Successful Job Development to Build Employer Networks and Relationships

1. Successful Job Development to Build Employer Networks and Relationships Leah Lobato Employer Relations Specialist Utah State Office of Rehabilitation Work Ability Utah Medicaid Infrastructure Grant # 1QACMS030319

2. Successful Job Development

3. What is Job Development? • Is often performed by employment agencies that work with people with disabilities that may represent the individual to employers in the community. • The act of finding the right job that suits that person’s strengths, interests, and support needs.

4. Why Job Develop for People with Disabilities (PWD)? • September 2009 figures from U.S. Bureau of Labor Statistics reports 16.2% unemployment for PWD, compared with 9.2% of general population. • Employment-population ratio for PWD was 18.4%, compared with 64.1% for person with no disability.

5. Personal Relationships and Personal Networks • Have been the traditional link to employers • Are necessary but not sufficient in today’s environment. • In larger communities with thousands of employers and dozens of service providers it is not effective to use ONLY personal relationships/networks. • Why? • New on-line culture does not promote relationships. • Rapidly changing job market. • Continued high unemployment rate for people with disabilities.

6. Things to Consider for Successful Job Development • If job development is selling, it’s a real unusual kind of selling, because we have a product that can refuse to go… Richard Pimentel • A simple telephone call regarding something like tax incentives makes a wonderful sales point… Zions Bank • Get to know your employers. Learn the employer’s “jargon”… Health South

7. Things to Consider for Successful Job Development • Approaching a business with the “charity” approach is generally unsuccessful and often leads to a perception of inability of the individuals with disabilities we are representing. • Representing both “qualified” and “quality” employees.

8. Some Important Definitions • Demand Side – The business community we are serving. • Supply Side – Qualified workers with disabilities who are ready willing and able to go to work.

9. What is SUCCESSFUL Job Development? • Based on establishing relationships with employers. • Is effective for your clients, for you and for the employer. • Establishes a “Business Need.” This is one of the most important components to be successful.

10. Informational Interview • A tool that can be used by anyone wanting to start a business relationship. • The purpose is to establish a “Business Need.” • Until a need or problem is discovered, the business probably doesn’t really need to hire anyone. • Once a need is established you can begin to talk to the business about hiring a person with a disability.

11. Steps to set up an “Informational Interview” • 1. Call and ask for at least an hour appointment. • Use as an opportunity to learn more about the company • Research the company before hand • Determine who is the best person to talk to. • Number of employees company has. • Descriptions of types of work available. • Hiring process • Etc.

12. How to Research for Information on a Company. • On-line -- Can be a great first step and can give other possible ways to find out more information. • Contact receptionist or first line individual and ask basic questions, that will give you something to go on. • Such as… can you tell me more about what your company does, produces, etc.

13. Steps Continued: • 2. Prepare questions in advance. • Establish a need. • For example: “In what department is your company currently hiring the most people?” “What are the skills and training necessary for the positions available?” “Are there times of years that you do more hiring?” -- Other examples…

14. Important Component… • 3. Conduct the Interview • Be sure to be aware of the employers time. • Professional dress and presentation. • Use engagement skills. • ASK FOR A TOUR IF TIME PERMITS.

15. Use Your Skills! • 4. This is where small talk skills are important! • Be ready with questions that don’t sound scripted. • Again use professional presentation.

16. When to SELL? • 5. Establish the “business need” before you start to sell. • Be prepared to listen more than talk. • The information you gather will be valuable as you continue to keep in touch with your contact.

17. Finally… • 6. Follow-up • Send a Thank You note. • REMEMBER…Relationships develop over time, there needs to be more than one time contact!

18. Practice, Practice, Practice • Take notes after each interview • What worked well • What you need to improve on • What type of additional follow-up is needed.

19. How Successful Job Development Effects Employer Networks

20. What are Employer Networks • Employer networks provide a singular opportunity and a structure for advocates for people with disabilities and the individuals themselves to work with employer organizations, business organization memberships, and local business coalitions.

