Solutions based business services working together as one unit to meet business needs
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Solutions Based Business Services— Working Together as One Unit to Meet Business Needs. ,. Introductory Activity. Find a partner Determine what is the top complaint of businesses about how we approach them when approached by workforce development business representatives Report out.

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Solutions Based Business Services— Working Together as One Unit to Meet Business Needs

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Solutions based business services working together as one unit to meet business needs

Solutions Based Business Services—Working Together as One Unit to Meet Business Needs

,


Introductory activity

Introductory Activity

  • Find a partner

  • Determine what is the top complaint of businesses about how we approach them when approached by workforce development business representatives

  • Report out

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


What makes a bad workforce development sales experience

What Makes a Bad Workforce DevelopmentSales Experience?

  • They don’t understand my business, but they expect me to know theirs!

  • I’m not hiring now—what else can they offer me?

  • Multiple agencies coming on different days for the same reason—Don’t they talk to each other?

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


What makes a great workforce development sales experience

What Makes A Great Workforce DevelopmentSales Experience?

  • I don’t have to know what they offer—just tell them my needs and they help me!

  • They give me products and services even when I am not hiring!

  • My contact represents all of the agencies!

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Points we will cover

Characteristics of Premier Business Services

Changing Role of Agency/System Staff With Business Sector

Discovering Business Services/Products

Recruitment Methods

Steps to Become a Solutions Manager

Establish Relationship

ID Issues Businesses Face

ID Solutions We Offer

Change solutions to Benefits

System Self-Assessment

Personal Contract

Points We Will Cover

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Characteristics of successful business relationships

Characteristics of Successful Business Relationships

Employers Want Business Reps Who:

  • Educate

  • Are Knowledgeable

  • Are Knowledgeable About Business Needs

  • Understand Job Requirements

  • Get to Know the Company

  • Have Tested and Know Applicant’s Abilities

  • Show up Quickly When Needed

  • Make Frequent Contact/Follow-up

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Business customers expect

Business Customers Expect…

  • Speed

  • Efficiency

  • Acceptable Costs

  • Convenience

  • Choice

  • Quick Problem Solving

  • Flexibility

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Buyers require

Clear Choice-

“Why are you different?”

Concise Benefit

“How is this going to solve my problems as an employer?”

Convenience of Purchase and Use

“Is the service easy to get? Do I have to become an expert?”

Support

“Will I get service after the sale?”

Buyers Require:

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


What are premier business services

What Are Premier Business Services?

  • Products and services beyond job matching and referrals

  • Solutions management approach practiced collaboratively by all partner agencies

  • One contact person from the entire system per business

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


What s standing in our system s way of premier business services

What’s Standing In Our System’s Way of Premier Business Services?

  • Limited understanding of business needs

  • History/current practice of “social work” and “sales approaches”

  • Siloed approaches by partners--even when they come together to the business

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Discovering expanded business services products

Discovering Expanded Business Services/Products

  • With your assigned group, list products and services that the workforce systemcan deliver to businesses

  • The group with the largest number of varied services/ products will win a prize!

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


History and changing role of job developer

History and Changing Role of Job Developer

Solution

Manager

Social

Worker

Sales

Representative

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Changing role of job developer

Changing Role of Job Developer

Sell Programs/

Services/Funding

Sources

Solve

Problems

Sell “Warm

And Fuzzies”

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Selling warm and fuzzies to businesses

Selling “Warm and Fuzzies” to Businesses

  • Appeal to their sense of

    • Altruism

    • Civic duty

    • Guilt

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Selling warm and fuzzies common mistakes

Help Wanted:

Company looking for individual with psychiatric disability with extensive history of hospitalization. Delusional behavior okay. Supportive co-workers, Call for application

Help Wanted:

Company looking for economically disadvantaged individual who has no work history nor work skills and has transportation and child care problems. Apply in person.

Selling “Warm and Fuzzies” Common Mistakes

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Selling programs services funding sources

Selling Programs/Services/Funding Sources

  • In-school Youth Program/Single Fathers Program/ TAA

  • TJTC/WOTC/OJT/ Work Experience/ Co-Op/CWEP/ Internships

  • DWD/WIA/Voc Rehab/CDBG

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Why is selling

Why Is Selling…

  • “Warm and Fuzzies”

  • Services/Programs/Funding Sources

    NOT ENOUGH??????

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Recruiting methods employer

Recruiting Methods – Employer %

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Recruiting methods

Informal

Internal Market

Networking

Direct Application

Formal

Public Employment Service

Newspaper Ads

Private Agencies

Recruiting Methods

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Which do employers prefer

Which Do Employers Prefer?

