Transcript CLASS - Indiana Institute on Disability and Community at

Indiana Corporate Development
Webinar Series 2: Single Point
of Contact
Training 4
Single Point of Contact
• Key Contact for Businesses
– Understands business goals
– Understands operations
– Understands key personnel
• Flow Through Point
– Communicates job openings
– May pre-screen applicants
– Always networking
10 Principles of Corporate
Development
• Do not devalue the services that can be offered
by the CDU & the Bureau of Vocational
Rehabilitation to business
• Respect each specific Corporate Culture
• Take time to learn about the operational aspects
of the company
• Build trust – don’t expect to have a trusting
relationship after the first meeting
• Do a lot of listening
10 Principles (cont.)
• Bring good counseling skills to the table – reflecting,
encouraging, observing
• Do not overpromise – lean towards under promising and
over delivering
• Step up our game with business people – always follow
up and follow through
• Be creative and use your diverse skill set as rehab
counselors to customize ideas
• Provide specific examples of how disability outreaches
impact other companies (i.e. Walgreens, Project
SEARCH).
Think Beyond the Label
• National Marketing campaign that is sponsored through
the Medicaid Infrastructure Grant (MIG)
• Website http://www.thinkbeyondthelabel.com
• Think Beyond the Label is committed to making the
business case for employing people with disabilities.
– Through a partnership of health and human service and
employment agencies TBTL is committed to building a
uniform national approach that connects businesses to
qualified candidates with disabilities.
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Our goal is simple: to raise awareness that hiring people
with disabilities makes good business sense.
– Employees with disabilities have unique, competitively
relevant knowledge and perspectives about work processes,
bringing different perspectives to meeting work requirements
and goals successfully.
Think Beyond The Label
• Tri-fold brochures now available
to all providers
– Great for use when building
relationships with business
– Email: [email protected]
• Indiana campaign is continuing
through June 24th
– will run again in the fall to
coordinate with national
marketing efforts
• Corporate development will be
working with providers on leads
that develop from the Think
Beyond the Label campaign
When participating in TBTL fulfillment
strategy, what is needed from my
organization?
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Timeliness
Adherence to single point of contact agreement
Adherence to Dual Customer Approach
Adherence to best practices/Code of Conduct
Understanding and use of Business lingo
Adherence to coordination efforts with other
providers
– Ability to meet/surpass quality indicators
– Ability to train businesses on disability awareness
ADA, TTW, etc; or able to help businesses access
training
– Tracking and reporting back to CJD
Vocational Rehabilitation Corporate Job Development and Provider Coalitions Flow Chart
CJD = Corporate Job Development
SPOC = Single Point of Contact
TBtL = Think Beyond The Label
DOL= Dept. of Labor
Business contacts CJD through
TBtL
CJD SPOC will contact
interested business
within 1 business day
CJD SPOC will contact
coalition to pass on
information
CJD contacts business
through DOL
CJD will document
needs/wants/
expectations of
business: pass on
to coalition SPOC
CJD SPOC will
follow-up with
DOL on business
participation
Coalition decides within
1 business day who will
contact business
SPOC for coalition will contact
business within 2 business days
from receiving lead
When business is
ready to interview,
coalition SPOC
will pass on job
lead within 2
business days.
Providers must go
through SPOC
Job offers made:
business decides
who is job coach.
Process continues
as normal RBF
placement
CJD tracks
satisfaction of
businesses
CJD will document
needs/wants/
expectations of
business; pass on
to coalition SPOC
CJD documents
all pros and cons
Consequences when
business reports
dissatisfaction
SPOC will
document needs/
wants/expectaions
of business and
pass on that
contact was made
to CJD
SPOC tracks on
spreadsheet
information
needed/wanted
from CJD. Passes
on weekly
Document
Milestones as
normal Document
to CJD updated
spreadsheet for
placements
What does the business need?
• A Single Point of Contact
• A Contact that is knowledgeable about the business
before contact is made
– Learn the Corporate Culture
– Understand the businesses’ desired outcomes
• Don’t want to be “cold called”
• Qualified candidates for open positions.
• Approach from a business standpoint, not from a social
service perspective.
– Understand how hiring will benefit the business, not just the
consumer
– Speak in business language, not social service rhetoric
What does the business need?
• Provide business with accurate assessment skills of the
consumer
• Be honest about the consumer and skills
– Don’t send just anybody send the right body.
• Match the consumer with the job
• Don’t tell the employer what to do
– Meet the needs of the employer-business doesn’t stop on
holidays
– Don’t expect employer to conform to your needs
– Be prepared to provide solutions to issues-don’t expect the
employer to provide them
• Have an accurate, neat resume for each consumer
• Learn the business’ hiring parameters
– Are internships or job shadows an option/desirable?
– Is hiring a consumer with a criminal history an option?
Corporate Development: How can it
help my agency ?
• What is Corporate Development (CDU)?
– A unit within VR that focuses on the development of relations
with businesses
– Includes Shirley Olwine, Sharon Porter, and Jean Updike
• Role is to assist businesses in developing their
recruitment, training and support strategies in expanding
the diversity in their workforce as well as a joint
collaboration with coalitions and providers.
• Mission and Scope of CDU
– To create systems to better recruit, train and support
employees with disabilities in the corporate setting.
• CDU Initiatives
– Lowes
– Best Buy
What are the benefits of the
dual customer approach for
providers?
• Ability to leverage partnerships with business based on
existing credibility, trust and deliverability
• Opportunities to create stronger career paths and more
opportunities for consumers with disabilities
• Local & statewide networking to develop more long-term
relationships within the Indiana business community
• A sustainable program where VR delivers quality
services to business with a measure of consistency
across city & county lines
• Sustained, long term VR partnerships with business,
creating “repeat business” opportunities
Schmoozing Your
Partner Business
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Do lunch
Spend time at business
Invite business team to your facility
Ask them to be guest speakers
Go to their meetings
Be a customer & send your friends/family
Spread the word….
Role of Single Point of Contact
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Know business inside & out
Schmooze
Regular follow-up (even during slow times)
Special project support
Key services
Announcing job openings
Pre-screen (if asked)
Satisfaction & growth