Job Development

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Job Development Marketing Helping Students
Find and Keep Great Jobs
GET A JOB!

• Postsecondary Education Research Center
• TransCen, Inc.
• November 6, 2007
• North Haven, CT

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Amy Dwyre, M.S.

• adwyre_at_transcen.org
• 443.416.4078

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Why are we here?

• Role of the School Systems
• Role and Choice of the Students
• Role of a Job Counselor/Developer
• Approaching Businesses
• The Art of Networking
• Customizing Opportunities
• Student Independence on the Job

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Where were we?

• Its not the job of the School System
• Hire the Handicapped Beg, Place and Pray
• Social service agencywe need your help
• Job Coaching 2 for 1
• Highest Turnover Jobs
• 5 Fs Can you name them?

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Where must we go?

• Early Equal Opportunities
• True Universal Access
• Increased Skill Sets
• Job Retention and Career Growth
• Schools and Disability Agencies Recognized as
  Necessary and Viable Businesses

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How will we get there?

• School Systems as a Business
• Understand Todays Job Market
• Partner with Business
• Partner with Applicants
• Network, Network, Network
• Become a consultant

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Successful Employment Means

• Individually placed in a position that matches
  skills and interests
• Directly hired at a competitive wage
• Integrated, interesting environments
• Career advancement opportunities
• Employer commitment and involvement
• Customer satisfaction (employer/employee)

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Job developers must

• Find employment opportunities that match a job
  seekers interests, skills and personality
• Develop positions that will maximize abilities
  and minimize disabilities
• Have an in-depth understanding of both the job
  seeker and how a business works
• Offer employers something they value

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Everyone is Job Ready

• Believe in your job seeker
• No prerequisites
• Work with current skills
• Look for positions based on interests and hobbies
• Find a position that maximizes abilities and
  minimizes disabilities

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ROLE CHOICE OF THE APPLICANTGet to Know your
Jobseekers

• Positive Personal Profiles
• Use with a current student
• Using this information for job development

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How well do you know your jobseeker?

• Have you spent time with your jobseeker
• at school?
• at home?
• in the community?

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Job seeker Roy

• What the file said
• Attention deficit
• cant sit still
• cant concentrate on tasks
• Limited academic skills

• What we said
• Active guy
• Likes to move
• Likes variety
• Can match numbers and use site words
• Loves cars

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What does your Jobseeker have to offer to
Employers?

• 3 Specific Skills
• 3 Interests or Hobbies
• 3 Positive Personality Traits
• Your job is to KNOW them,
  then SELL them!

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Role of the Jobseeker
THEN
NOW

• Career Exploration
• Career Preparation
• Job Search
• Employed
• Career growth
• Independent Job Search

• Passive
• InterestJob
• No resume
• Not involved
• Placed
• Maybe a success
• Back to square one

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Choice for the JobseekerCareer Dreams

• How do we become aware of the world outside our
  own immediate experience?
• 
  EXPOSURE

EXPOSURE
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Why do our students want to work?

• Make money
• Make friends
• Learn something
• Want to be helpful or productive
• Im bored
• Im supposed to go to work

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Exposure Precedes Interest
What are some ways to expose individuals to the
larger world outside their immediate experience?

• Exposure LEADS to Interest
• Interest FUELS Motivation
• Motivation LEADS to Action

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What are Employers Looking for in Students?

• Understanding work v. street
• Motivation and good attitude
• Basic skills
• Reliability
• Appropriate dress and behavior

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How Do You Start?

• The MUST ANSWER Question
• Who are you and what do you do?
• You are at a networking event
• Write a 2-3 sentence answer

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Employers Want to Know

• Why do you want to work here?
• Employees interest, motivation
• What can you do for my company?
• The business benefits are
• Spend less money
• Make more money
• Improve efficiency/productivity
• Improve customer relations

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Use BUSINESS LANGUAGE!

• Avoid Rehab Jargon
• Understand Industry
• Use Industry Jargon
• Research Companies

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Rehab/School to Business Translator

• Mobility training
• On the Job Evaluations

• Transportation training (teach to ride the
  bus)
• Performance Evaluation

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Rehab/School to Business Translator

• Job Placement/ Placing people

• Assist people with... finding jobs, becoming
  employed, being hired
• Assist companies with... recruiting, hiring,
  staffing

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Rehab/School to Business Translator

• Working interview
• Job Modification
• Assistive Devices
• Job Carving

• Skill demonstration
• Job Accommodation
• Reasonable Accommodation
• Restructuring of a position

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Rehab/School to Business Translator

• Job Coaching
• Social integration
• Integrated work environment

• Post hire service
• Social/Holiday Events
• Opportunity to work as a team member

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Rehab/School to Business Translator

• Job coaching
• Job counseling
• Job modification
• Job intervention
• Site visits
• Fading
• Follow-up Services

• Consultation
• as needed

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The Art of Networking

• Majority of jobs are NEVER advertised
• Filled through word of mouth-a.k.a. Networking!

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What is Marketing?

• Any activity that informs a target group or
  individual that
• You EXIST, and
• The QUALITY of your products and services is
  worthwhile

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What is Marketing?

• An attitude which clearly appreciates and
  understands that all success stems from
  satisfying someone else

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Most Common Marketing Mistake

• HELP WANTED
• Company looking for individual with significant
  cognitive impairment with extensive history of
  behavior problems. Supportive co-workers. Call
  for an application.

