ADDING VALUE TO BUSINESS Connecting with Businesses and Creating Partnerships

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ADDING VALUE TO BUSINESS! Connecting with
Businesses and Creating Partnerships!!!

• Howard Green
• Raising the Bar Conference June 18th 2008

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ISSUES

• ARE THERE PROBLEMS WITH CONNECTING WITH
  BUSINESSES
• IF SO, WHAT ARE THE PROBLEMS?
• WHAT CAN WE DO? (SUGGESTIONSAND ANSWERS)

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ARE THERE PROBLEMS CONNECTING

• YES
• YES
• YES
• YES
• YES
• YES

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SUGGESTIONS AND ANSWERS!

• NETWORKING AND RELATIONSHIPS!!!

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WHO IS YOUR CUSTOMER?

• BUSINESSES
• PEOPLE YOU WORK WITH( YOUR CLIENTS)
• TAXPAYERS
• COMMUNITY PROGRAMS
• FAMILIES
• OTHERS

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DUAL CUSTOMERS

• PEOPLE WITH DISABILITIES
• BUSINESSES

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WHAT IS A CUSTOMER

• MOST IMPORTANT PERSON TO AN ORGANIZATION!
• PURPOSE FOR OUR WORK!
• WE ARE DEPENDENT ON HIM OR HER FOR OUR WORK.
• THEY BRING US THEIR WANTS AND DESIRES AND OUR JOB
  IS TO FILL THESE WANTS.
• DESERVING OF OUR MOST COURTEOUS SERVICE

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YOUR DUAL GOAL

• TO ASSIST PEOPLE WITH DISABILITIES TO GAIN
  EMPLOYMENT
• TO ASSIST BUSINESSES WITH RECRUITING, HIRING AND
  ADVANCING PEOPLE WITH DISABILITIES

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BUILDING RELATIONSHIPS

• DIALOGUE(NETWORKING TALKING)
• PROVIDE QUALITY WORK
• CREATE FRIENDSHIP TRUST
• MAINTAIN THE RELATIONSHIPS
• DEMONSTRATE VALUE TO THE BUSINESS

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Speaking the Business Language

• Free Job coaching ---- No cost training
• Pre screening----------- Less staff time
• Accommodations---------Providing technology
• Successful candidates--- Return on Investment
• Providing services-------- Consulting
• Hiring the disable---------Finding a talented
  pool

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JOB DEVELOPMENT BUSINESS CONTACTS

• PERSONAL LETTERS
• PHONE CALLS
• COLD CALL
• NETWORKING NETWORKS

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PROSPECTING TARGETING

• USE YOUR NETWORKS TO FIND BUSINESSES TO CONTACT
• SET A PRIORITY TO PROSPECT NEW BUSINESSES ( TRY
  TO DO ONE A WEEK)
• MAKE A LIST YOU FEEL WOULD BE GOOD PARTNERS.
• DEVELOP A SYSTEM TO COLLECT DATA AND MAINTAIN
  BUSINESS FILES.

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TOOLS TO USE FOR PROSPECTING TARGETING

• INTERNET
• CHAMBERS
• SHRMS
• BUSINESS JOURNALS
• LOCAL PAPERS

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WHAT DOES BUSINESS SAY

• BOOZ ALLEN HAMILTON
• WALGREENS
• CINCINNATI CHILDRENS HOSPITAL

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Question 1 What is the best way to approach or
connect?

• Meg OConnell BAH Understand my business
  realize that an employers primary focus is on
  cost efficiencies increased productivity. So,
  when talking to me about hiring people with
  disabilities focus on their abilities and not
  disabilities. Nothing turns me off more that
  hearing we have a great person with a
  disability.

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Question 1 -

• Deb Russell Walgreens We appreciate partners
  who connect with a local manager and then ask for
  the contacts of other nearby hiring managers.
  Make an appointment and talk to the manager
  directly

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Question 1

• Erin Riehle Childrens Hospital Cincinnati
• Never make a cold call!
• Always have your ducks in a row with a clear
  purpose in mind.
• If possible, present the employer with a proposal
  and always consider presenting your programs vs a
  person.

