using OSHA Data in Prospecting

Craft Tailored Outreach Messages

Knowing a prospect’s injury and illness data allows you to create highly personalized outreach. For example: 

• • For high-incident employers: “I noticed your industry has a higher-than-average injury rate. We specialize in helping businesses like yours improve safety, reduce claims, and lower workers' comp costs. Could we schedule a quick call to discuss your safety goals?” 

• • For businesses not listed: “I didn’t see your company in OSHA’s injury and illness data submission. Compliance is crucial to avoid inspections—let’s talk about how we can help streamline your reporting and enhance safety.” 

Tailored messaging demonstrates your value and shows prospects you’ve done your homework. 

Offer a Safety and Compliance Review

Use OSHA data as an entry point to offer a free safety or compliance review. This might include: 

• • Reviewing their submitted OSHA data to identify trends or red flags 

• • Providing a gap analysis for their safety program 

• • Discussing strategies to reduce injuries and improve their EMR 

Such an approach positions you as a partner in their success rather than just another salesperson. 

Educate Prospects on Compliance and Risk Management

Many businesses, especially small and medium-sized ones, are unaware of how OSHA data impacts their operations. Use the opportunity to educate them on: 

• • The importance of submitting OSHA data annually 

• • How safety performance affects their workers’ comp premiums 

• • Strategies like return-to-work programs and claims management to minimize costs 

You can deliver this education through webinars, email campaigns, or in-person consultations. 

Tie OSHA Data to Broader Risk Management Services 

Using OSHA data isn’t just about prospecting; it’s an opportunity to highlight your broader capabilities in risk management and safety. For example: 

• • Safety Training Programs: Use high incident rates to propose tailored safety training solutions 

• • Claims Management: Discuss how effective claims management can prevent incidents from escalating and driving up their mod 

• • Return-to-Work Programs: Educate employers on how these programs can reduce lost time and control mod-related costs.  

By connecting OSHA data to actionable strategies, you demonstrate value beyond just selling a policy. 

Compliance and Safety as a Differentiator 

Using OSHA’s injury and illness data as a prospecting tool isn’t just about finding leads—it’s about delivering solutions. When you help businesses improve safety, manage claims, and navigate compliance, you position yourself as a trusted advisor. Over time, this approach leads to stronger client relationships, better retention, and a reputation as an agent who goes above and beyond. 

OSHA’s injury and illness data is a hidden gem for commercial insurance agents looking to expand their book of business. By leveraging this data to identify prospects, tailor outreach, and educate employers, you not only generate new leads but also create meaningful opportunities to add value and differentiate yourself in a competitive market.