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Cultivating Employer Relationships – Part 2. Laura Owens Dedra Hafner Janet Estervig. Homework/To be discussed later in Presentation. Make a list of Industries/Markets you have been successful with Industries/Markets you are struggling with

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cultivating employer relationships part 2

Cultivating Employer Relationships – Part 2

Laura Owens

Dedra Hafner

Janet Estervig

homework to be discussed later in presentation
Homework/To be discussed later in Presentation

Make a list of

Industries/Markets you have been successful with

Industries/Markets you are struggling with

What job development strategies have been successful/unsuccessful?

Check Job Developer’s Handbook for ideas.

3/10/2014

2

discussion
Discussion

Why should businesses hire individuals with disabilities?

What are the potential benefits?

What are you company’s assets?

How does your company’s product/service benefit the employer?

What are your consumer’s assets?

business portfolio
Business Portfolio

Brochure

Fact sheet

Statistics

Testimonials/references

Videos/photos

Business cards

Intro letter/follow-up letter

Other…

activity
Activity

Business cards are one of the most critical tools in job development

Using the information we discussed last time, design you own business card that would pique an employer’s interest to remember you

Create own tag line to add to the card (e.g., “connecting jobs to people and people to jobs”)

marketing mix 4 p s
Marketing Mix – 4 P’s

Product– having what is needed

Price – available at acceptable cost

Placement/Distribution – offering where, when, and how it’s needed

Promotion – making target market aware

slide10

The goal is to make decisions that center the four P’s on the customers in the Target Market to create perceived value and positive response.

3 minute activity
3 minute activity

What are your company’s 4 P’s?

Product/Service:

Price:

Placement/Distribution:

Promotion:

market analysis
Market Analysis

What are the target markets in your area and how do you identify them?

Research: How do you identify industry trends?

Make a list of:

Industries/Markets you have been successful with

Industries/Markets you are struggling with

food industry diversify your workforce
FOOD INDUSTRYDiversify your Workforce

What potential employees can do for you:

Salad bar and food prep

Portioning food

Roll silverware, clear and set tables

Dishwasher and restock supplies

Refill table condiments

Fold pizza boxes

Refill ice machine, make coffee

Clean and replace tray liners

Remove trash, clean outside areas

Server, Cashier, cook

  • How Supported Employment can benefit your business:
  • Partnering with employers in seeking qualified candidates.
  • W.O.R.C., Inc. provides a high level of customer service.
  • We represent a diverse labor pool.

“Pizza Hut hired Craig in 1990 and he works here 5 days per week as one of our longest term employees. We are proud to have Craig on our team.” Manager, Pizza Hut

“Sarah was hired to be our dishwasher and after 3 years, wanted to learn more so we trained her on food prep and she eventually wants to be a line cook. She is a loyal employee for our company. Owner, Country Cafe

target markets
Target Markets

Food and Restaurant

Child Care

Government/Non-profit

Health Care

Hospitality

Technology/Media

Manufacturing

Office

Transportation

Trades

Construction

Electrical

Plumbing

Service

Retail

Financial

Insurance

Other…

activity15
Activity

Develop your list of target job markets within your community with business names under each

Develop a contact list of employers

tracking contacts
Tracking Contacts

How do you keep track of employers?

Tickler file

Software

Microsoft Access or Act!

Binders for areas of the city neighborhoods/zip codes

Calendar to write down when to make a re-contact – follow up is critical!

tracking system
Tracking System

Business Contact Title Tasks Comments

A&W Pat Horvi, Manager Salad Prep Interested call back next week

NML Insurance Jim Keyes CEO Clerical/Mailroom Sent intro letter/call next week

Appletree CU Lisa Greco President Check encoding/ filing interview for internship

Kanagroo Brand John Hadler,Plant Mgr working line Not interested

Pita Bread boxing packaged call back bread in August when students go back to school

discussion18
Discussion

What job development strategies have been successful/unsuccessful?

Why have certain strategies been successful?

Why have certain strategies been unsuccessful?