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Question 2 What are 3 key things you expect
from a service provider

• Meg OConnell BAH I think there is only one
  thing- Become my business partner!. This means
  understanding my business and being a valued
  resource! Be creative about ways to assist an
  employer in getting things done. If the employer
  is not hiring then offer other things such as
  training. The jobs will come if you can
  demonstrate you know my business.

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Question 2

• Deb Russell Walgreens A PARTNERSHIP! (an
  entity who is willing to learn our needs and
  look at creative solutions to meet those needs.
  Agencies who cant listen but only give standard
  pitch are a challenge for us.
• Agencies should believe there clients can do the
  work
• Agencies ability to train support the candidate
  be responsive on providing follow up and
  retention services

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Question 2

• Erin Riehle Childrens Hospital Providers
  should know about accommodations and adaptations.
• Also, have expertise in orienting people with
  disabilities and
• Have expertise in educating existing business
  staff about ho to work with people with
  disabilities.

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Question 3 Is it important for the service
provider to know your needs

• Meg OConnell BAH YES- the best way to do this
  is obvious (ask) I have been in meetings where
  the service provider wants to tell me what they
  do instead of asking me what I need. Also, be
  flexible and adaptive to changing
  business/economic environments.

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Question 3

• Deb Russell Walgreens Of course it is
  important! This can be accomplished by talking
  with our personnel. Also, they can experience the
  work environment so they are able to offer
  creative solutions.

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Question 3

• Erin Riehle Childrens Hospital Act like a
  business!
• Approach us like a business
• Partner with us in determining our needs
• Consider our open positions before you approach
  us with an applicant!

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Question 4 What advice would you give to
programs seeking to assist veteran with
employment?

• Meg OConnell- BAH
• Be sure the candidates are prepared with high
  quality resumes and good interviewing skills.

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Question 4

• Deb Russell Walgreens
• We are not experts in hiring veterans so we need
  the help of those who can connect with those
  candidates. It is important that candidates show
  up for interviews and the programs secure a good
  pool of candidates.

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Question 4

• Erin Riehle Childrens Hospital
• Focus on job opportunities and requirements
  first.
• Not on getting a poor veteran a job!

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Question 5 What are some ways the providers can
market or present job coaching to an employer

• Meg OConnell BAH
• An e-mail link to the service provider site with
  a brief video( 2 minutes) describing a successful
  candidate, their company and interactions with a
  job coach.

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Question 5

• Deb Russell Walgreens
• Explain what their agency allows job coaches to
  do and not do! Do not over promise!
• Dont commit a job coach for first day on the job
  if you cant deliver.

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Question 5

• Erin Riehle Children Hospital
• Be an adjunct to the orientation process already
  provided by the employer!!

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MORE TIPS!

• Networks Networking
• Prepare
• Proactive
• Participate
• Persistence
• Priority

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More Tips

• Explore the soft leads and hidden job market!
• Continual contact with business community
• Get your candidates involved
• Ensure your services are simple, clear, high
  quality and makes sense to business

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More tips

• Stay the course ( people dont say yes until they
  trust you)
• Always ask for the business
• Reduce the risks of hiring in the minds of
  business.
• Be yourself ( sincerity, integrity and
  confidence)
• Dont doubt your candidates abilities.

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WHO ARE YOU?????????

• In order to market your organization its
  services you need to know your features and
  benefits. With these in mind, write a
  description of who you are that can be used for
  marketing your organization. Fifty words or
  less!!

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PROVIDE VALUE SERVICES

• WHY DO YOU NEED VALUE SERVICES?
• CREATE POSITIVE IMAGE WITH BUSINESS.
• HELP BUSINESS WITH THEIR NEEDS.
• SHOW THE BUSINESS YOU PROVIDE QUALITY SERVICE AND
  CARE ABOUT THEM.
• DEMONSTRATE HOW YOUR SERVICES WILL ASSIST THE
  BUSINESS BOTTOM LINE.

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VALUE SERVICES

• WHAT ARE VALUE SERVICES?
• Services from your organization which help the
  business and ensure they will continue to work
  with you.
• Services which are needed by the business to help
  make a profit.
• Services which the business can count on being
  delivered in a timely and responsive manner.
• Services which are of high quality.
• Provide value services first not adding value
  later.

