Transcript Building Eployer Networks

Building Employer
Networks
Rob Hoffman
Employment Analytics
Cheryl Green
Southeast TACE Region IV
December 16, 2011
Why Focus on Employer
Development Over Traditional
Job Development?
Rob Hoffman
Employment Analytics
3
Hidden Job Market
Over 80% 90% of the jobs are
in the “Hidden Job Market”
Cornell
University
Hidden Job Market:
Jobs that are not advertised
and come through referrals,
networks and trusted sources
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
4
Definitions
• Job Development- Typically means supporting a job
seeker to gain employment. The primary customer is the
job seeker and the employer is a more passive
participant in the process (typical activities might include,
cold calls, applications, resumes, want ads, drive by’s)
• Employer Development- The employer is the primary
customer where we work to create fundamental changes
in the way they think and act about recruiting and hiring
people with disabilities
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
5
Traditional Job Development vs.
Employers Preferences
Referrals
Proof
Traditional Job
Development
Trusted
Sources/Agencies
How employers
prefer to fill
positions
Advertising
Resumes
TACE Center: Region IV, a project of the Burton BlattAdapted
Institute. from
Funded by RSA Grant # H264A080021. ©
What Color is Your ParachuteRichard Bolles
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Employer Development is about
Marketing and Networking
• "Marketing is the ongoing process of moving
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people closer to making a decision to
purchase, use, follow, or refer, services or
values. Simply, if it doesn't facilitate the
development of a relationship or partnership
then it's not marketing.“
Note: we are not in the business of “sales”
but more about long term relationships!
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
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Marketing & Employer
Development
 Positioning
 What they think of you and what you would like them to
think
 Prospecting
 Who we know and who we don’t
 Preparation & Promotion
 Our Message and Features & Benefits
 Presentation
 Making Contact
 Proposals
 Creative solutions to meet identified needs
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
8
Preparation & Promotion
 Before we can truly position and present

ourselves we need to know what we offer and
why our customers would benefit—
”what’s in it for me?”
We do this by defining these things:
 Features and Benefits
 Unique Perceived Benefits
 Unique Selling Proposition
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
9
Features, Benefits and USP
Features-services we offer
Benefits-addresses “what’s in it for me?”
Unique Selling Proposition (USP) –the
reason that one product or service is
different from and better than that of the
competition
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
10
How a USP can make a
difference
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
11
Preparation and Promotion
Before we define services and our message, we need
to use Business Language!
• Job Development – Recruitment Assistance
• Job Coaching – Retention Support
• Follow-along – Post Hire Services/Support
• Assessment – Short term internship
• Clients – job seeker, applicants, talent pool
• Supported Employment – just “Employment”
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
12
Features & Benefits
Example:
• Feature: Recruitment Assistance
(we usually call it job development)
• Benefits:
 We provide you assistance finding quality applicants
 Reduce costs for recruiting and advertising
 Our employment agency takes the time to learn about
your company to understand your hiring needs and
qualifications to help make the best possible job
matches
 Ultimately, knowing your needs and expectations
paired with our extensive knowledge about our
candidates helps take most of the guess work out of
hiring. (USP)
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
13
Making Contact
How We Present Ourselves
Introductions, Networking, Conversations
Initial Contact: Introductions (formal/casual)
• Ask for time, not jobs
• Find out what they want and need
• Networking
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
14
Initial Contact - My Introduction
This….
• Hello, my name is Joe and I work for Happy Hearts Jobs. We are
a supported employment provider and help people with
disabilities gain meaningful and productive employment in the
community. Do you have any openings?
Or This….
• Hello, my name is Joe and I work for Employment Solutions. We
are an employment agency that provides area businesses with
recruitment assistance and retention support. Much of our
success comes from learning about our customers hiring needs
and expectations. I would love to get 20 or 30 minutes of your
time to learn more about your business…would you have some
time next week to meet?
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
15
A Few Notes on Networking
• Networking is not a sales call…it’s about meeting
potential contacts
• In order to network with employers, you have to be
where they are (business groups/activities, etc.)
• It’s not an 8-5 effort
• Networking opportunities can happen anywhere anytime
• Networking is a two-way street
• Know your “stuff”, ask good questions, be interested and
get involved
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
16
Making Contact
Informational Interviews
• The best way to learn about a business
• Allows us to gain valuable insight into the business
(positions, hiring process, expectations, etc.)
• Have a list of good, open-ended questions
• Listen more than you talk
• Take notes and listen for key things, i.e. needs,
expectations and opportunities
• Store all information, knowledge and “intelligence” about
your customers
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
17
Our New Mantra…
In Search of Opportunities…Not
Openings!!!
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
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How are you storing critical knowledge,
information and “intelligence”?
• File cabinet, spreadsheet, your head?
• It is critical we store all of this information to facilitate
career exploration and quality job matches!
