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

2. NOTHING

3. 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

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

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

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

7. 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

8. 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

9. 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

10. Business Engagement Alignment Values Strategies Priorities Employers
Organizations
© Employment Analytics

11. 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

12. 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

13. EMPLOYER DEVELOPMENT
© Employment Analytics

14. 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

15. 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

16. 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

17. 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

18. 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

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

20. 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

21. 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

22. 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

23. 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

24. 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

25. Questions
Contact Information:
Rob Hoffman
employmentanalytics.com
Gkcbln.org
© Employment Analytics
© Employment Analytics