Goodwill of Middle Tennessee Making Successful Connections with Employers for: Nashville Workforce Network April 16 th, 2014 – Alan McMillen

Goodwill Fast Facts  Goodwill Sales and Business Development:  1300 Business Customers (2013)  10% (130) provided 50% of the business  1% (13) provides 25% of the business  Top 6 Customers hired well over 100 clients each. Very Engaged!  Counselors - responsible for cultivating their territories  All were given a 15 page guide on business development  We are striving to be a data driven, sector based, sales force.  We use Top 25 & individual Top 10 rankings similar to Dow Jones for Trending.  We have implemented Sales Force in Career Solutions for 50 Users.  Our 6500 placed clients in 2013 would make us the largest “staffing company” in Middle Tennessee.

How do you meet new Employers?  How do you meet New Employers :  Warm Leads – Individual referrals, chance meetings, encounters.  Trade Association Groups – GNHA, Boma,  Trade Shows & Conventions – SEA, Business Fairs, etc..  Business Interest Groups – Positional Interest Groups – Business Development roles in NTC, Chamber, Logistics, speaking opps.  Peer Networking Groups – NP’s, SE, Community Organizations  Chamber – Your local Chamber. Volunteer Leadership positions.  Focus Groups – sectors you currently work in or would like to work.  Ask for advice. Recognize them as SME’s.  Social Occasions – Mixers, Openings, Awards, Recognitions, etc.

How do you meet New Employers (Continued):  How do you meet New Employers (Continued):  Linked In:  Linked In Groups – find your field, and – not just the obvious group.  Linked in Content – comment, offer suggestions,  Follow: Companies, thought leaders, local industry leaders.  Cold Calls – “you can almost always find something warm to talk about”!  **”Don’t neglect an underdeveloped existing customer, in pursuit of an overqualified new prospect”.  Referrals – Ask for them – at and on your customer’s own terms.  Networking – not so much the physical “where”… but the “why”, “how” and “when”. You are always networking.

How do you sell your candidates as good hires?  How do you sell your candidates as good hires?  Know your Market  Business – Pursuit of the right sectors, markets.  Client – use interests, aptitude, behavior traits, passions.  Know your limitations – don’t force the business or the client.  Use data to tell your story  Turn to history. Find and use previous successes.  Show how you helped a “friendly competitor” in the market.  Present specific experience. Prospects want to know how you have succeeded in their market!

Example data I might use in a presentation  Example of some detail I might use in a Presentation:  Job candidates are Pre-qualified, Pre-screened, assessed and counseled towards becoming the best possible job applicant.  “GCS has helped find jobs for 310 retail associates, cashiers, store associates, sales associates, stockers and merchandisers YTD (2011).”  Our Retail Trak training program was designed with retail stores, retail workers and customer service in mind.  As a Service Agency – we can ask questions and uncover potential issues more easily than HR staffs, 3 rd party staffers, internal recruiters.  More cost-effective than 3 rd party workforce development agencies

Example data I might use in a presentation Example Data: Hires YTD: EmployerTitleHours WagePlacedLocationSupervisor #ClientStatus Retail Associate40 3/1/2011Springfield Full Time Cashier20 5/6/2011Franklin Part Time Sales Associate20 6/2/2011Nashville Part Time Sales associate35 7/16/2011Union City Full Time Associate40 1/24/2011Springfield Temp/Full Cashier20 8/31/2011Nashville Part Time Store Associate10 1/1/2011Cookeville Part Time Sales Associate25 5/13/2011Cookeville Part Time Stocker25 7/5/2011Mt. View Part Time Stocker25 9/15/2011Franklin Part Time

Additional Tips for connecting with Employers  Deemphasize the “sell” only aspect of relationship  By its very nature, a “sale” can be perceived as “one time”. A true partnership takes many visits, layers & touch points.  Sell >>> Develop >>> Engage >>> Repeat Sales >>> Multiple touch points >>> Deeper engagements across multiple levels.  Appeal to shared interests, concerns and needs  How do you match with Corporate Social Goals, Passions?  Research your Prospect ahead of time.  Don’t try to solve all problems - just get invited to the dance.  “Win the day with business strategy and let your Mission concern be an additional Bonus”!

Contact Information Alan McMillen Director of Business Development Goodwill of Middle TN. Goodwill Career Solutions