  • Informal?

  • Formal?

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Why prefer informal methods to fill high skill positions

To control applicant numbers

> size and variety of pool, >costs

To confirm applicant’s skills, motivation and character

3rd party assurance

Increased “screening” to “filter” applicants

Why Prefer Informal Methods To Fill High Skill Positions

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


This requires us to be

This Requires Us To Be…

PROBLEM

SOLVERS /

SOLUTIONS

MANAGERS

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


How to become a solutions manager

How to Become a Solutions Manager

  • Establish relationship with business

  • Help them identify problems they face

  • ID solutions we offer to each problem

  • Sell benefits to the solutions

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Step 1 establish relationship with business

Step 1. Establish Relationship With Business

  • Develop Rapport

  • Learn Company Culture

  • Establish Trust

  • Maintain Trust

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Establish relationships rapport

Occur

over time

due to perceived competence

due to presence

Require and foster shared interests

Gradually eliminate labels

Promote shared secrets or inside information

Provide self esteem

Overcome

anxiety

negative aspects

services

Serve mutual needs

Establish Relationships - Rapport

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Establish relationship learn company culture

Establish Relationship - Learn Company Culture

  • Spend time there

  • Learn hierarchy

  • Literature

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Establish relationship how to establish trust

Establish Relationship - How to Establish Trust

  • Under promise and over deliver

  • Make self available

  • Not, “What can you do for me?”

    But, “What can I do for you?”

  • Talk up previous successes

  • Be organized

  • Socialize

  • LISTEN

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Establish relationship how to maintain trust

Establish Relationship - How To Maintain Trust

  • Make self available

  • Be there: Follow up

  • Offer alternatives

  • Do joint problem solving

  • Mutual commitment

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Step 2 help them identify problems issues they face

Step 2. Help Them Identify Problems/Issues They Face

  • Ask initial open-ended questions

  • Formulate open-ended follow-up/ probing questions

  • Listen

  • Summarize/ rephrase

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Initial open ended questions to identify issues

Initial Open-Ended Questions To Identify Issues

What issues do you face in

  • Recruiting?

  • Interviewing?

  • Hiring?

  • Retention?

  • Promotions?

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Identifying business issues activity

Identifying Business Issues Activity

  • With members of your group, identify the issues/problems businesses face for your assigned topic

    • Recruitment

    • Interviewing

    • Hiring

    • Retention

    • Promotions

  • Report out

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Step 3 id solutions we offer questions to help create solutions

Step 3. ID Solutions We Offer--Questions to Help Create Solutions

  • Which of these issues/ problems can the One Stop solve?

  • Which One Stop services and products will solve each issue?

  • How can I promote these solutions to the employer?

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Practicing finding solutions

Practicing Finding Solutions

  • With members of your group, identify the solutions for each of the problems you identified earlier for your assigned topic

    • Recruitment

    • Interviewing

    • Hiring

    • Retention

    • Promotion

  • Report out

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Step 4 sell the benefits not the solutions

Solution

The product or service they will receive and its

Requirements/standard

Features

Funding source

Benefit

How receiving the product or service will help them

The outcome(s) of receiving the product or service

Step 4. Sell the Benefits—Not the Solutions

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Changing solutions to benefits

Changing Solutions to Benefits

  • Using the solutions to your assigned business issues, identify the benefit for each solution

  • Report out

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Collaborative integrated approach

Collaborative, Integrated Approach

  • Commitment from Partners

  • Business Accounts

  • Share information at least monthly

  • Common database for employer information

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Solutions based business services working together as one unit to meet business needs

Change is not

whatyou know,

it’s

what you do

with what you know!

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


System self assessment activity

System Self Assessment Activity

  • When you get back to your office, review the System Self Assessment Sheet with your partners

  • Mark “yes” for any item that your local system has addressed

  • Mark “No” for those items that your local system needs to address

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Personal contract activity

Personal Contract Activity

  • Complete the Personal Contract for Becoming a Solutions Manager

  • Share verbally with a witness

  • Have the witness sign your form

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


What i wanted to learn

What I Wanted to Learn….

Questions?

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


Solutions based business services working together as one unit to meet business needs

THE MAN WHO

REMOVES A MOUNTAIN

BEGINS BY

CARRYING AWAY

SMALL STONES.

-A Chinese Proverb

Accelerating Higher Achievements Consulting

134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]


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