Transcript Customized Employment: Engaging and Negotiating with Employers MG&A Engaging Employers from the Applicant’s side of the Equation Marc Gold & Associates 4101 Gautier-Vancleave Rd.

Customized Employment:
Engaging and Negotiating with
Employers
MG&A
Engaging Employers from the
Applicant’s side of the Equation
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102
Gautier, MS 39553
MG&A
Two Distinct Approaches
Labor Market Job Development:
Responding to the needs of employers
with applicants who are “qualified” to
meet those general needs.
Customized Job Development:
Discovering the “strengths, needs and
interests” of applicants and negotiating
a job description that meets both the
applicant’s and employer’s specific.
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
Labor Market Job Development
This approach is primarily employer
focused in that employer needs set the
play. Applicants must successfully
compete against both the essential
responsibilities of the job and the other
applicants who might want that job.
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
Customized Job Development
This approach is primarily focused on the
applicant in that the applicant’s
complexities are considered to be a
barrier to labor market competitiveness.
A proposal is offered to potential
employers that seeks to negotiate a
customized job description that meets
both employer and applicant needs.
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
Individually-Driven Customized Job
MG&A
Development
Applicant of
Concern
Pool of Potential
Applicants
Potential Employers
Job Developer
In Customized Job Development, Job Developers gets to know
one applicant at a time through discovery before meeting with
potential employers in the community.
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
Discovery allows us to determine who the applicant is,
their complexities as well as their potential
MG&A contributions to employers.
Education
Responsibilities
Hobbies
Interest Areas
Discovery
Process
Complexities
Transportation
Challenges
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
Skills
MG&A
Developing a customized plan
A customized plan
identifies the job
seeker’s tasks and
conditions as well
as the interests that
comprise an ideal
job situation.
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
Customized Job Development
A Task List from
the planning
meeting is used to
identify job seeker
contributions.
The Job Developer
then meets with
specific employers in
an effort to negotiate a
customized job
description.
Marc Gold & Associates
From a list of
potential employers
identified during the
Customized Plan.
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
Customized Job Development
Customized Employment is
successful when there is a
negotiated fit between the
applicant’s “strengths,
needs and interests” and
the “specific needs of an
employer”.
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
Using a “Template” Strategy
The Applicant’s skills,
interests and
conditions – their
contributions - for
employment are
presented to the
prospective
employer for
consideration.
The Employer’s needs
provide the basis for
the applicant’s
contributions to be
considered as an
overlay or template.
A customized job
description can then
be negotiated.
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
A cardinal rule of negotiation
Effective customized employment
representation must balance two
distinct perspectives – the job seeker’s
and the employers. Identify and meet
employer needs first, then negotiate job
seeker conditions.
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
Qualifying Employers starts with
Discovery
The first step in engaging employers
starts with getting to know the
applicant. “Who is the person?”
By carefully answering this question, we
have a way to explain to employers the
reason for contacting them. In sales
terms, this is qualifying your contacts.
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
The Role of the Customized
Employment Plan
Engaging employers is enhanced by a
clear plan that results in critically
important outcomes.
The framework of a proposal, the tasks to
be offered for employer consideration,
and the employers to be contacted
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
Tasks:
Customized Contributions
Discovery and planning must result in a
concrete task list. This list provides the
raw materials for the development of a
customized job description, negotiated
with an employer.
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
Skills and Tasks
Skills: Performance activity that the
individual can currently perform.
Tasks: Performance activity that an
individual should be able to learn in a
reasonable timeframe, based on skills
that they currently can do.
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
Conditions:
The job seeker’s negotiables
Conditions refer to the aspects of the
employer’s expectations that need to be
negotiated in order to make the
employment relationship feasible and
successful. These aspects are identified
during the Customized Planning
Meeting.
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
Identifying potential employers
By bringing the identification of potential
employers into the customized
employment plan, we increase the
likelihood that job developers obtain
jobs the applicants want.
It also helps qualify employers and helps
them understand why they were chosen
for contact.
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
Developing a proposal
Customized employment depends on the
development and subsequent
presentation of a proposal to
employers.
There are many different formats for
customized proposals. We are
recommending using a representational
portfolio as the primary tool for
proposals.
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
We match applicant skills
With employer needs.....
The people we represent have unique skills
to contribute to your business.
Our job is to determine whether you have
specific needs which match these skills.
If a match is identified, a job description is
customized to suit both you and the
applicant with a disability.
Customized Employment
The US Department of Labor is
encouraging employers and applicants
to consider negotiating an employment
relationship when current job
descriptions and other expectations
create a barrier.
This concept is known as customized
employment.
Tour and Needs Analysis
Before any agreement is made, we offer a
free needs assessment.
We can either observe your various
business procedures, or we can assist
you to do so, to identify potential needs
within your company.
Customized Employment can target
specific worksite issues:
 Episodic and
targeted duties
 Slower components
of tasks
 Back-ups and
Bottlenecks
 Material/tool supply
 Interruptions/waiting
 Additional assistance
to meet high work
demands
 Unattended
materials/products
 Waste/scrap materials
 Misplaced
materials/goods
 Dusty, broken, dirty
goods/materials
 Unsafe or unsightly
conditions
 Inconvenient location of
materials
Job Analysis: The foundation of success
Once a customized job description has
been negotiated and approved by you,
we spend time in your business looking
at the way you do things, the means
you use to train and support employees
and the people you assign for
supervision.
Benefits to employers and employees
To Employers
 Assistance in identifying
workplace needs that might
be met by applicants
 Identification of support
providers, as necessary, for
customized employees
 Recruitment and matching
of the skills of applicants to
employer needs
 Assistance in customizing
job roles for current
employees who become
disabled
To Employees:
 In-depth discovery of the
applicant’s strengths, needs
and interests
 Customized planning
assistance to target
potential employers and
contributions
 Representation assistance
to negotiate customized
relationships
 Resource identification to
pay for necessary supports
A Recap of Customized Employment...
 Targeting specific unmet needs with an
employee who is matched to the job tasks
 Negotiating of a customized job description
 Analyzing on your company’s culture and needs
 Supporting both you and your new employee, as
needed
 Committing to do things your way with open
communication
Ms. Guthrie is looking for an employer who has
needs in the following areas:
1. Material/product
delivery
2. Envelope stuffing
3. Stapling/stamping
4. Production tasks
5. Packing, unpacking,
labeling
6. Sorting/folding
7. Putting things
up/straightening
8. Material sorting
9. Recycling
10. Assisting/helping
MG&A
Conducting an Employer Needs
Analysis
This process can be conducted in two
ways:
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As a part of individualized job
development, during the tour, one
employer at a time
As a part of informational, “discovery”
interviews with employers, concurrent with
individualized job development
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
Employer Needs Analysis Strategies

Target individuals performing job tasks
to identify possible areas that might
need additional support:
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Episodic duties
Slower components of tasks
Back-ups/Bottlenecks
Material/tool supply
Interruptions
Wasted motions
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
Employer Needs Analysis based on
an Informational Interview

Notice non-task related issues:
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Unattended materials
Waste/scrap materials
Customers waiting
Misplaced materials/goods
Dusty, broken, dirty goods/materials
Missed opportunities
Unsafe or unsightly conditions
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999
MG&A
Employer Needs Analysis based on
an Informational Interview
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Engage employer in a self-analysis of
the workplace. Ask employer to
consider:
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Unmet needs
Extraneous actions by employees
Complaints by employees/customers
Things that need to get done that are not
getting done
Marc Gold & Associates
4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999