Transcript PPT - Southeast TACE

Conducting an Employer Needs
Analysis and Job Development
Strategies for Customized
Employment
Negotiating a customized employment
relationship based on employer needs
Michael Callahan
Marc Gold & Associates
January 13, 2010
From the Employer’s Side
Unmet workplace needs
Customized Employment provides a strategy
for employers to focus on the unmet needs
that inevitably occur in a time of multitasking, high expectation demand.
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
From the Employer’s Side
Tasks better performed by others
Customized Employment can focus on the
discrete tasks of job descriptions relating
to highly skilled and credentialed positions
in workplaces.
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
From the Employer’s Side
Specific employee competencies
Customized Employment can utilize specific
job seeker competencies based on
discovering their “strengths, needs and
interests” and matches and negotiates with
existing employer needs.
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Value Added to Employers:
The Customized Process
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Discovery
Capturing discovery through profiles
Customized employment planning
Portfolio/visual resume development
Job development representation/ Needs
Analysis
• Workplace analysis, accommodations,
support
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Employer Needs Analysis (pt.1)
All workplaces have
unmet needs, even
when fully staffed, but
particularly in difficult
economic times
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Employer Needs Analysis (pt.2)
Employers can turn each
unmet need into a
task:
1.
Excess data entry
2.
Assisting receptionist during
heavy calling
3.
Performing episodic duties:
collating for meeting
4.
Augmenting low producing
employees
5.
Relieving employees during
break
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Employer Needs Analysis (pt.3)
During Job Development, the Job
Developer negotiates to perform
Needs Analysis
Each unique workplace has needs
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Conducting an Employer
Needs Analysis
This process can be conducted in three ways:
• As a part of informational, “discovery” interviews with
employers, concurrent with individualized job
development
• As a part of individualized job development, following the
tour, one employer at a time
• As a part of general activity in the community by job
developers, family members and job seekers
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Employer Needs Analysis :
Informational Interview
• Contact employer with a rationale of community
need
• Discuss the role of a needs analysis to determine
unmet needs for CE
• Spend discussion time with employer to understand
the business
• Tour the business, thoroughly, noting the culture and
various tasks
• Arrange for an opportunity to spend several hours
observing in various work areas
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Job Based on an
Informational Interview
• Identified general
needs in:
• Reception
• DJs area
• Advertising
• Station manager’s
office
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Employer Needs Analysis:
During Each Contact
An Employer Needs Analysis most often
negotiated during job development. The
analysis typically occurs on the second or third
interaction with an employer and often follows
the tour of the business.
A Needs Analysis may take from 1 – 3 hours or
more to conduct, depending on the number of
workplace areas to be examined and the size of
the business.
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Negotiating a Needs Analysis
Job developers can offer three options for
conducting a Needs Analysis:
1.
Conduct the Analysis at no charge to the employer
2.
Conduct the Analysis in a partnership between
employer representative and provider
3.
If desired, have the employer conduct the Analysis
without assistance
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Employer Needs Analysis:
Employee/ Task focus
Target employees performing job tasks to identify
possible areas that might need additional
support:
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•
•
•
•
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Episodic duties
Tasks better performed by others at a lower pay grade
Tasks needing additional production assistance
Back-ups/Bottlenecks
Material/tool supply
Interruptions
Wasted motions
TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Episodic Task:
Setting up a drum set
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Slower Component/ Task
Better Performed by Others:
Inserting background greenery
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Material Supply:
Stocking cash registers
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Wasted Motions:
Tool/task assistance
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Employer Needs Analysis:
Environmental Focus
Notice non-task related issues:
• Unattended materials/documents
• Waste/scrap materials
• Consistent errors
• Misplaced materials/goods
• Dusty, broken, dirty goods/materials
• Missed opportunities
• Unsafe or unsightly conditions
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Unsafe Conditions:
Sweeping laminate chips
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Customers Waiting:
Medical Imaging
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Employer Needs Analysis:
Customer focus
As appropriate, focus on customers who use the
business
• Customers waiting
• Customers confused
• Customers needing specific information
• Customers angry or with complaints
• Customers needing assistance
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Employer Needs Analysis
Employer Engagement
Engage employer in a self-analysis of the
workplace. Ask employer to consider:
• Unmet needs – ”Things that need to get done that are
not getting done”
• Tasks better performed by others at a lower pay grade
• Tasks needing specific productivity assistance
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Unmet Need:
Delivery of Faxes
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Unmet Need:
Filing and Sorting
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Employer Needs Analysis:
General observations in Community
Employment staff can take the opportunity to
observe unmet needs in a variety of publicly
available settings in the community:
• Outside areas of businesses
• Inside retail settings, common areas such as malls, etc.
