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4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 Understanding the Employer’s Side of Customized Employment Information for providers to assist individuals and families to access customized employment Marc Gold & Associates 1

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Page 1: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

4101 Gautier-Vancleave Rd. Ste. 102

Gautier, MS 39553 (228) 497-6999

Understanding the Employer’s Side of

Customized Employment Information for providers to

assist individuals and families to access customized employment

Marc Gold & Associates 1

Page 2: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

4101 Gautier-Vancleave Rd. Ste. 102

Gautier, MS 39553 (228) 497-6999 Marc Gold & Associates 2

Using a Concept Portfolio for Presenting CE to Employers

A sales tools to negotiate customized jobs Michael Callahan

Page 3: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

4101 Gautier-Vancleave Rd. Ste. 102

Gautier, MS 39553 (228) 497-6999 Marc Gold & Associates 3

The Concept Portfolio

The concept portfolio is basically a sales tool, similar to a “pitch book” used in generic sales, that can be used by job developers to communicate CE to employers, to pace presentations, to clarify essential selling points and to provide a visual confidence builder.

Page 4: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

4101 Gautier-Vancleave Rd. Ste. 102

Gautier, MS 39553 (228) 497-6999

The Concept Portfolio

In order to develop a Concept Portfolio, it is first necessary to determine those aspects of CE and your agency’s services that will be offered to potential employers.

Remember, CE requires negotiation and in negotiation one should never put everything on the table at the onset of interactions with employers.

Marc Gold & Associates 4

Page 5: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

4101 Gautier-Vancleave Rd. Ste. 102

Gautier, MS 39553 (228) 497-6999 Marc Gold & Associates 5

Why is a Concept Portfolio useful?

• It represents a shift from an agency marketing strategy to an individualized, customized marketing strategy.

• Traditional expectations of employers make it difficult for applicants with significant disabilities to benefit from typical strategies.

• Helps makes sure that job developers give consistent info to employers.

• Teaches employers how to think about customization.

Page 6: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

4101 Gautier-Vancleave Rd. Ste. 102

Gautier, MS 39553 (228) 497-6999 Marc Gold & Associates 6

Why is an Concept Portfolio useful?

• Helps explain natural supports • Provides additional avenues for giving

information to employers beyond verbal explanation.

• Requires agencies to come to terms with the manner in which they support and represent individuals, use language and negotiate.

• Outlines Essential Selling Points

Page 7: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

4101 Gautier-Vancleave Rd. Ste. 102

Gautier, MS 39553 (228) 497-6999 Marc Gold & Associates 7

Structure of the Concept Portfolio

• Images – important that they say what we intend to convey

• Narrative summaries of information • Information about the school/agency • Support strategies • Essential selling points

Page 8: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

4101 Gautier-Vancleave Rd. Ste. 102

Gautier, MS 39553 (228) 497-6999

Alternative Platforms for the Concept Portfolio

• Show-File presentation binder • Laptop computer • Tablet (iPad, Samsung, etc) • Brochure • Information packet

Marc Gold & Associates 8

Page 9: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

4101 Gautier-Vancleave Rd. Ste. 102

Gautier, MS 39553 (228) 497-6999

Alternate Platforms

Marc Gold & Associates 9

Page 10: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

4101 Gautier-Vancleave Rd. Ste. 102

Gautier, MS 39553 (228) 497-6999 Marc Gold & Associates 10

Outline for a Concept Portfolio

1. Introduction your agency/school – Introduce your agency -- brochure, fact

sheets – briefly in one page 2. Explain the Concept: Customized

Employment – “We match applicant skills with employer

needs” – Give examples through images

Page 11: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

4101 Gautier-Vancleave Rd. Ste. 102

Gautier, MS 39553 (228) 497-6999 Marc Gold & Associates 11

Outline for a Concept Portfolio

3. Explain how we do what we do – Use portfolio to explain employer –

employee supports and the seven phase sequence

4. Wrap up with a outline of services offered

Page 12: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

4101 Gautier-Vancleave Rd. Ste. 102

Gautier, MS 39553 (228) 497-6999 Marc Gold & Associates 12

Additional considerations

• Taking photos • Assuring variety • Clarifying your message • Layout, length and formatting • Focusing on performance • Remembering to “hold back” items for

negotiation

Page 13: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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MG&A: Twenty five years of serving employers and persons with disabilities

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We match job seeker skills With employer needs.....

The people we represent have unique skills to contribute to your business. Our job is to determine w hether you have specif ic needs w hich match these skills. If a match is identif ied, a job descript ion is customized to suit both you and the applicant w ith a disability.

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Customized Employment

The US Department of Labor is encouraging employers and applicants to consider negotiat ing an employment relat ionship w hen current job descript ions and other expectations create a barrier.

This concept is know n as customized employment.

