Transcript CLASS - Indiana Institute on Disability and Community at

Business Development
Employment
Services &
Innovations
Training 2
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
Lesson Objectives
 Understand key components of the
business world related to job
development
 Learn critical marketing ideas
 Review customer service principles
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Job Development:
How do you do it?
 Individual Strategies
• Cold Call
• Beg, Place and Pray
• Food, Flour/Flower, Filth
 Group Strategies
• Breakfasts
• Business to Business/Referral
• Networks
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Experience Talks
 How you address job development
 Tools/Assessments you use
 Strategies for contacting potential
employers
 Experiences you had that you weren’t
prepared for
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Effective Partnerships
1)
Trust
2)
Win/Win Nature
3)
Long-Term Relationship
4)
Service Competence
5)
Customer Service Orientation
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Know the Business World
1)
Business knowledge
2)
Employer as individual vs. organization
3)
Know your services & benefits
4)
Recognize multiple sources of business
contacts
5)
Let employers know why you are
contacting them
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Know the Business World, cont.
6) Who makes hiring decisions? Process?
7) Stay in touch
8) Analyze aspects of targeted jobs
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Marketing
 Know what employers want
 Know your package of services
 Study the local business community
 Marketing materials
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Marketing, cont.
 Business cards
 Conduct seminars
 Market services, not disability
 Use past partners as reference
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Marketing, cont.
 Coordinate with other VR people
 Track contacts
 Adapt your style as needed
 ASK FOR SALE
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Customer Service Orientation
 Respond quickly
 Customize your services
 “Coffee Stains”
 “Silk ties”
 Outstanding performance
 Learn from other fields
 Listen (80/20)
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The EmployAlliance Concept
 Job Developer Network
 Present one unified force to business
 Share leads
 Mentor each other
 “Focus Business”
 1 per person
 Business you know well/screener
 2 hours/month
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Focus Business Model
 A business that you would like to know
more about.
 A business you feel may someday
benefit from services you can offer.
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Focus Business Model, cont.
 A partnership between your
organization and the business
 A business for which YOU provide a
service.
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
True or False?
There are nearly
153,000 people with
disabilities in the United
States
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False. There are over
49.7 million—21.3 million
of working age!
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What a Focus Business Is Not
 A business you choose only because
you have a candidate who needs a job,
and “any job will do.”
 A business you must “preach to” about
why they should hire your candidate.
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What a Focus Business Is Not
A business about which you know very
little, or that you choose to assume you
know about, just because you’re familiar
with the “industry.”
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Don’t…
 Get on your soap box and start
preaching about hiring people with
disabilities and how “businesses never
understand.”
 Tell them all the things they do wrong or
should do/not do. FIRST you must learn
before making any recommendations.
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Assumptions About Businesses
 Businesses know their own hiring needs
best
 Many businesses are inexperienced in
hiring people with disabilities
 Stereotypes exist
 Turnover in entry level positions is often
high
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Strategies for Building the
Relationship
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 Put yourself in the shoes of the employer
and attempt to truly understand their
position.
 Learn as much as you can about the
business and their goals & motivations
 Act and dress professionally
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Before the first meeting…
 Do your research about the company
before you meet in person.
 Approach the situation with a long-term
relationship/partnership as a goal. Do
NOT focus on immediate placements,
but rather build a trusting relationship
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Ways to Learn More
 Do your research on the internet
 Go shopping there if appropriate
 Take a tour
 “Interview” relevant staff: hiring
professionals, managers, workers, etc…
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Ways to Learn More, cont.
 Conduct job analyses of target positions
 Provide literature/information about
hiring people with disabilities
 Conduct training(s) to staff
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Mitigating Resistance
 Try to understand the employer’s
reservations and why they may have them.
 Educate the employer about the benefits
of hiring people with disabilities.
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Some Examples
 The business had a bad experience
 They don’t have time to train a person
with a disability
 The candidate won’t fit in with the
culture in that workplace/department.
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Never forget to…
 Be patient
 Act as a consultant to the business
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The Win-Win for Your Focus
Businesses &Your Organization
 Provides one point of contact for
referring job candidates
 One “expert” developer for each focus
business
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Focus Business Activity
 What does the business do?
 Products/Services?
 Company goals?
 Positions they hire for?
 Required skills for those positions?
 What makes a good employee?
 How can WE help?
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