1. Making it Personal: Provider workshop Steve Scown

2. Workshop aims To enable participants to consider the key questions Dimensions faced during our journey. To enable participants to explore areas prompted by the presentation

3. What Paul wants Paul has an Individual Budget of £34k. Paul pays Dimensions £22k a year for:  Support in the mornings whilst his Mum is at work  Support 2 days a week whilst he works in a garage keeping the floor clean and the place generally tidy  Support every 4 th weekend whilst he goes away for short breaks – either camping or on a city break One of his support workers is his cousin at his family’s insistence. Paul is offering a one-off £3k payment if Dimensions can find him a job which he can keep for 6 months.

4. In groups please consider How will you ensure Paul and his family/circle of support knows about you? What are the ways families can learn about your organisation?

5. Who’s heard of your organisation? Who answers the phone? How do you know how well they answer it? How aware are your staff that they are now sales people? Questions to ponder…

6. What do you want Paul and his family to think of you and your company?

7. Which brands spring to mind and are they good or bad – and what makes you think that?

8. Your organisation’s brand What five words would be used by the person who really likes your organisation a lot?

9. Your organisation’s brand What five words would be used by the person who really doesn’t like your organisation?

10. What do people say about your organisation behind your back? What evidence do you have? How could you really find out what they think? How can you improve their opinion? Questions to ponder…

11. Which role in your organisation would be sent out to meet Paul and his mum?

12. Questions to ponder… How much priority will their enquiry be given? How many people will be involved in your decision making/ What will you negotiate on What are your red lines?

13. So how about the money?

14. Overhead activity ABC/ Insurance Model/ Variable Input Premiums Client Group/ Postcode Specials Refunds/ discounts / free offers

15. What will you offer Paul and his family/circle of support?

16. One-off Offers Something a family may purchase which may or may not lead on to further business  Facilitation of a PCP  Support Design  Behaviour Analysis Review  AT Assessment  Holidays  Service Design  Benefit Review  H&S Environment Review  Housing Brokerage

17. Defined Term Offers Something a family may buy for a fixed period of time with a pre-determined out-come Life skills training Community integration Active support Job skills training Facilitation of PC Review

18. On-going Offers Something a family would purchase without an end timeframe  Personal care & support  Sleep-in  Live-in Support  Short Breaks  Training of PAs  Quality Assurance  Waking night  Housing related support  Recruitment of PAs  Management of team of PAs  On-call & out-of-hours support

19. Questions to ponder… How much priority will their enquiry be given? How many people will be involved in your decision making/ What will you negotiate on? What are your red lines?

20. In pairs Please select one of the Dimensions offers

21. In pairs Identify three characteristics that would convince a family to pay a price 10% more than your competitor.

22. How will you help Paul recruit the right people?

23. What makes a good support worker good?

24. What are the different characteristics between a good support worker in a residential care home and a good personal assistant?

25. In pairs – 5 mins How could you test new applicant’s suitability to be a personal assistant?

26. You Decide – We Employ

27. Question to ponder… How comfortable would it be for you / your managers / your HR department to let go to the extent of “You Decide, We employ”?

28. Bespoke- Person Specification - Job Description - Employment Contract - Rate of Pay

29. Question to ponder… Could your organisation agree to increase the pay of a personal assistant if the family offered to top it up? If you contract a personal assistant to work with Paul, how would that change your HR current practices?

30. “ I am always doing what I cannot do in order that I may learn how to do it.” Pablo Picasso

31. The money Individual allocation Identify each person’s share of the funding we receive based upon their individual need Core support and shared costs Identify what support and costs are necessary as a result of the service being shared In my personal control Identify ways of enabling each person to maximise their control over what resource they have once they’ve paid their share of the core support and shared costs

32. The current model A 6 bed home with a budget of £300k Each placement is charged at £50k per person Occasionally extra costs on an individual basis can be negotiated

33. The ISF model (1) A 6 bed home with a budget of £300,000 Person A: individual allocation of £50k Person B: individual allocation of £42k Person C: individual allocation of £45k Person D: individual allocation of £53k Person E: individual allocation of £65k Person F: individual allocation of £45k

34. The ISF model (2) From the budget of £300k Core support costs are determined to be: £30k x 6 Shared costs are determined to be: £10k x 6 Total budget for core support and shared costs is £240k

35. The ISF model (3) Leaving In My Personal Control money as: Person A: £10,000 (£50k – £40k) Person B: £2,000 (£42k – £40k) Person C: £5,000 (£45k - £40k) Person D: £13k (£53k - £40k) Person E: £25k (£65k - £40k) Person F: £5K (£45k - £40k)

36. The ISF Questions What areas of your budget would not comprise shared costs or core support? How much of someone’s in my personal control money could be spent with another organisation? What will happen if a session someone is buying from you is cancelled due to an agency staff replacing the named person? How much surplus will you expect to include within your costs? Will you be able to repay any unspent in my personal control money?

38. Questions to ponder Do you believe your organisation needs to change anything to respond better to the challenges of responding to someone with a personal budget? Do you think the decision makers in your organisation would agree with you?

39. And finally… What are you going to do as a result of hearing what you’ve heard?

40. Any Questions?