The customers’ market, which developed after
1994, could be characterized by a more sceptical
culture, dominated by larger companies and private
insurance companies: not the common aims but the
cost-effectiveness of OHS interventions and respon-
siveness to company processes are predominant values
and arguments. Control on OHS service was per-
formed more by contract or by external (certification)
agents. There was competition on output, services-
directedness and price. More and more payment took
place by fee for services. Large companies reconsid-
ered their relations to the OHSs and formulated their
expectations and demands towards OHSs more precisely; therefore, they could decide to out-source the
services, to contract another OHS or to negotiate a new
contract.