What will you do differently?

basic prospecting methods
Basic Prospecting Methods

Cold/Warm Calls

Introductory Letters

5-Minute Survey

Networking (which we talked about last time)

call example
Call Example

“My name is Jane Doe and I’m an Employment Consultant with CEO, an organization that connects qualified applicants to employer needs in the Milwaukee area. I know you may not have any job openings right now, but many businesses have used our services to hire successfully. Do you have a minute to talk or have I caught you at a bad time? The reason for my call today is that in order to be successful, I need to better understand the business & industry needs. I’d like to schedule an appointment to talk about the types of employment needs you might have in the next three months. I’ll see you at 1:00 next Thursday the 24th at your office. Thank you so much for your time. See you then.”

ways to cure the common cold call
Ways to Cure the Common “Cold Call”

Put yourself in front of people who can say yes to you, and deliver value

Write an article

Give a speech

Send an e-idea of the week

Hold a free seminar

Network at business functions

top down vs bottom up
Top Down Vs. Bottom Up

Start at the top

introductory letters
Introductory Letters

Introduction

“As part of a growing company, I’m sure you understand the importance of attracting and retaining quality employees…”

“In a competitive business world, every aspect of business is vital to success. One asset will count more than all others combined – your employees…”

Write an introduction

introductory letters24
Introductory Letters

Body

“CEO is a for-profit company that works with local business to identify current and future human resource needs by matching qualified candidates to meet those needs” OR

“CEO is a new member of the XYZ chamber of commerce and would like the opportunity to connect with other members of the chamber…”

Write a body for your letter

introductory letters25
Introductory Letters

Closing

“I would like to meet with you briefly to learn more about your business and describe how our services may benefit your company. I will contact you next week to arrange a meeting.”

P.S. – I look forward to learning more about your company!

Write a closing to your letter

employer meeting27
Employer Meeting

Alleviate fear of the unknown

Set agenda

Lower defenses

Create a comfort zone

Style of dress

Firm handshake

Observation

Use a visual format

Speak in business terms

Creative conversation

Demonstrate your expertise, use examples

Emphasize benefits (turn features into benefits)

Remember, your time is valuable too!

choose your words carefully
Choose your words carefully

Be sure everything you say is tied to what prospect says

Express enthusiasm for the potential in working together

Use “we” only to mean “you and me Ms. Prospect” not “me and all my colleagues and company”

Listen for objections/fear/past experiences or concerns

three dumbest questions
Three “dumbest” questions

Third dumbest

“Have you ever heard of us?”

Second dumbest

“Can you tell me a little bit about your company?”

Dumbest

“What will it take to get your business?”

employer questions
Employer Questions

Employer Specifics

What is your mission statement or the purpose of your organization?

I understand that you do…can you explain it in more detail?

What is the structure of your organization?

How did your business get started?

How many departments are there? What does each do?

How would you describe the atmosphere of your business?

What are the avenues for advancement at your company?

Do you promote from within?

What is your hiring process?

What do you do/make?

How long has your company existed?

How many employees does your company have?

Who makes the hiring decisions in your company?

What are the routine tasks in your company?

Do you see your company growing in the future?

Will you be moving in the future?

What are the demographics of your employees?

Have you ever hired or worked with a person with a disability?

How was your experience?

Is that individual still working at this organization?

What is the current morale of your employees?

Does your organization have regular social functions?

What do you like most about working here?

What are your areas of highest turnover?

Do you have written job descriptions?

What expectations do you have of your employees?

What do you value most in your employees?

Job Specifics

What vacancies/job openings do you have available at this time?

When is your busy season?

Do you offer seasonal work?

What benefits do you offer for part-time employees?

Do any of your employees work flexible schedules?

Do any of your employees split shifts?

Do people get together after work?

Are you on a bus route?

Are carpools available?

Do your jobs have specific time frames for completion? Ex: by end of the day

What is your policy on overtime?

How often do your employees get breaks/lunches?

What is your pay rate?

What kinds of training and orientation are required for your employees?

How many people work in a workspace?

Do you have unions?

Describe the working environments at your business. Ex: hot, cold, noise, etc.

Are your buildings accessible?

What is the dress code at your company?

meeting tips
Meeting Tips

Selling is about the other person, not you

When your prospect asks about you or your service, don’t launch into a big story. Be brief.

