Tips for Writing a Corporate EFR Proposal

A corporate client can generate thousands of dollars in income over the long term. In addition to creating a new revenue stream, you’ll increase awareness about your business and generate referrals. According to the Washington Post, small businesses experience an average revenue increase of more than 260 percent after adding their first corporate client.

In this article, we’ll review some important do’s and don’ts when pitching a large company. We’ll also share some time-saving tips and templates to make creating a corporate proposal as easy as possible.

Start with a list of 4-6 target companies – Conduct online research to identify the largest employers in your area, then narrow your list to companies in close proximity to your store.

Also include businesses where you have a personal connection. LinkedIn can be a great way to identify corporate contacts. Here are a few ways to find people you know on LinkedIn.

EFR

A “warm” lead is better than a cold call. If you know someone who works at a large company, ask them the best person to contact. Most corporate pitches go to the Human Resources department, but you’re just as likely to succeed by reaching out to a department manager or supervisor.

Do some online research – Google the companies on your shortlist. Read recent press releases and news stories for potential “ins.” Consider what the company’s goals might be, future concerns, and how your training offers a solution. Here are a few reasons a business may need to hire a CPR and first aid instructor:

-Changes to local or federal regulations
-A significant number of new hires
-Opening a new location
-As part of a Corporate Emergency Response Plan

Gather testimonials – Let customers do the selling for you. If you don’t already have testimonials, contact past customers and ask for a quote. If you don’t have a lot of EFR experience, ask your dive students to write something about you or your instructors’ teaching ability. Include one or two testimonials in your letter, and add as many as possible to your website.

Use our proposal templates – Download a sample proposal letter (Word Doc) from the EFR Pros Site or preview it here as a PDF. You might also enclose this flyer summarizing the benefits of the first aid and CPR training (PDF) you offer, or 7 Steps to Setting up a Comprehensive AED Program (PDF).

Answer the question, “Why Choose Us” – In the letter, mention at least one thing that’s special about your business. Corporations may be looking to support minority, veteran or female-owned businesses. Maybe you’re a graduate of the local university, or you support a local non-profit. Include something in your letter to differentiate your business from “average” CPR and first aid course providers.

Customize each proposal letter – Writing the same letter to each company is a huge DON’T. Tailor each letter to a specific company’s needs based on your online research. Focus on problems and solutions, anticipate and overcome objections

  • Position Emergency First Response© as a solution to potential problems. For example:Keeping track of government regulations is a challenge. At Emergency First Response, we specialize in providing CPR, AED and first aid training to meet workplace requirements for companies just like yours.
  • Anticipate potential objections such lost productivity:Emergency First Response training is designed to minimize the amount of time in the classroom and away from the job. Student materials are designed with an independent-study component which develops foundation information and allows the instructor to focus time on skill practice rather than lecture time. This reduces classroom time while increasing skill retention. This model is proven to inspire student confidence provide care when a medical emergency arises.
  • …or a lack of familiarity with EFR:Emergency First Response courses include state-of-the-art educational material designed to provide scheduling flexibility. Our first aid, CPR and AED courses meet or exceed standards set by ILCOR, OSHA, and the US Coast Guard to name a few. I’d be happy to send you a sample of our student materials for you to review.

Less is more – Assume the potential customer won’t read your letter in its entirety. Make sure your key points stand out by:

  • Adding bullet points
  • Putting important words or sentences in bold
  • Using sub-headers to break up long paragraphs

Ask someone proof your letter or email before sending – After rewriting a document multiple times it can be easy to leave out a key detail like your contact info, or overlook small typos.

Be persistent (but not annoying)
Big companies move slowly. Landing a contract can be a year-long project, especially if the company hasn’t allocated funds for CPR training in this year’s budget.

After a week or two, call or send a follow-up postcard. If, after two or three follow-ups you haven’t received a response, try something memorable. Send a workplace safety-related tchotchke such as an EFR barrier keychain (product no. 80079), or phone to let them know about a “limited time offer.”

efr corporate proposal

Submitting a Request for Proposal (RFP)
Large companies and government agencies may put their CPR and first aid training needs up for bid. If this happens, they will direct you to a request for proposal (RFP), which is basically a proposal template. Review this information from the EFR Pros Site regarding developing a winning bid for RFPs.

