Michael Callahan Marc Gold & Associates January 13, 2010 Conducting an Employer Needs Analysis and Job Development Strategies for Customized Employment Negotiating a customized employment relationship based on employer needs Michael Callahan Marc Gold & Associates January 13, 2010

From the Employer’s Side Unmet workplace needs Customized Employment provides a strategy for employers to focus on the unmet needs that inevitably occur in a time of multi-tasking, high expectation demand. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

From the Employer’s Side Tasks better performed by others Customized Employment can focus on the discrete tasks of job descriptions relating to highly skilled and credentialed positions in workplaces. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

From the Employer’s Side Specific employee competencies Customized Employment can utilize specific job seeker competencies based on discovering their “strengths, needs and interests” and matches and negotiates with existing employer needs. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Value Added to Employers: The Customized Process Discovery Capturing discovery through profiles Customized employment planning Portfolio/visual resume development Job development representation/ Needs Analysis Workplace analysis, accommodations, support TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Employer Needs Analysis (pt.1) All workplaces have unmet needs, even when fully staffed, but particularly in difficult economic times TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Employer Needs Analysis (pt.2) Employers can turn each unmet need into a task: Excess data entry Assisting receptionist during heavy calling Performing episodic duties: collating for meeting Augmenting low producing employees Relieving employees during break TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Employer Needs Analysis (pt.3) During Job Development, the Job Developer negotiates to perform Needs Analysis Each unique workplace has needs TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Conducting an Employer Needs Analysis This process can be conducted in three ways: As a part of informational, “discovery” interviews with employers, concurrent with individualized job development As a part of individualized job development, following the tour, one employer at a time As a part of general activity in the community by job developers, family members and job seekers TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Employer Needs Analysis : Informational Interview Contact employer with a rationale of community need Discuss the role of a needs analysis to determine unmet needs for CE Spend discussion time with employer to understand the business Tour the business, thoroughly, noting the culture and various tasks Arrange for an opportunity to spend several hours observing in various work areas TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Job Based on an Informational Interview Identified general needs in: Reception DJs area Advertising Station manager’s office TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Employer Needs Analysis: During Each Contact An Employer Needs Analysis most often negotiated during job development. The analysis typically occurs on the second or third interaction with an employer and often follows the tour of the business. A Needs Analysis may take from 1 – 3 hours or more to conduct, depending on the number of workplace areas to be examined and the size of the business. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Negotiating a Needs Analysis Job developers can offer three options for conducting a Needs Analysis: Conduct the Analysis at no charge to the employer Conduct the Analysis in a partnership between employer representative and provider If desired, have the employer conduct the Analysis without assistance TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Employer Needs Analysis: Employee/ Task focus Target employees performing job tasks to identify possible areas that might need additional support: Episodic duties Tasks better performed by others at a lower pay grade Tasks needing additional production assistance Back-ups/Bottlenecks Material/tool supply Interruptions Wasted motions TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Episodic Task: Setting up a drum set TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Slower Component/ Task Better Performed by Others: Inserting background greenery TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Material Supply: Stocking cash registers TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Wasted Motions: Tool/task assistance TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Employer Needs Analysis: Environmental Focus Notice non-task related issues: Unattended materials/documents Waste/scrap materials Consistent errors Misplaced materials/goods Dusty, broken, dirty goods/materials Missed opportunities Unsafe or unsightly conditions TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Unsafe Conditions: Sweeping laminate chips TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Customers Waiting: Medical Imaging TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Employer Needs Analysis: Customer focus As appropriate, focus on customers who use the business Customers waiting Customers confused Customers needing specific information Customers angry or with complaints Customers needing assistance TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Employer Needs Analysis Employer Engagement Engage employer in a self-analysis of the workplace. Ask employer to consider: Unmet needs – ”Things that need to get done that are not getting done” Tasks better performed by others at a lower pay grade Tasks needing specific productivity assistance TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Unmet Need: Delivery of Faxes TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Unmet Need: Filing and Sorting TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Employer Needs Analysis: General observations in Community Employment staff can take the opportunity to observe unmet needs in a variety of publicly available settings in the community: Outside areas of businesses Inside retail settings, common areas such as malls, etc. While receiving services in community or at home While traveling around community TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