Keep conversation dialogues from becoming monologues

The key to the MIND is what comes from the MOUTH

Be sure you are talking with the decision maker – or the person authorized to make the decision

fine tuning your presentation
Fine Tuning your Presentation

Review the materials we passed out at our last training

18 Ideas for Fine Tuning your Presentation

Features and Benefits to the employer

Responding to Four Employer Types

12 Ideas to expand your Employer base

employer meeting33
Employer Meeting

Order pad close (we have 3 candidates right now interested in working in this field)

Choice-Question close (Offer menu of choices, i.e. meet with Dept Mgrs, tour, interview, bring in candidate)

Impending event close (remind them that college students will be leaving in Aug and they will need staff)

Additional value close (benefits to getting involved with your services)

activity34
Activity

Role play employer meeting

One of you will be the employer and the other a job developer

Observer: document what works and what does not

after the meeting
After the meeting…

Follow through & thank you messages

Make sure to send a thank you note or letter

Follow up is ongoing, monitor and document your follow up

involving the consumer
Involving the Consumer

Selling themselves

First impressions

Point of view

Accessibility

slide37
Tips

Dress Code

Momentum

Persistence

Follow through

Show interest in the business

Always leave the door open

ecological inventory
ECOLOGICAL INVENTORY

Environment

location of the work site or potential work area. Such as an Office Building, Wendy's, Warehouse, etc.”

Sub-Environment

An area within the environment that has a separate unique function. Such as bathroom, copy area, dining room, loading dock, etc.

Activities

The specific events that occur in the given sub-environment. Such as cleaning the bathroom, making copies, cleaning tables, unloading truck, etc.

Tasks

Includes the specific steps necessary to engage in the activity. This list of tasks should be very general. Such as open copier, place original face down on glass, close cover, select number of copies, press start, remove original, remove copies.

Environmental Conditions

Indicate the general conditions such as noise, lighting, pace, physical space, accessibility, rest room location and break time options.

ecological inventory form
Ecological Inventory Form

Name of Business/Contact Person/Tel #:

Type of Business:____________________

Sub Environment #1:__________________

Activities: _________________________

________________________

Tasks: __________________

__________________

employer incentives
Employer Incentives

On-the-Job Training funds

Work Opportunity tax credit

DVR Internships, WEP, Job Trials

Additional training & quality control

Job modifications & assistive technology

Community recognition

Others…

fair labor standards act
Fair Labor Standards Act

Private businesses must:

Pay wages

Pay for all hours worked

Compare productivity to other employers

Maintain data on quality & production

Volunteers can only volunteer for non-profit organizations and government agencies

Students can work in private business in non-paid internships for academic credit

types of labor standards
Types of Labor Standards

Standard wage per hour

Outsourcing on-site

Independent contracts

Outsourcing off-site

Self-employment

slide43

Know the Issues

Know your Business Partners

Know Yourselves

slide44

Knowledge-based, Global economy

Quality of available workers

Advancing Technology

21st Century Workplace

Changing location of workplace

Increasing

rate of change

Changing workplace requirements

Changing

type of work

Workforce Challenges

business leadership network
Business Leadership Network

A national organization that supports development and expansion of chapters across the country. It is the only national disability organization led by business for business.

Originally established in 1994 through the President’s Committee on Employment with People with Disabilities (PCEPD) with a national business advisory board chaired by Tom Donohue, the President of the US Chamber of Commerce.

http://www.usbln.org/

http://dwd.wisconsin.gov/dwd/newsreleases/2000/373a_536.htm

other business networks
Other Business Networks

Business Relations (CSAVR)

A national VR and Corporate Business Network

Partnership initiative that is similar to the BLN effort

http://www.rehabnetwork.org/busrel

Fond du Lac Business Connection

Business Advisory Groups

business advisory group
Business Advisory Group
  • Who? This group represents a variety of business sectors and disciplines. This group also represents members who themselves are connected to a network of employees within a specific job market or career.
business advisory group48
Business Advisory Group

What?The Business Advisory Group provides supported employees and those who support them with inside information regarding career choices. The Business Advisory Group can provide introductions to employers and are experts in the career of interest. They are not typically approached about providing employment for the supported employee but rather to bring their information to the discussion and brainstorming session. They are being asked to contribute their knowledge and expertise. Many of the members may learn more about supported employment and be intrigued enough to initiate the contact. Your relationship will probably change as a result of using a B.A.G. member as an employer.