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Two Levels of Marketing

Broad Based Building relationships now and
for future payoff
Candidate Based Matching individual Skills with
specific needs of an employer
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Marketing Strategy

• Know what employers want and expect

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Marketing Strategy

• Professionalize all Print Materials and Letters

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Marketing Strategy
Ask for the Sale!
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Sell your services Features to Benefits

• AGENCY FEATURES
• Employment Specialist
• Applicant Screening
• Training Consultation
• Applicants

• BENEFITS FOR EMPLOYERS
• Single point of contact
• Recruitment assistance
• Provide follow-up
• Pre-screened applicants
• Reduce recruitment costs
• Customized response to Human Resource needs
• Educating employers in managing a diverse
  workforce
• Providing an expanded labor pool

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Cover Letters and Resumes

• Approach businesses in a business fashion
• Cover letters
• Short and sweet (3-4 paragraphs)
• Addressed to a specific person
• Solutions and/or persons interest and relevant
  skills
• Resumes
• The 5-second rule- relevant information only
• Tailored for each employer
• Do not overstate experience or skills

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Employment Proposals How can you get employers
involved?

• Mock interviews
• Employer mentoring
• Job Trial/Shadowing
• Internship
• Conduct a class
• Assessment site
• Part-time employment
• Training opportunities

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Working Relationships and Marketing

• Evolve over time

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Customer Service
Underpromise and Overdeliver
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Customer Service
Beg for Complaints!
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Customer Service
Respond Quickly
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Customer Service
Be on the lookout for Coffee Stains
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Customer Service
Identify Silk Ties
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Customer Service
Cultivate a Sense of Humor
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What is Customized Employment?

• Negotiating a specific job position that meets
  the needs, interests and skills of a
  student
• AND
• matches the specific needs and business
  opportunities of an employer

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What are the steps?

• Get to know your student very well
• Get to know a business very well
• Take a tour and ask questions
• Recognize areas of need
• Develop a Task List
• Job description specific to that business needs
  AND students skills and interests
• Negotiate the position
• Proposal Letter

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Developing Task Lists

• To develop a task list
• Tour the company (or a similar business)
• Read current job descriptions
• Look at how the company is organized
• Find someone in the industry to provide
  information and proof your list

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Purpose of a Task List

• Gets the employer thinking
• Highlights employers needs and students skills
• Uses employers jargon and organizational terms
  to show you understand their industry
• Solves the employers needs
• Gives employers a product to share with upper
  management

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Tryn

• Just completed high school
• Loves theater, takes voice lessons
• Participated in Youth Theater and
• Dreams of being a actress
• Limited clerical experience while in school

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American Conservatory Theater

• ACTs staffing issues and concerns
• Seasonal fluctuations
• Nonprofit (perpetually broke)
• Small departments
• Used temps for admin. needs

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The Task List

• The employers needs translated into these tasks
• Tryn floats between departments seasonally
• Collates new hire info packets and files employee
  information
• Processes marketing mailings and enters new
  subscriber or donor information into databases
• Photocopies and binds scripts for Conservatory
• Enters customer satisfaction survey results
• Invoices costume rentals
• Ushers for matinee shows

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Addressing Employer Concerns
Expertise Do I (the supervisor) have the skills
necessary to work with people with disabilities?

• Ability
• How can I determine if an applicant with a
• disability has the ability to perform the job?

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Addressing Employer Concerns

• Failure
• What if I hire a person
• with a disability and
• s/he is unable to do
• the job? How will s/he
• handle the failure?

Interview How do I interview a person with a
disability? Does the ADA allow me to ask the
questions I need to ask in order to determine
if s/he can do the job?
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Addressing Employer Concerns
Time Will it take more time to hire and train a
person with a disability?

• Quality and Production
• Will I have to accept poor quality
• or lower production rates if I hire
• a person with a disability?

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Addressing Employer Concerns

• Communication
• Will it be difficult to
• work with someone
• who has a
• disability which affects
• her/his communication?

Safety Will people with disabilities experience
more on-the-job injuries or pose a safety risk?
What about workers comp costs? What about
emergencies, fire, etc?
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Addressing Employer Concerns

• Accommodations
• What will hiring a person with a disability
• cost my company? Will I know
• what special modifications will be needed?

Salary What salary range/wage per hour is fair
to offer a person with a disability?
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What is a Job Coach?

• As a job coach, what are your main goals?

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What does an effective Consultant do?

• Conduct an inventory of internal expertise
• Assess organizational needs
• Communicate new ideas or clarify old ones
• Facilitate decision-making and planning
• Demonstrate new techniques
• Instruct clients in new techniques
• Enable clients to do for themselves
• Follow-up after the service

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Who are your Clients?

• Student
• Employer Includes managers, direct supervisors,
  the secretary, daily co-workers
• Family members
• Colleagues

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Changes in Supported Employment in the last
decade

• Natural Supports
• Self-determination and choice
• Customer empowerment
• Serving people with more severe disabilities
• Multicultural issues
• Collaboration
• Community On-the-Job Training

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Changes in Business in the last decade

• Diversified and multicultural
• Cross-training
• Temporary services
• Downsizing/Rightsizing
• Employee empowerment
• Emphasis on work teams
• Mentoring programs
• In-house education/retraining

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What is a Natural Support?

• A definition of natural supports is
• Examples of a natural support

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Job Coach Model vs. Consultant Model

• Focus on person with a disability
• Disability provider provides support
• Disability provider as change agent
• Job coach conducts job analysis
• Job coach trains employees
• Job coach teaches work skills
• Job coach teaches social skills
• Job coach provides ongoing support
• Job coach retrains for job changes

• Focus on person in environment
• Work environment provides support
• Employer as change agent
• Consultant, employee, and employer analyze job
• Consultant trains employer
• Employer teaches work skills
• Employer teaches social skills
• Consultant provides on-going consultation
• Employer retrains