The Sales Aspect of Job Development Customized job development is primarily a negotiation interaction with employers that seeks to find an intersection between employer needs and job seeker contribution. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Successful Job Development Sales focused steps… Prospecting: research and Planning Making employer contacts: getting in the door Holding the initial meeting; making your pitch to explain customized employment Follow-up negotiations- making the final match: Employer / Job-seeker Closing the deal TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Elements of Successful, Individualized Prospecting Determine your negotiables relating to customized employment services. Research the targeted business to obtain information necessary for successful negotiations and matching. Identify already-existing linkages which may be of help in more narrowly targeting and securing jobs. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Elements of Successful, Individualized Prospecting (cont.) Obtain and use referrals which can assist in getting appointments and job opportunities. Develop a system/strategy for compiling and organizing information on employers. Develop and use a business vocabulary and strive to view employment issues both from a business and human service perspective. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Getting in the Front Door Decide on the type of initial contact to use to get an appointment for a face-to-face meeting Third party connection Informal Contact Drop-in Visit Telephone Contact with letter of self-referral TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Initial Presentation Outline (1&2) 1. Introductions Introduce yourself -- business card, referrals Introduce your agency -- brochure, fact sheets 2. Why you are here “We match applicant skills with employer needs” through customized employment TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Initial Presentation Outline (3&4) 3. How we do what we do Use portfolio to explain the negotiation and support strategies to be used 4. Introduce applicant represented Use portfolio to explain the tasks/contributions of the applicant TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Initial Presentation Outline (6) 5. Close the initial presentation Ask for an opportunity to return for additional discussions, a tour of the business and a needs analysis TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Cutting the deal: Follow-up negotiations Offer in-depth information about the training, facilitation and support procedures which are to be offered Learn about and assess the company Handle the negotiation stance taken by the employer Target and define the job tasks to be performed Negotiate the conditions and other employer expectations necessary for success TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Closing the Deal Negotiating customized job descriptions is somewhat different that typical sales. Traditional sales techniques call for “closing the deal” at the end of every sales session. CE requires the development of a relationship and of an understanding between developer and employer. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Closing the Deal (cont.) 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. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Comments & Questions TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Contact Information Michael Callahan Marc Gold & Associates Email: MICALLAHAN@aol.com 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999 TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

THANK YOU! TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved

Disclaimer This presentation was developed by the TACE Center: Region IV ©2010 with funds from the U.S. Department of Education, Rehabilitation Services Administration (RSA) under the priority of Technical Assistance and Continuing Education Projects (TACE) – Grant #H264A080021. However, the contents of this presentation do not necessarily represent the policy of the RSA and you should not assume endorsement by the Federal Government [34 CFR 75.620 (b)]. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 41

Web: TACEsoutheast.org My TACE Portal: TACEsoutheast.org/myportal TACE Center: Region IV Toll-free: (866) 518-7750 [voice/tty] Fax: (404) 541-9002 Web: TACEsoutheast.org My TACE Portal: TACEsoutheast.org/myportal Email: tacesoutheast@law.syr.edu TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 42

Education Credit: CRCC & CEU DEADLINE: Tuesday, January 19, 2010 CRCC Credit (1.5)** Login to MyTACE Portal. Score 80% or better on Post Test within three attempts. Submit online CRCC Request Form.   CEU Credit (0.2) Sign Participant List and complete CEU Form (on day of webinar from Site Coordinator, or after webinar login to MyTACE Portal. Submit Participant List and CEU form to TACE: Region IV by Fax (404) 541-9002. MyTACE Portal: TACEsoutheast.org/myportal **For CRCC credit, you must reside in the 8 U.S. Southeast states served by the TACE Region IV [AL, FL, GA, KY, MS, NC, SC, TN]. If beyond TACE Region IV, you may apply for CEU credit. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 43

Copyright Information This work is the property of the Marc Gold & Associates Permission is granted for this material to be shared for non-commercial, educational purposes, provided that this copyright statement appears on the reproduced materials and notice is given that the copying is by permission of the authors. To disseminate otherwise or to republish requires written permission from the authors. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 44