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The Business of Job Development: A Demand-Driven Approach Minnesota Community Corrections Association July 8, 2008. Today’s Presentation The Business Relationship: What You Need to Know. Begin With the End in Mind Relationship Essentials Deliver to the Relationship General Courtesies

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The Business of Job Development:

A Demand-Driven Approach

Minnesota Community Corrections Association

July 8, 2008


Today s presentation the business relationship what you need to know
Today’s PresentationThe Business Relationship: What You Need to Know

  • Begin With the End in Mind

  • Relationship Essentials

  • Deliver to the Relationship

  • General Courtesies

  • Business Basics

  • Customer Relationship Management


About esi
About ESI

Employer Solutions, Inc.

Workforce Intermediary Services


Employer Solutions, Inc.

Business Model

  • Demand-Driven: meet employers’ workforce needs.

  • Increase employment opportunities for

    non-traditional labor force.

  • Assist in the development of demand-driven policy, training and programs.

  • Increase the capacity of public and non-profit service providers to be more effective with business customers.

  • Credible business model: results-oriented / measurable results.

  • Independent non-profit; fee-based income only.


Employer solutions inc working both sides of the employment equation
Employer Solutions, Inc.Working Both Sides of the Employment Equation

  • THE EMPLOYER SIDE

  • Talent Management: enhance productivity while investing in their greatest asset – their employees.

  • Employee Engagement: help companies achieve exceptional results by connecting employees’ personal goals to corporate performance.

  • Organizational Effectiveness: results and satisfied employees through well designed organizational policies and practices.

  • Consulting public and non-profits on becoming demand-driven


E mployer solutions inc working both sides of the employment equation
Employer Solutions, Inc.Working Both Sides Of The Employment Equation

THE EMPLOYEE SIDE

Address skills gaps between business needs and the non-traditional workforce through:

  • Customized Job Training

  • Workforce Development Initiatives

  • Training Non-Traditional Workers

  • Training Public and Non-Profit Service Providers


Employer solutions inc workforce intermediary services
EMPLOYER SOLUTIONS, INC.WORKFORCE INTERMEDIARY SERVICES

  • Bring the workforce development perspective to economic and business development.

  • Bring shared perspectives to elected officials and policy makers to serve the needs of business and increase employment opportunities for non-traditional workers.

  • Consult and train public and non-profit workforce development service providers to become more effective in meeting employers’ hiring needs.


Esi model for corrections
ESI Model For Corrections

Employer Solutions, Inc.

Workforce Intermediary Services


Esi model for corrections1
ESI Model for Corrections

  • Identify regional economic development plans and priorities.

  • Identify community development plans and priorities.

  • Identify business workforce demand.

  • Craft these demand messages.

  • Bring demand messages to corrections.

  • Assist corrections to develop more demand-driven policies, training and programming.


What we know business messages to corrections
What We Know…Business Messages to Corrections:

  • Build business relationships

  • Importance of interviewing and soft skills

  • Marketing/communication

  • Tell success stories

  • Understand us, and operate like a business


What we know corrections messages to business
What We Know…Corrections Messages to Business:

  • Amount and quality of education, training and work experience in facilities.

  • Skill levels and experience of ex-offenders.

  • Collateral sanctions.

  • Job analysis.

  • Legislative pressure.


What else do we need to know
What Else Do We Need To Know?

  • Where are workforce needs the greatest?

  • What are the growing industries, those with entry-level jobs?

  • Occupations, jobs, skills, requirements, attributes of successful performers.

  • What does corrections need to do to produce viable, competitive job candidates?


What do we need to do turn our thinking upside down
What Do We Need To Do?Turn Our Thinking Upside Down!

  • Don’t push supply; Deliver to Demand!

  • Become more effective with business customers by operating more like a business person.

  • Think of the business as the customer.

  • What is the benefit to the business in hiring this person? Bottom Line!

  • Develop business relationships.


The business relationship what you need to know
The Business Relationship:What You Need to Know

  • What do you want to accomplish?

  • How will you know if you’ve succeeded?

  • For yourself.

  • For employers.

  • For defendants/offenders.


The business relationship what you need to know1
The Business Relationship: What You Need to Know

  • Begin With the End in Mind

  • Relationship Essentials

  • Deliver to the Relationship

  • General Courtesies

  • Business Basics

  • Customer Relationship Management


The Business Relationship:

Begin with the End in Mind

  • Employer Customer Satisfaction:

    • Promise what you can deliver, deliver what you promise.

    • They must feel their needs were understood and addressed.

    • You are a valued resource.

    • Seamless services/combined resources/project management.

  • On-Going Relationship:

    • Repeat business.

    • Referrals.

    • You are their “go-to” person.

  • Long-Term Employment for Your Client (Job Retention).

  • Your Personal and Professional Satisfaction.


Business Relationship Essentials

  • Believe in yourself & your value to business.

  • You are the product, the solution.

  • The relationship meets the needs.

  • Be responsive and follow through.

  • Act with honesty, integrity, and authenticity.