• A new service and a bit of shameless self promotion…
 Web-based contact, knowledge & customer relations
system
 Developed specifically for our field
 Expedites career exploration, job matches and
enhances relationships with employers
 www.edpsite.com
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
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Employer List Home Screen
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
20
Worksite Analysis Screen
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
21
Job Analysis Screen
TACE Center: Region IV, a project of the Burton Blatt Institute.
©2011-Employment Analytics All Rights
Funded by RSA Grant # H264A080021. ©
Reserved
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Strategies to Implement
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Spend time on your features and benefits
Make sure any leave behinds, websites, etc. reflect
these and business language
Treat employers as the primary customer that they are
Invest time getting to know the employer
Think quality over quantity…it will lead to increasing
both.
To do an online demo of EDP just email me or visit
www.edpsite.com
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
23
For More Information and/or Training
Please Contact :
ROB HOFFMAN
EMPLOYMENT ANALYTICS
Email: [email protected]
Website: www.employmentanalytics.com
Employer Portfolios: www.edpsite.com
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
Building Social Capital
Through Networking & Employer
Advisory Committees
Cheryl Green
Southeast TACE Region IV
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What is Social Capital and Why
is it Important?
Social capital: social networks and the trust and
reciprocity that flourish through these networks
• Social capital focuses on social networks that exist
between us
• Social networks work both for those in the network
and for the individuals represented by those
networks
• Social networks’ successes are built on:
 The characteristics of the network
 The strength of ties within the network
 The extent to which the network fosters trust and
reciprocity
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
26
Trust
The Key to Building Social Capital
Trust is the measurement of trust worthiness of
community members. Communities with more
social connections are more likely to have
individuals behaving in a more trustworthy
manner since the reputation of the
untrustworthy member travels fast in connected
communities.
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
27
Reciprocity Makes the World
Go Around
• Reciprocity is doing for others without any
expectation of pay
• In spite of not having a specific even trade there is a
probability that the giver will have an intrinsic reward
• To build reciprocity there must be mutual trust that
neither party will take advantage of the other
• Trust is broken if the favors are only one sided or if
one party thinks that it has been taken advantage of
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
28
The Building Blocks of Trust &
Reciprocity
• Repeat exposure to others tends to build
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confidence that others can be trusted
The parties are honest in their
communications
The parties follow through on the
commitments they make*
*From the Social capital Building Tool Kit:
Sander and Lowery Harvard University
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
29
One Kind of Social Network: An
Employer Advisory Committee
• Advisory Committees made up primarily of
employers can be very helpful in both the public &
private sector to foster employment for individuals
with disabilities
• Employer Advisory Committees can work with
Vocational Rehabilitation, County or State funders,
and individual employment support agencies
• Employer Advisory Committees can be useful in
competitive, supported and customized employment
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
What Can an Employment Advisory
Committee Do to Foster Employment
for Individuals with Disabilities?
• Individual employers can tell their stories of employment
of individuals with disabilities to either other employers
on the Employer Advisory Committee and answer
questions about the employment process
• Employers can help shape services and supports by
critiquing what exists and suggesting new ways to meet
the needs of employers and their employees with
disabilities
• Employers can be powerful marketers for employment of
individuals with disabilities and can influence members
who have not yet hired both within the Committee or in
the lager community
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
30
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What Employers Can Do
• Employers can keep you aware of business trends so
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that you can customize to meet the employers needs
Educated employers can be advocates for the
employment of individuals with disabilities
Employers can be an advocate for an individual with
disabilities by suggestions on how to best use their skills
and by connecting the individual to other employers or
by finding employment in their own company
They can advocate inside of their own company
They can be connectors to other businesses and
business people
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
32
What is their Self-Interest?
Why Would Employers Want to Be On Your Advisory
Board?
• People have fun when they socialize
• Offers professionals training and skill building opportunities.
• People like to widen their own network with other decision makers
• People want to have an impact on a social problem or issue
• There is a benefit to them if this works (and a problem to them if it
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doesn’t)
They want to do good in the community
Provides professionals with an opportunity for personal growth and
leadership development
Positive publicity for their company
They feel good when they help others
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
33
Who Should Be on Your Committee?
• Decision makers who have the time, willingness and
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motivation to be a good board member
Employers with a wide range of contacts
Employers who have hired people with disabilities and have
good stories to tell
Employers who have never hired a person with a known
disability
People who have clout within their own business sector
Chamber of Commerce, Rotary or church officers
Big company employers, small company employers, business
owners
An employer with an individual with disabilities in the family
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
34
How to Ask
• Use your network and find someone at the employers
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own level to assist in the asking
Ask your agency Committee members to assist
Make sure that the expectations, purpose and timelines
are written out for the employers
Ask that they send in an application (attached to the
request letter), so that you know that they want to be on
the Committee
Make sure that everything is clear to them
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
35
Your Responsibilities
• Recruit members and write the conditions of the Committee
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positions
Make sure that each prospective member knows the mission and
the responsibilities of the job
Staff each meeting, give meeting notices, have an agenda and
make sure that minutes are taken and returned to the Committee
Plan one on ones, with members, small meetings and large group
meetings
Be a liaison for the media
Plan celebrations, recognitions, and social events
Help set up tours and meetings with other employers for
marketing purposes
Keep track of the outcomes and make sure that the meetings
start with a highlight of successful employment of individuals with
disabilities
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
36
Your Responsibilities cont.