Page 16: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

Business Focus for Customized Employment

Unmet Workplace Needs:

This area focuses on tasks that need to get done but are not getting done in the way the employer would like. It also can include tasks that have not been performed but need to be.

Tasks better performed by others:

This area focuses on aspects of jobs that might better be performed by others at a lower pay grade. This option can directly save money for employers.

Specific benefit to enhance business:

This area focuses on workplace needs for additional productivity in specific tasks. It must be matched with job seeker’s specific competencies.

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Stocking check-out islands, assisting advertising, un-boxing electronic equipment, etc.

Page 18: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Mailroom assistance and inter-office delivery

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Inventory Control tasks

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Targeted maintenance and cleaning

Page 21: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

Tasks providing assistance to reception, professionals, manager and sales

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Sorting and filing of excess paperwork

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Spot cleaning to reduce “slip and falls”

Page 24: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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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.

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Customized Employment targets specific worksite issues: Episodic duties Slower components

of tasks Back-

ups/Bottlenecks Material/tool supply Interruptions 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

Page 26: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Job Analysis: The foundation of success

We focus on: o The way you do things o The means you use to train and support

employees o The people you assign for supervision..

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Job site supports to both employer and employee

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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

Page 29: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Conducting an Employer Needs/Benefits Analysis

Developing the Employer’s side of the “needs template” for customizing job descriptions

Page 30: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Unbundling demand

Employers have typically met needs by bundling demands into job descriptions.

Job seekers with complex lives often

don’t have the “whole package” to offer. Customized Employment allows employers

to “unbundle” demand and to take advantage of discrete competencies.

Page 31: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Employer Needs Analysis

All workplaces have unmet needs, even when fully staffed, but particularly in difficult economic times

Page 32: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Employer Needs Analysis

Employers can turn each unmet need into a task.

1. Excess data entry

2. Assisting receptionist during heavy calling

3. Performing episodic duties: collating for meeting

4. Augmenting low producing employees

5. Relieving employees during break

Page 33: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Employer Needs Analysis

Each unique workplace has needs

Job Developer During Job Development, the Job Developer negotiates to perform a Needs Analysis

Page 34: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Conducting an Employer Needs Analysis

This process can be conducted in four ways: As a part of individualized job development,

following the tour, one employer at a time As a part of informational, “discovery” interviews

with employers, concurrent with individualized job development

As an effort to assist a business (larger) to adopt internal customization

As a part of general activity in the community by job developers, family members and job seekers

Page 35: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Job based on an Informational Interview

Identified general needs in:

• Reception

• DJs area

• Advertising

• Station manager’s office

Page 36: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Episodic task: Setting up a drum set

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Slower component/Task better performed by others: Inserting background greenery

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Material supply: Stocking cash registers

Page 39: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Unsafe conditions: Sweeping laminate chips

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Chris was assisted to apply to a large managed care organization

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Zon was employed as a result of an informal, community needs analysis done with a neighboring employer

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Page 42: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Preparing for Negotiations with Employers

Representing job seekers for customized employment

Page 43: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Gautier, MS 39553 (228) 497-6999 Marc Gold & Associates 43

A Typical Job Development Process

Sales focused steps… • Prospecting: research and

preparation • Making employer

contacts: getting in the door

• Holding the initial meeting: making your pitch to explain CE

• Follow-up negotiations – employer needs analysis

• Closing the deal

Page 44: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Determining who to contact

In customized employment avoid personnel and HR. Target decision-makers in the company, usually the person at the top.

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Page 45: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Getting the Appointment

Decide on the type of initial contact to use to get an appointment for a face-to-face meeting Third party connection Informal Context Drop-in Visit Telephone Contact with letter of self-

referral E-mail Contact (only in certain cases)

Page 46: Customizing Self Employment; Discovering the Business Owner · Michael Callahan . 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 . Marc Gold & Associates 3

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Making your pitch: Initial Meeting

• Thoroughly plan for the initial meeting, focusing on fulfilling all the critical components.

• Develop a proposed outline and "flow" for the meeting.

• Get ready, practice for, and conduct the initial meeting.

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Gautier, MS 39553 (228) 497-6999 Marc Gold & Associates 47

The Role of the Portfolio

A presentation portfolio is a sales tool that can address the first four components of the initial meeting – introductions, explaining CE, explaining employer services and supports, and use a visual resume to introduce the job seeker.

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Cutting the deal: Follow-up negotiations

Learn about and assess the company through a Tour and Needs Analysis

Offer in-depth information about the training, facilitation and support procedures which are to be offered to the employer.

Match and negotiate the job seeker’s conditions for success

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Gautier, MS 39553 (228) 497-6999 Marc Gold & Associates 49

Closing the Deal

It is recommended that developers not try to close in the initial, or possibly even after the second, meeting with employers.

The “close” is appropriate and necessary when it is felt that the employer has enough information to make a positive decision about a customized job.