  • Commit to producing results for the business.

  • Deliver to the relationship.

  • Become their ‘go-to’ person.


Business Relationship Essentials

  • Build trust.

  • It’s not that they are ‘felon-friendly,’ it’s that they have had good experiences! It’s that they trust someone!

  • Earn and maintain their trust.

  • Send only job ready, qualified, good candidates.

  • It’s not job placement. It’s meeting a business need and developing a business relationship.

  • Do it right the first time; avoid ‘the wince’!


Business Relationship Essentials

  • IT’S ALL ABOUT PEOPLE

  • PEOPLE ARE ABOUT RELATIONSHIPS

  • RELATIONSHIPS ARE ABOUT COMMUNICATION

  • COMMUNICATION IS ABOUT TRUST


Deliver to the Relationship

  • Listen more than you talk.

  • Focus on deliverables and results.

  • Never over-promise and under-deliver.

  • Remember, it’s not job placement. It’s meeting a business need and delivering to a business relationship.

  • Admit mistakes, make it right.

  • Be proactive, check in, avoid undetected dissatisfaction.


Deliver to the relationship
Deliver to the Relationship

  • Ask how you’re doing.

  • Ask if deliverables are bringing value.

  • Follow through – Always. Every time.

  • Deliver to the relationship, the rest is just doing it, and making it work.


The Business Relationship:

General Courtesies

  • Know the employer’s needs.

  • Know your offerings and value proposition.

  • Know what you want to accomplish.

  • Match your style to the business - their language.

  • Always know what you want.

  • Be certain you are speaking to the right person.


The business relationship general courtesies
The Business Relationship: General Courtesies

  • Know how much time you need, ask for it, do not exceed it.

  • Make yourself available at their convenience.

  • Listen more then you talk.

  • Ask questions - Say “thank you.”

  • Respect their position – listen, learn, respond.


Business basics
Business Basics

  • Preparation

  • Message

  • Initial Meeting

  • Project Management

  • Customer Relationship Management


Business basics preparation research the company

Their sales collateral

Web site

Annual reports

Media coverage

D & B

Journals

Google

Peers, partners, specialists

Call and ask

Business Basics: PreparationResearch The Company


Business basics preparation research the company1

Lines of business

Products and services

History

Organizational structure

Key players

Number of employees

Current/future workforce needs

Market, customers

Competition

Industry trends

Business Basics: PreparationResearch The Company


Business Basics: Message

  • Speak to WIIFM, value to the business.

  • Differentiation - Value of doing business with you.

  • Basics on offerings – How you can meet their needs.

  • State it simply; be brief.

  • Business terms, avoid jargon – Use their language!

  • Versions for voicemail, phone contact, and initial meeting.


Business Basics: Initial Meeting

  • Remember!

    • Begin with the end in mind

    • Relationship essentials

    • Deliver to the relationship

    • General courtesies

    • Business basics

  • Know, and show you know.

  • Know what you don’t know.

  • Basic outline–Listen and follow their lead.


Business Basics: Project Management

(The project is the relationship)

  • Clarity

  • Delivery

  • Oversight

  • Measurement/Reporting


Business basics project management clarity

Take notes.

Recap agreements during negotiations.

Define the project clearly.

Purpose

Interventions

Accountabilities

Timeline

Result measures

Reporting

Assign tasks clearly.

Up-front agreements

Clear requirements

Clear accountabilities

Clear measures

Business Basics: Project ManagementClarity


Business Basics: Project Management Delivery

  • What?

  • How?

  • Who?

  • When?

  • Measurement?

  • Reporting?


Business Basics: Project Management

Oversight

  • On-going contact with employer.

  • On-going contact with vendors.

  • Never assume; ask.

  • Be proactive, stay ahead of timelines.

  • Mid-course corrections. Make them!

  • Coordinate, orchestrate, communicate.


Business Basics: Project Management

Measurement/Reporting

  • Gather data on an on-going basis.

  • Use as a tool to stay on track.

  • Use as a tool to identify problems.

  • Use as a communication tool.

  • Don’t wait until the end!

  • Report on time.


Customer Relationship Management

IT’S ALL ABOUT PEOPLE.

PEOPLE ARE ABOUT RELATIONSHIPS.

RELATIONSHIPS ARE ABOUT COMMUNICATION.

COMMUNICATAION IS ABOUT TRUST.

  • Deliver

  • Live the relationship

  • Honesty, integrity, authenticity

  • Admit mistakes

  • Ask if you are delivering value

  • Regular check-in

  • Other light touches

  • Communication


Next steps take action
Next Steps: Take Action!

  • Do your homework; Identify demand.

  • Decide where to target your efforts.

  • Low hanging fruit vs. ripening fruit.

  • Develop demand-driven methods.

  • Practice.

  • Make new business relationships.

  • Collaborate and Advocate.

  • Keep it alive. Talk about it!



Contact information
Contact Information

Janet Ludden, CEO

Employer Solutions, Inc.

(651) 917-4204

[email protected]


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