business advisory group49
Business Advisory Group

Using a B.A.G.: This group can be gathered together for just one meeting or several with the purpose of understanding the job possibilities for the supported employee. They can also provide their expertise and knowledge regarding educational requirements, physical requirements of specific jobs, job carving opportunities within this field and contacts within the community who hire individuals with these skills. Asking employees that are currently doing the work being investigated gives great insight to what skills are needed to be successful in this career field.

business advisory group50
Business Advisory Group
  • A Typical B.A.G.:
    • A typical Business Advisory Group meeting would consist of individuals that were asked to come because of their expert knowledge of a particular field, for example, graphic art. The team would invite people they know who work in this field and from a variety of businesses and educational institutions. Ideally you will have members from the technical college, local graphic art businesses and large corporations that have their own graphic art department. This would give you the variety of possible employment opportunities in this field. A list of questions would be developed by the person with a disability and their support team. A one or 1 ½ hour meeting is scheduled and if it is a one time meeting, that would be the only time you would ask them to consult. Few people who enjoy their work will turn down the opportunity to offer free advice, but their time is limited so be respectful of the parameters of the meeting time.
business advisory group51
Business Advisory Group
  • Advantages: What this offers is the ability for the support team to look at careers that they have no previous experience in or do not know the skills necessary to be successful in this field. The job developer also may not know the job market for this particular career nor the contact people in their community. The Business Advisory Group can help provide that expertise. This group can also be consulted on a more regular basis, once every two months, to consult for a number of supported employees or follow along a specific individual toward their successful job placement.
know the issues
Know the Issues
  • Know the national, state and local human resource issues
  • Know national, state, and local labor market trends
    • What are the demand occupations?
    • What are the skill requirements?
    • What career opportunities are available?
state of wisconsin employment profiles
State of Wisconsin Employment Profiles

406,776 small businesses in Wi in 2004

104,206 Women Owned

18,500 Minority Owned

13,000 New Businesses

12,500 Closed

Businesses less than 500 employees numbered 113,600 with 1.2 million employees (54% of WI workforce)

http://www.smallbusiness.com/wiki/Wisconsin_profile

wisconsin profiles
Wisconsin Profiles

Top 10 Industries in Wisconsin

Educational Services

Food and Beverage

Administrative and Support Services

Hospitals

Health Care Services

Professional and Technical Services

Government

Nursing and Residential Care Facilities

Trades and Contractors

Fabricated Metal Manufacturing

http://dwd.wisconsin.gov/oea/county_profiles/current.htm

wisconsin top 10 private employers with 1000 employees
Wisconsin Top 10 Private Employers with 1000+ Employees

Wal-Mart Associates

Menards

Kohl’s Department Stores

Kohler Company

Walgreen’s

Target Corporation

Marshfield Clinic

Land’s End Mail Order

Shopko

United Parcel Service (UPS)

harry s crystal ball says
Harry’s Crystal Ball Says…

Over the next 10-15 years, 76 million baby boomers will retire, while there will only be 46 million new workers from Generations X and Y entering the labor force.

Wisconsin has 48% of its population between 25-59 but will reduce to 42% in 2030.

job development in the 21 st century
Job Development in the 21st Century

http://www.youtube.com/watch?v=pMcfrLYDm2U

57

losing people costs
Losing People Costs $$!

Separation costs

Lost company knowledge

Training Costs

Recruitment costs

Up-front hiring costs

Lost productivity

New employee services

Lost customers

why is this important
Why is this Important?

Turnover costs are estimated to be anywhere from 50% to 150% of an employee’s annual pay, so….