21. Employer Networks • Building and using an extensive network of business leaders is a key component in recognizing employers as customers of Vocational Rehabilitation. • Businesses must find a way to attract and retain a viable workforce, networks are one of those connections.

22. “Once an overlooked talent pool, people with disabilities are contributing to the American economy in ways never imagined…” Thomas J. Donohue, President & CEO of US Chamber of Commerce

23. Vocational Rehabilitations Involvement “Hiring and retaining workers with disabilities is not a ‘social program’ – VR needs to understand and promote the business case.” Katherine McCary, VP, HR, SunTrust Bank: Chair, The Virginia Business Leadership Network and Chair, The US Business Leadership Network

24. Council of State Administrators of Vocational Rehabilitation (CSAVR) • Committed to the development of a National VR-Business Network – The NET (National Employment Team). • Designed to promote active cooperation and coordination among the 80 VR State agencies.

25. The NET • Vision Statement: To create a “one company” approach to serving business customers through a national VR team that specializes in employer development, business consulting and corporate relations.

26. What Business Can Expect When They Access the National Network • VR designated points of contact (Russ Thelin and Leah Lobato) will: • Respond promptly and follow-up with the business customer, • Develop an understanding of the business and employer needs, • Provide technical assistance and consultation in response to the customer’s identified needs, • Work with business and use the information provided by employers to better prepare VR consumers for the workplace,

27. What Business Can Expect When They Access the National Network (continued) • Market employment and career opportunities to consumers, • provide qualified applicants to business, and • Follow-up with support services, as needed and; • Collaborate with other VR agencies and the national network.

28. As a VR Agency that Participates in The NET We Commit • To have a designated point of contact that acts as the primary conduit for information from the national network. • To respond promptly to business calls within 48 hours or 2 business days. Every effort should be made to respond within the same business day. • Identify the specific needs of the business and work with the company to design mutually agreed upon plan of service.

29. Current Things Being Done in Utah • Job Fairs • Continued targeted fairs in Salt Lake occur in April and October. • Employer Workshops • Occur in March and September.

30. Current Things Being Done in Utah • Participation with other State agencies that are provides supports to PWD in terms of employment. • Work Ability Utah – Utah’s Medicaid Infrastructure Grant – Carol Ruddell. • Department of Workforce Services – Choose to Work (CTW), etc.

31. Current Things Being Done in Utah • Connecting to Employer Networks that already exist… • Chambers of Commerce • Wasatch Executive Network

32. Governor’s Committee on Employment of People with Disabilities • Leslee Hintze – Executive Director Contact Info: • 1595 W. 500 S. Salt Lake City, UT 84104 (801) 887-9392 lhintze@utah.gov

33. Utah Business Employer TeamsUBET • UBET is a registered chapter of the USBLN (www.usbln.com). • Chapters in Salt Lake and Ogden/Davis. • Talks of new UBET chapters in other city level Chambers of Commerce.

34. Remember These facts… • Employers report an increase in morale and a decrease in turnover when including people with disabilities in their workforce. • Employers report the cost of employing a disabled worker was not a significant issue. • Employers report satisfaction with the job performance of workers they hire.

35. What Can You DO… • It is essential that VR view employers as their customers as well. Employers are not simply the “closure” result; the success of hiring people with disabilities occurs when long term strategic partnerships with business are part of the VR agenda.

36. The solution to high unemployment of people with disabilities will come from the alliance between the public and private sector. • Employer’s need the public sector’s knowledge and access to candidates • The public sector needs to understand the employer’s perspective. Hiring people with disabilities must have a positive effect on the bottom line!

37. AND REMEMBER - • The more positive and constructive contact and interaction VR has with employers the better success rate we will have with employment and retention– which then effects YOUR bottom line!

38. QUESTIONS? Thanks for your time!

39. Contact Information Leah Lobato Employer Relations Specialist, USOR 1-800-473-7530 801-538-7964 250 E. 500 S./P.O. Box 144200 Salt Lake City, UT 84114-4200 leahlobato@utah.gov www.usor.utah.gov