Questions? We’re here to help
If you’re feeling overwhelmed, just start with step one. Make a list of companies in your area, and find out where you already have a contact. The EFR marketing toolbox has numerous customizable postcard and flyer options including refresher training reminders and other collateral, and don’t forget your PADI regional team is here to help.

Be Distinctive!

Tips for Preparing a PADI Distinctive Specialty Outline

Teaching your own distinctive specialty course has never been so popular. Since introducing the Dedicated Master Scuba Diver™ rating and PADI Freediver program distinctive specialties, PADI Regional Headquarters are receiving many new distinctive specialty outlines. Here are a few pointers to keep in mind when developing a PADI distinctive specialty outline:

  • Take advantage of resources! Go to the Pros’ Site – Distinctive Specialty Course Templates for detailed information. Use the template provided as a guide when creating your outline.
  • Set learning objectives and performance requirements, then tell divers what they need to know and what they will do. Beyond information consistent to every dive, what learning objectives and performance requirements specifically relate to the distinctive course? Provide adequate information in the knowledge development section to educate the student diver in the subject matter and fulfill the learning objectives. Also provide sufficient information and descriptions of how to meet the performance requirements of the dives.
  • Stay standards-consistent. Follow ratios and supervision requirements from General Standards and Procedures for confined and open water sessions.
  • It’s all about the diving. Most outlines will be approved only if there are two to four required open water dives. Although there are a few distinctive specialties that may qualify for only one dive (for example, Pumpkin Carving, Easter Egg Collection and other unique specialty programs), and a few with no dives, the point of specialty diver courses is to introduce people to new areas of diving and increase their dive experience under supervision.
  • Identify why you qualify to teach. When you complete the Specialty Course Instructor Application (No. 10180), you must document your background and experience in the course subject matter on page three. Examples include your level of familiarity with a specific site (for example, logged dives on a specific wreck) or an educational background coupled with dive experience in the specific subject matter (for example, underwater archaeology or coral reef research).

EFR® Distinctive Specialties

You can submit an Emergency First Response distinctive specialty outline as well. Use the EFR dedicated application and specialty template for these subjects.

Freediver Distinctive Specialties

See related resources for the PADI Freediver program on the Pros’ Site and download the PADI Freediver Distinctive Specialty Course Application (No. 10338).

Take time to review PADI standardized specialty outlines for information on ratios, minimum age requirements, supervision, maximum depth limits and minimum dives required to meet performance requirements. This will help guide you in drafting this information for your course. If you need additional guidance on writing your distinctive specialty, please contact a Regional Training Consultant at your PADI Regional Headquarters.

Emergency Care Refresher

Written by DAN Staff

Being able to quickly and correctly provide emergency care during a dive incident can be the difference between a positive outcome and a fatality. Regardless of your level of personal experience with emergency management and response, providing adequate care requires regular refreshers of even the most basic skills, such as measuring vital signs. Accurate assessment of an individual’s condition not only provides EMS personnel with a good baseline for care, but can also help expedite needed medical interventions, and provide a valuable timeline of a patient’s condition. How well do you know your basic life support skills? 

SI_Feb_RDOnLn0310_0812

Time

Time is a fundamental metric in emergency response. Regularly recording the patient’s condition and the corresponding time is important to creating an accurate timeline of the patient’s symptoms. A timeline can be used to determine whether the patient’s condition is worsening and can dictate medical interventions. Seriously ill patients should have their vital signs reassessed every few minutes, while patients who are stable may reasonably have their vitals checked less frequently.

Level of Responsiveness

A patient’s level of responsiveness (LOR) can be one of the most revealing indicators of well-being. LOR is generally measured with four basic questions:

  • What is your name?
  • Where are we?
  • What time is it?
  • What happened?

If an individual can answer all of these questions with reasonable accuracy, you can quantify the LOR as “Alert and Oriented to Person, Place, Time, and Event,” which is frequently written as “A+Ox4.” In the event that a person can’t respond to these, or is unconscious, you can further measure LOR by determining if the patient is responsive to verbal or physical stimuli. While this measurement may provide useful information to professional responders, it’s not likely to change the care  you provide as a dive professional.

