Presents Business Engagement Strategies: In Search of Opportunities, Not Openings Presented by Rob Hoffman 18th Annual Employment Supports Symposium

NOTHING

Business Engagement Any form of contact between an organization and an employer that attempts to effect a change in knowledge, practices, and behaviors to benefit both. Goal: To create fundamental changes in the way employers think and act in terms of disability employment efforts. © Employment Analytics

Engagement Means Making a Commitment Requires Information What How Why © Employment Analytics

Analytical/Technical What you do (or will do) 2 Perspectives Agency/Job Candidate Business What? © Employment Analytics

Behavioral How it works (Process) 2 Perspectives Agency/Job Candidate Business How? © Employment Analytics

Why it makes sense (Trust) 2 Perspectives Agency/Job Candidate Values/Beliefs Why it makes sense (Trust) 2 Perspectives Agency/Job Candidate Business Why? © Employment Analytics

Business Engagement Consumer Focused Stakeholder Focused Focuses on products and services the business will use For organizations, the products are human resources and the services they are funded for It can be more of a sales approach How we typically communicate What: Support people to find employment How: Job development, placement services Why: the business has an opening Stakeholder Focused The business helps shape the product and services supplied It’s about understanding the employer’s needs and expectations and providing quality services and candidates It’s a Partnership Approach © Employment Analytics

Why We Need to Shift (At Cross-Purposes) Priorities Employers Make a profit Provide good service Have employees who are: Friendly Productive Dependable Systems that are: Simple Effective Efficient Sustainable Employment Providers Placements It’s not about how many placements… It’s about how more partnerships lead to more employment opportunities © Employment Analytics

Business Engagement Alignment Values Strategies Priorities Employers Organizations © Employment Analytics

Business Engagement Process Information Resources → Awareness Commitment, Action → Engagement Knowledge, Experience → Acquisition Internal /External → Continuous Improvement Information Resources Awareness Engagement Commitment Action Knowledge Experience Acquisition Continuous Improvement Internal External © Employment Analytics

Business Engagement Strategies Business Case Myths/Facts B2B Marketing Awareness Engagement Info Interviews Tours Work Exp. Hire Business Case Myths/Facts; B2B Marketing → Awareness Info Interviews, Tours, Work Exp., Hire → Engagement Processes, Outreach, Strategies → Acquisition Processes, Strategies, Policies, Promote (B2B) → Continuous Improvement Processes Outreach Strategies Acquisition Continuous Improvement Processes Strategies Policies Promote (B2B) © Employment Analytics

EMPLOYER DEVELOPMENT © Employment Analytics

Marketing & Employer Development Positioning Prospecting Preparation & Promotion Presentation Proposals Cycle of Positioning → Prospecting → Preparation & Promotion → Presentation → Proposals Presentation & Proposals = Engagement Engagement Employment Analytics 2011 All Rights Reserved © Employment Analytics

Perceptions of what we do Positioning Positioning Past / Current → Perceptions of what we do Future → What we want them to know we do; Strategies Perceptions of what we do Past Current What we want them to know we do Strategies Future Employment Analytics 2011 All Rights Reserved © Employment Analytics

Existing Relationships Prospecting Prospecting Existing Relationships Candidate Pool Existing Relationships Labor Market Supply / Demand Missing Segments Candidate Pool Labor Market Supply/Demand Missing Segments Employment Analytics 2011 All Rights Reserved © Employment Analytics

Preparation & Promotion Consistent Message Customer Groups Consistent Message Features & Benefits Business Language Customer Groups Business Language Features & Benefits Employment Analytics 2011 All Rights Reserved © Employment Analytics

Preparation & Promotion Language Preparation & Promotion Job Development Job Coaching Supported Employment Assessment Job Coaching Job Development Assessment Supported Employment Employment Analytics 2011 All Rights Reserved © Employment Analytics

Preparation & Promotion Language Job Coaching Job Development Assessment Supported Employment Employment Analytics 2011 All Rights Reserved © Employment Analytics

In Search of Opportunities… Not Openings! Presentation “Leading with asking for jobs is like asking someone to marry you on the first date” Our mantra needs to be: In Search of Opportunities… Not Openings! © Employment Analytics

Gaining Knowledge & Information Presentation Presentation Tailored Message (WIIFM) Introduction Tailored Message (WIIFM) Gaining Knowledge & Information Needs Discovery Introduction Needs Discovery Gaining Knowledge & Information Employment Analytics 2011 All Rights Reserved © Employment Analytics

Meet them where they are at Proposals Proposals Meet them where they are at Based on Needs Meet them where they are at Benefits Added Value Transfer Ownership Based on Needs Benefits Added Value Transfer Ownership Employment Analytics 2011 All Rights Reserved © Employment Analytics

Engagement Strategies Informational interviews/exploratory meetings (formal/informal) Learn about the business Positions, culture, values, etc. Expectations, what they look for in employees Business needs/Pain Points Diversity objectives Determine knowledge/experience-disability/disability inclusion Make it easy for them to engage © Employment Analytics

Make it Easy to Engage Level 1 Level 2 Level 3 Limited Knowledge & Experience Provide Information Training/Awareness Peer Consultation & Support Level 2 Has some understanding but limited experience Information/Support Engagement: Info. Interviews Job Shadow Work Experiences Hire Level 3 Has experience Efficient Recruitment Solutions Retention Strategies Customized Employment Hiring Initiatives Opportunities to share experiences and promote their efforts Level 1 (lower Commitment ~ ROI) Limited Knowledge & Experience Provide information Training / Awareness Peer Consultation & Support Level 2 (Mid-level Commitment ~ ROI) Has some understanding but limited experience Information / Support Engagement Info. Interviews Job Shadow Work Experience Hire Level 3 (High level of Commitment ~ ROI) Has experience Efficient Recruitment Solutions Retention Solutions Customized Employment Hiring Initiatives Opportunities to share experiences and promote their efforts Lower Commitment ~ ROI Higher Employment Analytics-2017 © Employment Analytics

Questions Contact Information: Rob Hoffman 816.258.1789 rob@employmentanalytics.com employmentanalytics.com Gkcbln.org © Employment Analytics © Employment Analytics