A $15,000 ($7.21 per hour) job may cost an employer anywhere from $7,500 to $22,500 in lost time, money and business per turnover

understand business needs
Understand Business Needs

Industry outlook, expectations for future

Business workplace culture and environment

Job conditions

  • Days, Hours, Shifts, Independent or Team
  • Wages & Benefits (compared with other industries)
  • Skill Requirements, Anticipated Changes in the industry
  • Growth/Career Opportunities

Employer’s rate and cost of turnover

Bottom-line concerns and impact

build partnerships
Build Partnerships
  • Identify
    • Individual employers
    • Target markets (retail, healthcare, etc.)
    • Clusters (a hospital, its partners, and their local suppliers), or
    • Geographic area (a 1 mile radius from an individual’s home)
professionalism
Professionalism
  • Don’t promise more than you can deliver
  • Provide clear and reliable points of contact
  • Explain clearly the role of the Job Trainer and your agency
  • Follow through on promises made
  • Be professional in your dress and follow all employer standards and rules (parking, security, work norms, dress code, etc)
21 st century jobs
21st Century Jobs

Self-employed Independent Contractors

On-Call Workers

Temporary & Contingent Workers

21 st century jobs64
21st Century Jobs

On-site Outsourcing

Off-site Outsourcing

Home-sourcing

Reverse Outsourcing

on site outsourcing
On-site Outsourcing
  • Many staffing agencies are using this model to promote efficiency in the workplace by filling entry-level positions of a company with employees from the staffing agency. In these settings it is difficult to identify which employees are employed by the company and which are employed by the staffing agency. They are performing similar jobs in the same environment, but contracted positions are supervised by the staffing agency.
  • Another variation of on-site outsourcing is that some companies are finding a niche by providing a service to another company at the other company’s business. For example, a manufacturer of shelving contracts with another company to maintain an inventory of nuts and bolts in strategic locations throughout the manufacturing plant. The object is to increase the efficiency of the plant by contracting with another company with expertise in hardware fittings.
off site outsourcing
Off-site Outsourcing
  • Companies routinely contract with other firms for products or services and increasingly look to outsourcing certain jobs that can be performed more effectively by outsiders.
  • Four individuals with disabilities work as a team to complete graphic enhancements. A local company that produces children’s books frequently out-sources computer graphics work to local artists. The entire process of graphic enhancement of book covers is typically completed by one graphic artist. The job development plan in this case was to develop a team of individuals with disabilities who could be trained to use graphic software to enhance the text and graphics on book covers. The work was separated into specific functions and tasks. This team worked collectively to complete all of the tasks based on each individual’s respective area of expertise and preferences. For example, one employee was good with math calculations and could lay out the size of the book on a template. Another worker was good at adding additional graphics to the covers while another worker focused on setting the text. The final stage of the work was completed by another worker who provided touch-ups and proofing of the covers. The completed book covers had to equal the quality of the work of the workers without disabilities. The team worked together to complete the tasks, but each team member worked at a different location. All of the work was transferred between members using digital technology. This model of off-site outsourcing was developed through careful planning with the local publisher. Yet, it is conceivable that this team of artists could complete the same type of work for other publishers around the world. Employment opportunities for individuals with disabilities no longer necessarily need to be limited to a local geographic location.
home sourcing
Home-sourcing

Home reservationists doing 100% of the reservations for JetBlue Airways Corp.

The home reservationists works 25 hrs/wk along with 4 hrs/month at corporate office for training.

reverse outsourcing
Reverse Outsourcing

http://www.lakotamall.com/lakotaexpress/

Perform work for a foreign company that is itself, in the employment of a U.S. business

150-180 FTE New Positions

Proofing data input by China company

21 st century jobs69
21st Century Jobs

E-Commerce and On-Line Auctions

E-Consignment

Computer Resale

Green Technology

www andale com
www.andale.com

E-Consignments

www.exsellera.com

www.eauctionplace.com

www cascade assets com
www.cascade-assets.com

Computers & Recycling

A technology recycling business

  • 60 million computers were retired in the U.S. in 2003
  • Erases data on hard drive components that are reusable
micro enterprise
Micro Enterprise

Self Employment Options

Starting a small business

http://www.selfemploymentnetwork.com/

http://www.artworking.org

slide74

Our fate can be different, but only if we start thinking and acting and being different!

- Thomas Friedman

The World is Flat

next meeting
Next Meeting

Read Job Development Handbook

We will begin talking about job support

Teaching versus coaching

Analyzing the job

Facilitating natural supports and identifying accommodations

homework
Homework
  • Conduct an ecological inventory at a local business:
    • Hotel
    • Gas Station
    • Healthcare industry
    • Store in mall
    • Local restaurant
    • http://massworks.org/index.php?option=com_content&task=view&id=113&Itemid=1