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Ensure that the Committee is educated and informed
Recruit people with disabilities to speak in front of the Board
Supply support for individuals at meetings as needed
Prepare training materials, write reports, and supply any rough
drafts of issues to be worked on
• Keep developing contacts and grow the number of employers
that are knowledgeable and willing to support the agenda
• Keep members aware of what they may have missed
• Keep in touch with each member
• Build leadership for members by asking them to lead a meeting
at their place of business
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
37
Understanding Business Needs
• Understand the primary concerns of the businesses of
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your Committee members
Have a time for members to connect to each other
Know the problems that THEY want solved
Understand unmet business needs
Be aware of where the solutions that you provide overlap
with their needs
Build relationships
Recognize and reward Committee
members for successes
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
38
Care and Feeding of Your Advisory
Committee
• Define the problem or idea to be addressed and make sure
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everyone is clear on the topic being explored
Keep members informed with information and experiences that
expands their knowledge and commitment
Be honest and tell each perspective member what his/her choices
and responsibilities will be
Have clear timelines and clear expectations
Be trustworthy and follow up and do everything that you said that
you will
Have a clear schedule for meetings and a means to follow up with
each member
Keep things simple
Feed them! People bond over food
Develop a plan of action: Let them know what they can do
Just learning about disabilities is not enough
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
39
Information That Builds Commitment
• Description of how people with disabilities have been treated
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historically
Short history of the employment movement and what it means
to a person with a disability and family members
A (simple) description of the services and supports that exist
and how they work
An overview of disability issues
Access to contacts
An overview of disability
Some laws and regulations
Universal design and learning
An overview of teaching and training
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
40
Key Activities of the Advisory
Committee
• Brainstorming of issues and problems
• Hearing the stories of individuals with disabilities and
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assisting them to best use their skills and connecting
them to jobs
Learning about supports, services, and policies and
offering better ways of doing things
Offering to have an environmental analysis of their
company to look for jobs that are not being done or jobs
that are slowing down the process
Suggesting topics for meetings
Bring up issues and concerns of their business
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
41
What Employers Can Do
• Employers who have already hired individuals with
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disabilities can give tours to other employers
Market employment of people with disabilities to other
Committee members
Market to other employers in their network
Market inside their own company for expanded
employment opportunities
Host and lead a Board meeting
Talk to the media about employment of people with
disabilities
Hire a person with a disability
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
42
Keep the Main Thing, the Main
Thing
• Although you can use resources that employers offer,
like using their Board rooms and having them do tours,
trainings and marketing, don’t mix fund raising with
your main goal.
• Don’t be territorial, employers may want to utilize another
way of hiring individuals with disabilities
• The purpose is to increase the employment
opportunities for people with disabilities
• Help employers to fulfill that goal
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
43
Comments & Questions
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
44
Contact Us
Rob Hoffman
Employment Aanlytics
Email: [email protected]
Cheryl Green
Southeast Technical Assistance and Continuing Education
Marc Gold & Associates
Email: [email protected]
Abby Cooper
Kennedy Douglas Consulting
Email: [email protected]
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
45
THANK YOU!
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
46
Upcoming Webinar:
Job Development Exchange
Employer Networks: An Overview of Various
Types of Employer Networks
(January 11)
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
47
Archived Webinars:
Job Development Exchange
• An Overview of Employment Approaches and Strategies
to Serve all Persons
• Introducing the Online Toolkit for Job Placement and
Employment Professionals
• Distinguishing Employment Relationships: Competitive
and Customized Employment
• Job Development in Rural Areas
• Developing Sales Tools for Customizing Employment:
The Portfolio and Visual resume
• Preparing for Negotiations with Employers
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
48
Education Credits
CRCC Credit - (2.0)
Approved by Commission on Rehabilitation Counselor
Certification (CRCC)
• By Monday December 26, 2011, participants must
score 80% or better on a online Post Test
and submit an online CRCC Request Form via the
MyTACE Portal.
My TACE Portal: TACEsoutheast.org/myportal
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
49
Southeast TACE (Region IV)
Southeast TACE (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]
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©
50
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)].
TACE Center: Region IV, a project of the Burton Blatt Institute.
Funded by RSA Grant # H264A080021. ©