Pulse

Pulse can be a very effective indicator of an individual’s wellness, especially if you measure strength and regularity of the beat in addition to frequency. To assess a pulse, place two fingers gently on either the carotid artery on the neck, or on a patient’s wrist just beneath the base of their thumb. If you difficulty finding a pulse, first confirm the location of your fingers, and then make sure you aren’t pressing too hard or too gently. Note not just the speed at which the heart beats, but also the strength and regularity of the beat, these can be important factors when determining injury severity.

EFR_0072_Pulse_Radial

Respiration

Constantly monitoring a patient’s breathing is a crucial emergency care step. Because many people will alter their breathing if they know you’re trying to count their breaths, begin counting respirations immediately after measuring the patient’s pulse. Pay close attention to the sound of breath and listen for wheezing, gasping, or labored breathing. These can indicate the existence of specific conditions and be valuable information for healthcare personnel.

For more information on diver health and safety visit diversalertnetwork.org.

HzntlDAN_LogoOnly

 

Final EFR Materials Update

The revised Care for Children DVD is in stock and shipping. This was the last item we were waiting on to get updated.

Now that it’s here:

  • All related kits such as the EFR Instructor Manual and EFR Instructor Start-Up Kit are shipping with 100% updated material.
  • If you ordered an EFR update pack at DEMA or during member forum, it’s shipping this week.
  • If you still have the prior version of the EFR materials – for any course or level – they are valid for use through 31 December 2012.

Revised EFR Care for Children Materials
Care for Children manual and DVD -60270
Care for Children manual ala carte- 70179
Care for Children DVD ala carte – 70993
Care for Children student exam- 71812
Care for Children instructor guide- 79190

In case you missed it, the updated EFR Instructor Trainer materials are also in and shipping. You can also read our earlier posts about the updated CPR/AED materials or Primary/Secondary Care materials.

EFR IT Materials Updated and Shipping

Revised EFR Instructor Trainer Materials

The updated Emergency First Response IT lesson guides, instructor guide and instructor exam are revised and shipping. As my fourth grade teacher used to say: Praise the Lord and Pass the Ammunition.*

* What that phrase means, or why my teacher said this sort of thing to ten-year-olds – I have no idea

Emergency First Response logo

Below you’ll find the part numbers and details on the new materials for EFR instructor trainers.

But first…here’s the latest on the EFR student materials:

  • Everything is updated and available except the Care for Children DVD.
    We expect these DVDs in stock by mid-April. Stay tuned to PADI Instructor News for updates.
  • Still have the prior version of the EFR student materials in stock?
    Don’t worry – they are valid for use through the end of this year (31 December 2012).
  • The EFR Instructor update/start-up pack is available (product no. 60215 / 80215)
    The instructor kit ships with the prior version of the Care for Children DVD in it until mid-April.

    Please order this item through your PADI Sales Consultant so we may facilitate either getting you the new DVD when it comes out or holding off on sending the kit until it’s 100% up-to-date.

updated Emergency First Response instructor trainer manualEFR IT Lesson Guides CD-ROM
Product no. 70988
Includes:

  • EFR Instructor course lesson guides (powerpoint)
  • EFR IT manual (PDF)
  • EFR Instructor Manual (PDF)

EFR IT manual – paper version
Product no. 70093
If you buy the Lesson Guide CD-ROM above, you’ll receive a digital copy of the paper manual.

EFR Instructor Exam 
Product no. 71850

If you still have the prior version of the EFR materials – for any course or level – they are valid for use through 31 December 2012.

Useful Links:
Read about the updated EFR CPR/AED materials (includes product numbers).
Read about the updated EFR Primary/Secondary Care materials (includes product numbers).


If you found this article helpful, please consider subscribing to updates for PADI Instructor News.

Revised CPR and AED Materials Now Shipping

Updated EFR Materials

(two down, one to go)

Revised CPR/AED materials are now shipping! All related kits such as the EFR Instructor Manual and EFR Instructor Start-Up Kit have been updated as well.

So if you order a 60215 Instructor Pack or 70149 Instructor manual you will receive new Primary/Secondary materials, new CPR/AED materials, but the prior version of Care for Children.

We expect Care for Children will have new materials in February or March 2012. Revised EFR Instructor Trainer materials will be available shortly thereafter.

New CPR/AED Materials

CPR/AED manual and DVD – 60267
CPR/AED manual ala carte 70185

CPR/AED student exam 71865
CPR/AED instructor guide 79215

Read about the revised EFR Primary / Secondary Care products.

