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

2. 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.

3. 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.

4. 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.

5. 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!

6. 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

7. Example data I might use in a presentation Example Data: Hires YTD: EmployerTitleHours WagePlacedLocationSupervisor #ClientStatus Retail Associate40 3/1/2011Springfield615-867-5309Full Time Cashier20 5/6/2011Franklin615-867-5309Part Time Sales Associate20 6/2/2011Nashville4615-867-5309Part Time Sales associate35 7/16/2011Union City270-867-5309Full Time Associate40 1/24/2011Springfield615-867-5309Temp/Full Cashier20 8/31/2011Nashville2615-867-5309Part Time Store Associate10 1/1/2011Cookeville931-867-5309Part Time Sales Associate25 5/13/2011Cookeville931-867-5309Part Time Stocker25 7/5/2011Mt. View615-867-5309Part Time Stocker25 9/15/2011Franklin615-867-5309Part Time

8. 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”!

9. Contact Information Alan McMillen Director of Business Development Goodwill of Middle TN. Goodwill Career Solutions 615-346-1647 alan.mcmillen@givegw.org