Retaining your Employer Relationships January 10, 2013 Katherine McCary Martha Artiles Managing Partners C5 Consulting, LLC 1

Agenda Terminology Defining a Strong Employer Relationship Balancing your Time 80/20 rule Maintaining & Retaining Moving from Good to Great Problem Solving the OOPS Issues Addressing the Problem Client Loss Summary Q&A About C5 Next Webinar 2

Terminology Candidate- the person you represent and support in finding employment (consumer) Client- the Business who hires your candidate (employer) Employer Network- Employers with which you have built positive and on-going relationships Sales – you are “selling” a service and product 3

Defining a Strong Relationship What are components to a successful employer relationships? Trust Mutual Benefit Recognize your Responsibility in the Relationship Respect Professionalism Keep Commitments Open Dialog Open to New Ideas Honesty Confidentiality 4

Employer Expectations for a Good CBO Relationship Focus on the client needs and candidate match Go Above and Beyond Provide on-going support (without placement) Look for non-traditional ways to support Brand YOURSELF as the expert 5

Balancing Your Time Your time is valuable- Is it productive? Are you uncovering new needs? Are you learning about the culture? Are you creating positive touch points? 6

80/20 Rule Sales performance measures. Are you practicing? 80% of your time should be spent with the top 20% of your clients 7

Maintaining & Retaining Ask for a meeting when things are going well! Stay focused on the business case for inclusion. Listen for future opportunities. Monitor their website and company news. Ask for a testimonial or referral (may I give your contact info to a new client?). 8

Moving from Good to Great Be the Go-To-Partner for resources beyond your scope. Ask for opportunities to meet and train hiring managers and/or HR teams. Invite your client to attend informative meetings. Become an expert of Section 4212 and Section 503 changes. Send news articles of interest or Linked In groups. Send personal thank you notes. 9

Problem Solving The OOPS Issues When you place a candidate who is not successful, what are the typical reasons? Skills Culture Fit Candidate unhappy 10

Addressing the Problem Listen carefully. Ask open-ended questions. Apologize and accept the responsibility. Partner to resolve the situation. Determine what you need to improve upon. Ask for the opportunity to continue the relationship. 11

Client Loss Some business relationships fail, regardless of your efforts: Do Not Burn any Bridges! Be Professional. Be Respectful. Follow up at an Appropriate Time. Don’t Take it Personally! Know that Things do Change- Future has Potential. 12

Summary Its all about relationships Dynamic and proactive Continually and consistently add value Keep educating yourself Be the community expert Focus on long term 13

Q&A What questions do you have for us? 14

About C5 C5 Consulting, LLC was created by two former senior business executives steeped in global diversity and disability leadership who saw the significant need for collaboration of all those engaged in inclusion strategies to move the employment opportunities forward for individuals with disabilities and gain return on investment for talent and shareholder value. Their combined expertise of more than 65 years in Corporate America means that clients can rely upon their business acumen to help promote diversity for business success. To change the landscape of diversity, disability must be included as a strategy. C5 takes a collaborative approach to moving the needle to full inclusion, benefiting business through innovation, access to talent, increased market share and supplier diversity, therefore improving organizational performance. Certified WBE, Disability Owned & Operated 15

Our Mission C5 Consulting helps organizations change their culture to include people with disabilities in the workforce to ensure diversity and business success Our Services Private and Public Sector, Community Based Organizations, Government, Business Leadership Network Affiliates Contacts Martha Artiles, Managing Partner Katherine McCary, Managing Partner 16 C5 Consulting, LLC

Upcoming APSE C5 Webinar “Crafting Your Elevator Speech - What Works for Introducing Yourself to an Employer” February 27,