Revised EFR Materials Now Shipping

EFR Primary Secondary Care ILCOR  Revision

The EFR Primary and Secondary Care course materials, updated with the new ILCOR guidelines, are now shipping. Revised Care for Children and CPR/AED course materials will be available in approximately November 2011.

Important info

  • The new materials are available in English only (for now)
  • There are some new product numbers (denoted in yellow below).
  • Cost of the revised materials =  same as the old materials.
  • You may continue to use any old material you have in stock (with the errata)
  • Required use of the new material: 30 July 2012 (if available in the student’s language).

Primary / Secondary Care student materials

60224 – P/S student crewpak – includes manual and DVD
50037 – Care at a Glance card
70370 – P/S student manual ala carte (was 70091)
70983 – P/S student DVD ala carte (was 70867MUL)

Primary / Secondary Care Instructor materials

67040 – P/S instructor guide
71825 – P/S final exam (was 71806)
71826 – P/S exam answer sheet (was 10247)

Primary / Secondary Care Instructor Trainer materials (can only be purchased by EFR IT’s / PADI Course Directors)

71850 – EFR P/S instructor course exam (was 71850)
71851 – EFR P/S instructor course answer sheet (was 71851)

The only revised EFR IT material available right now is the Primary Secondary Care instructor exam. The complete Instructor Trainer guide and lesson guides will be available Novemberish 2011. We are waiting for the Care for Children and CPR/AED materials to be revised before releasing new EFR IT materials.

EFR Add-On Sale: Branded First Aid Kit

A few years back I received a great idea from a prolific EFR Instructor – create a branded first aid kit.  Encourage students to buy at least one kit for their vehicle, and maybe an extra for their home or camping supplies. Label the container so your contact information is visible from the outside and your students will  be reminded of their EFR Instructor every time they open their trunk / go camping, etc.

In a nutshell, here’s how you could put a branded first aid kit together:
Choose a container (dry box, large waterbottle, etc), buy first aid supplies in bulk (see suggested contents below). Include an EFR Care at A Glance card* so – in the heat of the moment – your student will have a quick-reference card to remind them of important steps. Affix your contact info to the outside, or, if you have an opaque container, slide your info on the inside facing out – this will protect it from water damage.

* Part no. 50037

Pasted below is a list of suggested items for your EFR First Aid Kits.

Reference material
EFR Care at a Glance Card
A decal or business card with your contact information

Barriers
Gloves
Pocket Mask

Bleeding control supplies
Gauze pads in various sizes
Absorbent dressings
Adhesive bandages.

Wound cleaning materials
Antiseptic wipes or solution
Irrigation syringe
Antibiotic ointment.

Additional wound care materials
Tweezers
Bandages
Medical tape to secure bandages,
Shears to remove bandages
A “tincture” of benzoin (adheres bandages to wet skin)

Musculoskeletal injury supplies
Triangular bandages
Elastic bandages (such as ACE™ bandages)
Safety pins and cord.
Cold packs and heat packs (to manage swelling / pain)

Basic medications*
Asprin
Ibuprophen
Anti-nausea

* Determine if administering medications is within your scope of practice and/or legal in your area. If you are allowed to administer medications, make sure you ask the patient if they have any allergies.

Errata for EFR Student Manuals Explaining New ILCOR Guidelines

(new link – updated 9 May 2011)
 
A two page errata with the new AHA/ILCOR guidelines is now shippnig with our EFR student manuals. For additional copies of this document, please visit the Training Essentials Menu of the PADI Pro’s Site. Or download the EFR 2011 AHA ILCOR Errata.pdf here.

If the link above doesn’t work, you may need to login to the PADI Pro’s Site first. Then try clicking the link again.

For more information on how to apply the new guidelines into your EFR course, please read our article FAQ Incorporating New ILCOR Guidelines.

We anticipate updated copies of the student manuals will ship in late summer or early fall 2011. Please stay tuned to PADI Instructor News for future announcements about this product.

FAQ Incorporating New ILCOR Guidelines into EFR

ABC is now CAB and other changes are being added to our EFR materials as the result of ILCOR’s meeting

The mandatory date to incorporate the new guidelines is 31 March 2011.
To get prepared, check out the information from the 4th Quarter EFR Responder Newsletter.