• While receiving services in community or at home
• While traveling around community
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
The Sales Aspect of Job
Development
Customized job development is primarily a
negotiation interaction with employers that
seeks to find an intersection between
employer needs and job seeker contribution.
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Successful Job Development
Sales focused steps…
• Prospecting: research and Planning
• Making employer contacts: getting in the door
• Holding the initial meeting; making your pitch to
explain customized employment
• Follow-up negotiations- making the final match:
Employer / Job-seeker
• Closing the deal
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Elements of Successful,
Individualized Prospecting
• Determine your negotiables relating to
customized employment services.
• Research the targeted business to obtain
information necessary for successful
negotiations and matching.
• Identify already-existing linkages which may be
of help in more narrowly targeting and securing
jobs.
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Elements of Successful,
Individualized Prospecting (cont.)
• Obtain and use referrals which can assist in
getting appointments and job opportunities.
• Develop a system/strategy for compiling and
organizing information on employers.
• Develop and use a business vocabulary and
strive to view employment issues both from a
business and human service perspective.
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Getting in the Front Door
Decide on the type of initial contact to use to
get an appointment for a face-to-face meeting
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•
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•
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Third party connection
Informal Contact
Drop-in Visit
Telephone Contact with letter of self-referral
TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Initial Presentation Outline (1&2)
1. Introductions
 Introduce yourself -- business card, referrals
 Introduce your agency -- brochure, fact sheets
2. Why you are here
 “We match applicant skills with employer
needs” through customized employment
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Initial Presentation Outline (3&4)
3. How we do what we do
 Use portfolio to explain the negotiation and
support strategies to be used
4. Introduce applicant represented
 Use portfolio to explain the tasks/contributions of
the applicant
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Initial Presentation Outline (6)
5. Close the initial presentation
 Ask for an opportunity to return for additional
discussions, a tour of the business and a needs
analysis
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Cutting the deal:
Follow-up negotiations
• Offer in-depth information about the training, facilitation
and support procedures which are to be offered
• Learn about and assess the company
• Handle the negotiation stance taken by the employer
• Target and define the job tasks to be performed
• Negotiate the conditions and other employer
expectations necessary for success
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Closing the Deal
Negotiating customized job descriptions is
somewhat different that typical sales.
Traditional sales techniques call for “closing
the deal” at the end of every sales session.
CE requires the development of a relationship
and of an understanding between developer
and employer.
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Closing the Deal (cont.)
It is recommended that developers not try to
close in the initial, or possibly even after the
second, meeting with employers.
The “close” is appropriate and necessary when
it is felt that the employer has enough
information to make a positive decision about
a customized job.
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Comments & Questions
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Contact Information
Michael Callahan
Marc Gold & Associates
Email: [email protected]
4101 Gautier-Vancleave Rd. Ste. 102
Gautier, MS 39553
(228) 497-6999
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
THANK YOU!
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
TACE Center: Region IV
Toll-free: (866) 518-7750 [voice/tty]
Fax: (404) 541-9002
Web: TACEsoutheast.org
My TACE Portal: TACEsoutheast.org/myportal
Email: [email protected]
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Education Credit: CRCC & CEU
DEADLINE: Tuesday, January 19, 2010
CRCC Credit (1.5)**
1.
2.
3.
Login to MyTACE Portal.
Score 80% or better on Post Test within three attempts.
Submit online CRCC Request Form.
**For CRCC credit, you must reside in the 8 U.S. Southeast states served by
the TACE Region IV [AL, FL, GA, KY, MS, NC, SC, TN]. If beyond TACE
Region IV, you may apply for CEU credit.
CEU Credit (0.2)
1.
2.
Sign Participant List and complete CEU Form (on day of webinar from
Site Coordinator, or after webinar login to MyTACE Portal.
Submit Participant List and CEU form to TACE: Region IV
by Fax (404) 541-9002.
MyTACE Portal: TACEsoutheast.org/myportal
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Disclaimer
This presentation was developed by the
TACE Center: Region IV ©2010 with funds from the
U.S. Department of Education, Rehabilitation
Services Administration (RSA) under the priority of
Technical Assistance and Continuing Education
Projects (TACE) – Grant #H264A080021. However,
the contents of this presentation do not necessarily
represent the policy of the RSA and you should not
assume endorsement by the Federal Government
[34 CFR 75.620 (b)].
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved
Copyright Information
This work is the property of the
Marc Gold & Associates
Permission is granted for this material to be
shared for non-commercial, educational
purposes, provided that this copyright
statement appears on the reproduced
materials and notice is given that the copying is
by permission of the authors. To disseminate
otherwise or to republish requires written
permission from the authors.
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TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021.
© 2010 Marc Gold & Associates All Rights Reserved