CLASS - Indiana Institute on Disability and Community at
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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
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
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
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
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
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
Effective Partnerships
1)
Trust
2)
Win/Win Nature
3)
Long-Term Relationship
4)
Service Competence
5)
Customer Service Orientation
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
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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Indiana Vocational Rehabilitation Services
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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Indiana Vocational Rehabilitation Services
Marketing
Know what employers want
Know your package of services
Study the local business community
Marketing materials
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
Marketing, cont.
Business cards
Conduct seminars
Market services, not disability
Use past partners as reference
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Indiana Vocational Rehabilitation Services
Marketing, cont.
Coordinate with other VR people
Track contacts
Adapt your style as needed
ASK FOR SALE
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
Customer Service Orientation
Respond quickly
Customize your services
“Coffee Stains”
“Silk ties”
Outstanding performance
Learn from other fields
Listen (80/20)
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
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
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
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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Indiana Vocational Rehabilitation Services
False. There are over
49.7 million—21.3 million
of working age!
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Indiana Vocational Rehabilitation Services
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.
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
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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Indiana Vocational Rehabilitation Services
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.
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
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
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
Strategies for Building the
Relationship
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
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
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
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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Indiana Vocational Rehabilitation Services
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…
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
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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Indiana Vocational Rehabilitation Services
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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Indiana Vocational Rehabilitation Services
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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Indiana Vocational Rehabilitation Services
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
Employment Services & Innovations
Indiana Vocational Rehabilitation Services
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?
Employment Services & Innovations
Indiana Vocational Rehabilitation Services