It’s not hard to make an Occupational Health service look good on paper. A few testimonials, a turnaround metric, a SEQOHS logo in the footer.

But behind the pitch decks and contracts, the real question is this: Are you making a measurable difference?

Because that’s what clients are looking for now. Not just service. Not just speed. Value.

Clients Want More Than a Service

They’re under pressure. Sickness rates are up. Retention’s under strain. The cost of absence is climbing and hiring isn’t getting easier.

They need providers who understand that context. Who can offer more than just medical assessments and routine reports. They’re looking for insight. For strategic thinking. For a partner who helps them see what’s coming, not just deal with what’s already happened.

The Red Flags Clients Are Starting to Notice

If you’re hearing less from clients or losing out to other bids, it might not be about price. It might be about trust.

Here’s what puts doubt in a client’s mind:

• Advice that feels boilerplate or disconnected from their workplace
• A backlog of cases but no improvement plan
• No clear evidence that what you do is moving the dial on absence or productivity
• Reporting that shows activity but not outcomes
• Managers still unclear about how to follow your recommendations

These aren’t just delivery issues. They’re commercial risks. If you don’t fix them, someone else will.

What High-Performing OH Services Are Doing Differently

The best providers we speak to are raising their game. They’re:

• Redesigning roles to make better use of clinical time
• Using tech to free up specialists for the work that matters
• Investing in data skills so they can track trends, not just volume
• Building advisory capability into their teams, not just clinical
• Creating progression routes to keep good people for longer

And they’re having different conversations with clients. Less reactive. More strategic. They’re not just solving problems. They’re helping clients prevent them.

Your People Are the Differentiator

This is where recruitment comes in. Clients can forgive slower response times or budget constraints if they trust the people on the other end.

But trust is earned. It comes from hiring the right people, backing them with the right tools and building a culture where quality matters.

That’s not just a recruitment challenge. It’s a leadership one.

About Recruiting Heads

Recruiting Heads partners with Occupational Health providers who want to raise the bar. We place clinical, operational and strategic talent across OH, Wellbeing, H&S and Clinical Governance. Built for people who need results, not just CVs.