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VALUE SERVICES

• EXAMPLES
• Stay in touch with your business customer! (short
  term and on-going)
• Create a sense of urgency in delivering services
  and interacting with business customers.
• Create services to meet the needs of the business
  customers. (complete tax credits applications for
  business, dedicate a staff person to work with
  the business, provide on-going seminars for
  business staff)

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VALUE SERVICES

• EXAMPLES
• PROVIDE FOLLOW-UP SERVICES AND CREATE FEEDBACK
  PROCESS!
• CREATE A SEAMLESS SYSTEM TO RESPOND QUICKLY TO
  BUSINESS NEEDS.
• ADOPT THE CUSTOMER IS RIGHT ATTITUDE !
• SHOWCASE BUSINESS SUCCESSES WITH HIRING AND
  MAKETING TO PEOPLE WITH DISABILITIES.

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VALUE SERVICES

• EXAMPLES
• IDENTIFY WAYS TO SHOW HOW YOUR SERVICES SAVES
  TIME AND MONEY FOR BUSINESS.
• HELP BUSINESS WITH RETURNING EMPLOYEES BACK TO
  WORK OR HELPING THEM TO STAY ON THE JOB.
• SHOW HOW YOUR SERVICES CAN MINIMIZE THE RISKS FOR
  THE BUSINESS IN HIRING AND ACCOMMODATING WORKERS
  WITH DISABILITIES.

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ITEMS TO CONSIDER FOR PROVIDING VALUE

• OFFER TO CHANGE OFFICE HOURS
• OFFER TO ASSIST IN FILLING OUT TAX CREDIT FORMS.
• PROVIDE NO COST TRAINING.
• PROVIDE CONSULTATION ON ACCOMODATIONS
• PROVIDE ADVICES ON JOB DESCRIPTIONS.
• DESIGNATE ONE PERSON TO BE A LIAISON TO THE
  BUSINESS.
• OFFER TO DO WORKSITE EVALUATIONS
• SHOW CASE SUCCESS STORIES WITH MEDIA AND OTHER
  BUSINESSES

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NETWORKING it is not work it is networks

• EVERYBODY EVERYWHERE!
• GET CONNECTED!
• SPEND TIME WITH PEOPLE YOU DO NOT KNOW!
• DEVELOP A PLAN ( WHERE WHEN)
• GET INVOLVED WITH OTHER GROUPS NOT JUST ATTEND
  MEETINGS!

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KEY TO SUCCESS

• RELATIONSHIPS, RELATIONSHIPS, RELATIONSHIPS,
  RELATIONSHIPS,
• RELATIONSHIPS, RELATIONSHIPS,
• RELATIONSHIPS, RELATIONSHIPS
• RELATIONSHIPS, RELATIONSHIPS

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MISTAKES

• Wasnt persistent enough!
• Didnt build trust!
• Didnt convey the value!
• Under sold the agency!
• Lacked confidence and excitement!

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BUSINESS PARTNERSHIPS- WHAT BUSINESS WANTS

• SINGLE POINT OF CONTACT!
• SIMPLIFIED PROCESS!
• SERVICE AFTER THE PLACEMENT- RETENTION SERVICES!
• ADVERTISE SUCCESS STORIES!
• GET INVOLVED WITH BUSINESS GROUPS!

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TECHNIQUES FOR YOU!!!

• DEVELOP A SCRIPT!
• PRACTICE!
• OVERCOME YOUR NERVES!
• USE YOUR TOOLS!
• VOICE
• BODY LANGUAGE
• BRAIN
• RELATIONSHIPS

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RECAP

• DIALOGUE AND NETWORK
• DETERMINE THE BUSINESS NEEDS
• DEVELOP LOTS OF RELATIONSHIPS WITH BUSINESSES
• SERVE THE BUSINESS WITH QUALITY
• FOLLOW THE ADVICE OF THE BUSINESSES HIGHLIGHTED
  ON THIS WEB CAST

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Web Site Resources!

• VCU-RRTC- www.worksupport.com
• SHRM www.shrm.org
• US BLN www.usbln.com
• Walgreens www.walgreensoutreach.com
• Project Search www.projectsearch.org
• ADA Disability Business Technical Resource
  Center. www.adata.org
• U.S. Chamber of Commerce
• www.uschamber/cwp.com

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QUESTIONS ANSWERS