1. Addressing Employer Misperceptions (Real and Perceived) Rob Hoffman Employment Analytics November 7, 2013

2. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 2 1. insight or intuition gained by perceiving; a way of regarding, understanding, or interpreting something; ( pər ˈ sepSHən) Perception

3. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 3 1. become aware or conscious of (something); come to realize or understand. 2. interpret or look on (someone or something) in a particular way; regard as. synonyms: regard, look on, view, consider, think of, judge, deem ( pər ˈ sēv ) Perceive

4. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 4 In our work, it is more about Social Perceptions-it allows us to understand other people in our social world. Our perceptions influence how we perceive (interpret)

5. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 5 How Perceptions are Formed Information and Experiences going into our brain Misperceptions are formed the same way (bad or faulty information/experiences) Information Experiences

6. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 6 Word of Mouth Media Service Providers Cultural Media Service Providers Word of Mouth Cultural Misperceptions form Information

7. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 7 Misperceptions from Experiences With Individuals With Service providers With Others With Service Providers Other With Individuals

8. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 8 Anticipate > Prepare > Understand>Address>Feedback Continuous Improvement AnticipatePrepareUnderstandAddress Feedback Continuous Improvement Addressing and Preventing Misconceptions

9. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 9 Anticipate common misperceptions Some of these include:  Performance/productivity  Safety concerns  Attendance  Effect on employees/customers  Direct/Indirect Costs (accommodations, longer training period, etc.) Consider framing them as questions/statements you have and/or may encounter  “ We have a lot of dangerous equipment around here”  “Our employees are expected to multi-task” Anticipate Strategies to Address/Prevent Misconceptions - Anticipate

10. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 10 Research and prepare answers/responses Use a variety of sources  Kessler/NOD Survey on Employment of People with Disabilities- http://www.2010disabilitysurveys.org/http://www.2010disabilitysurveys.org/ Input from hundreds of employers Addresses common misperceptions ex.: 81% of employers said employees with disabilities have the same ability to acquire new skills as employees without disabilities.  Information and examples from your organization and business customers  Anecdotal stories Prepare Strategies to Address/Prevent Misconceptions - Prepare

11. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 11 Strategies to Address/Prevent Misconceptions - Prepare Approach from a Business Perspective Use business language i.e. recruitment and retention vs. job development and job coaching Know the features and benefits of services offered to employers Example: Recruitment Assistance (or help finding employees) Work with you to understand expectations, position requirements, etc. to make the best possible job match. Benefits: Save time and $ on hiring, reduce risks, etc. Look at the Business Case: http://askearn.org/businesscase/index.asp http://askearn.org/businesscase/index.asp Prepare

12. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 12 Strategies to Address/Prevent Misconceptions – Prepare Increase knowledge and competence on labor market (trends, issues, etc.) Use your local economic and workforce development offices for information/data  New/expanding businesses  Hiring trends  Gaps (skills, positions, etc.)  Workforce development services Can you tie in your candidates and/or services to any of these? Prepare

13. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 13 Strategies to Address/Prevent Misconceptions - Prepare Develop, track and measure performance metrics and other data for your organization Use for both marketing and addressing misperceptions/questions Key areas should include:  Number of businesses who have hired your candidates (1, 3, 5 years etc.)  Retention rate of these employees (1,3,5 years etc.)  General industries of your employer customers (retail, hospitality, manufacturing, etc.)  Attendance and Safety records  Demonstrated cost savings to your employer customers (direct/indirect)  Others to consider: staff retention rate, avg. years of exp., etc.

14. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 14 Seek understanding and clarification of any misperceptions and/or concerns Must be individualized Incorporate questions into the informational interview process  Get at basis of concerns Real experience or misperception, lack of knowledge/experience, etc. Understand Strategies to Address/Prevent Misconceptions - Understand

15. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 15 Strategies to Address/Prevent Misconceptions - Address Acknowledge and personalize responses Blanket responses are not effective Address specific misperceptions/concerns  Share information and examples  Use a B2B approach…typically the most effective It’s not about convincing someone, it is about giving them information and resources that allows them to move towards resolution (alleviate fears, address misperceptions/myths, etc.) Address

16. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 16 Strategies to Address/Prevent Misconceptions - Address Meet them where they are at Asking for jobs is giving them permission to say no  Ask for time instead Determine there level of knowledge and experience Informational interviews not only help us get an idea of concerns, etc., they allow us to learn about expectations, positions, needs, etc. When it comes to concerns and needs, focus on solutions, not services Address

17. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 17 Strategies to Address/Prevent Misconceptions - Make it easy to engage Level 1 – Lower Limited Knowledge & Experience Provide Information Training Awareness B2B Consultation & Support Level 2 Commitment – ROI Has some understanding but limited experience Information/support Training/Awareness Engagement: Info. Interviews Job Shadow Work Experiences Level 3 Has Experience Training/Awareness Efficient Recruitment Solutions Retention Strategies Customized Employment Corporate Initiatives Opportunities to share experiences and promote their efforts/business Lower Commitment-ROI Higher

18. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 18 Seek feedback and implement continuous improvement efforts Provide excellent customer service Seek feedback on your performance (and act on it) View a business by the potential, not just one placement (the capacity to hire numerous people over time) Think about it like an account and service it appropriately  Keep records (efforts, hires, communications, etc.)  Complete worksite/job analyses  Check in routinely Feedback Continuous Improvement Strategies to Address/Prevent Misconceptions - Feedback

19. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 19 Job Development Exchange (JDX) Southeast TACE formed a JDX Advisory Committee Convened focus groups with job developers in the Southeast

20. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 20 Job Development Exchange (JDX) In response to identified needs the Southeast TACE will offer a series of Professional Learning Experiences on the following topics: I. Addressing Employer Misperceptions (Real or Perceived) II. Getting Past the Gatekeeper to Reach the Decision Maker III. How to Brand Your Job Development Services IV. Managing Stress and Feelings of Isolation Related to Job Development

21. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 21 Job Development Exchange (JDX) Each package will be comprised of: A webinar; One or more user-ready resources; and, Structured opportunities to network with colleagues, businesses, and national authorities.

22. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 22 Learn more about TACE Job Development Exchange www.tacesoutheast.org/network/jdx/ www.tacesoutheast.org/network/jdx/

23. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 23 Questions? Comments?

24. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 24 Register for Upcoming JDX Webinars February 6, 2014 Getting Past the Gatekeeper to Reach the Decision Maker May 8, 2014 How to Brand Your Job Development Services August 7, 2014 Managing Stress and Feelings of Isolation Related to Job Development

25. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 25 Thank You

26. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 26 Education Credits CRCC Credit - (1.5) By November 17th participants must score 80% or better on a online Post Test and submit an online CRCC Request Form via the MyTACE Portal. My TACE Portal: TACEsoutheast.org/myportal

27. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 27 Southeast TACE Region IV Toll-free: (866) 518-7750 [voice/tty] Fax: (404) 541-9002 Web: TACEsoutheast.org MyTACE Portal: TACEsoutheast.org/myportal Email: tacesoutheast@law.syr.edu

28. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2013 28 Disclaimer This presentation was developed by the TACE Center: Region IV ©2013 with funds from the U.S. Department of Education, Rehabilitation Services Administration (RSA) under the priority of Technical Assistance and Continuing Education Projects (TACE) – Grant #H264A080021. However, the contents of this presentation do not necessarily represent the policy of the RSA and you should not assume endorsement by the Federal Government [34 CFR 75.620 (b)].