business development
DESCRIPTION
Employment Services & Innovations Training 2. Business Development. Lesson Objectives. Understand key components of the business world related to job development Learn critical marketing ideas Review customer service principles. Job Development: How do you do it?. - PowerPoint PPT PresentationTRANSCRIPT
Business Development
Employment Services &
Innovations
Training 2Employment 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
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
Job Development: How do you do it?
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
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Effective Partnerships
1) Trust2) Win/Win Nature3) Long-Term Relationship4) Service Competence5) Customer Service Orientation
Employment Services & Innovations Indiana Vocational Rehabilitation Services
Know the Business World
1) Business knowledge2) Employer as individual vs.
organization3) Know your services & benefits4) Recognize multiple sources of
business contacts5) Let employers know why you are
contacting them
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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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Marketing
Know what employers want
Know your package of services
Study the local business community
Marketing materials
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Marketing, cont.
Business cards
Conduct seminars
Market services, not disability
Use past partners as reference
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Marketing, cont.
Coordinate with other VR people
Track contacts
Adapt your style as needed
ASK FOR SALE
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Customer Service Orientation
Respond quickly Customize your services “Coffee Stains” “Silk ties” Outstanding performance Learn from other fields Listen (80/20)
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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
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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.
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True or False?
Employment Services & Innovations Indiana Vocational Rehabilitation Services
There are nearly 153,000 people with
disabilities in the United States
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False. There are over 49.7 million—21.3 million
of working age!
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.”
Employment Services & Innovations 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.
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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
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Strategies for Building the Relationship
Employment Services & Innovations Indiana Vocational Rehabilitation Services
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
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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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…
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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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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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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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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
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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?
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