1. Unbundling Demand: Shifting the Employment Relationship From Competitive to Customized Using unmet needs as a strategy to engage employers Michael Callahan Marc Gold & Associates September 30, 2009

2. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 2 Unbundling Demand Employers have typically met needs by bundling demands into job descriptions. Job seekers with complex lives often don’t have the “whole package” to offer. Tough economic times make it even harder to compete. Customized Employment (CE) allows employers to “unbundle” demand and to take advantage of discrete competencies and meet unmet needs.

3. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 3 From the Employer’s Side Unmet workplace needs- CE provides a strategy for employers to focus on the unmet needs that inevitably occur in a time of multi- tasking, high expectation demand. Tasks better performed by others- CE can focus on the discrete tasks of job descriptions relating to highly skilled and credentialed positions in workplaces. Specific employee competencies- CE can utilize specific job seeker competencies based on discovering their “strengths, needs and interests” and matches and negotiates with existing employer needs.

4. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 4 The Employment Matrix Competitive Employment Customized Employment Natural Supports and Reasonable Accommodation only There are job seekers who will not need either SE or CE to become employed and to stay employed There are job seekers who will need CE to become employed but will not need SE to stay employed Supported Employment and Natural Supports There are job seekers who will not need CE to become employed but who will need SE to stay employed There are job seekers who will need both CE to become employed and SE to stay employed

5. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 5 According to US/DOL: Customized employment means individualizing the employment relationship between employees and employers in ways that meet the needs of both. It is based on an individualized determination of the strengths, needs, and interests of the person with a disability, and is also designed to meet the specific needs of the employer. Customized Employment

6. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 6 The Customized Process Discovery Capturing discovery through profiles Customized employment planning Portfolio/visual resume development Job development representation Here, CE dovetails with Supported Employment Workplace analysis, accommodations, job site support Value Added to Employers:

7. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 7 Benefits of Customized Employment for Employers The discovery process reduces recruitment costs by getting to know job seeker’s “strengths, needs and interests The customized plan helps assure job seekers are connected with potential employers of their interest Employers can target specific areas of workplace need and know the tasks will get done

8. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 8 Features of Customized Employment The customized relationship is completely voluntary on the employer’s part Job seekers are encouraged to allow “positive disclosure” of the work impact of their complexity and challenges Pay can be negotiated from minimum/entry to that typically paid for similar jobs

9. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 9 Features of Customized Employment Applicable to all users of the workforce system and can be offered to an array of potential and current employees Includes on-going supports and other services, as needed Allows employers to meet goals of increasing diversity and hiring individuals with complexities in a way that benefits their business

10. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 10 Customized Job Development In Customized Job Development, Job Developers gets to know one applicant at a time through discovery before meeting with potential employers in the community.

11. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 11 Discovery Allows us to determine who the applicant is, their complexities as well as their potential contributions to employers.

12. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 12 Customized Job Development The Job Seeker’s Conditions, Interests and Contributions are identified through a Customized Planning Process as well as a Task List. The Job Developer then meets with specific employers in an effort to negotiate a customized job description. From a list of potential employers identified during the Customized Plan.

13. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 13 Customized Employment is successful when there is a negotiated fit between the applicant’s “strengths, needs and interests” and the “specific needs of an employer”. Customized Job Development

14. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 14 All workplaces have unmet needs, even when fully staffed, but particularly in difficult economic times Needs-driven Job Development

15. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 15 Employers can turn each unmet need into a task: 1.Excess data entry 2.Assisting receptionist during heavy calling 3.Performing episodic duties: collating for meeting 4.Augmenting low producing employees 5.Relieving employees during break Needs-driven Job Development

16. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 16 Single source jobs : Job descriptions based on tasks derived from a single traditional job Multiple source jobs: Job descriptions based on tasks derived from a variety of jobs Created Jobs: Job descriptions based on heretofore unmet needs of a work setting Contract Jobs: Carved, negotiated or created job descriptions performed under a contract Micro-enterprises: Small businesses based on the unmet needs of a local market Categories of SE Customized Employment

17. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 17 Single Source Job: Tasks derived from a file clerk position to do sorting and filing

18. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 18 Example of Single Source, Shared Job Maintaining customer database

19. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 19 Multiple Source Job in Retail Setting

20. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 20 Multiple Source Job: Performing Various jobs within a music store- set-up, cleaning…

21. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 21 Multiple Source Job in Child Care: Began as a single source job We want to avoid the “Dirtiest Jobs” in the workplace as the main focus of CE

22. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 22 Created Job: Providing delivery in an insurance company

23. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 23 Created Job: Stopping “Slips and Falls” in a factory

24. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 24 Contracted Job: Data entry in a county personnel office

25. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 25 Created Job: Starting a micro-business

26. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 26 Micro-business & “Day Job”: DJ in clubs on weekends and carved retail support during the day

27. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 27 But is Employment for Everyone?

28. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 28 Customized Employment Makes Employment Possible for all people, Marci provides “specialty stapling” as a contribution

29. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 29 Customized Employment Makes Employment Possible Marci provides custom shredding of confidential documents for her employer

30. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 30 For Additional Information: National Center on Workforce and Disability (One-Stops) http://onestops.info United Stated Department of Labor http://dol.gov/odep Marc Gold & Associates http://marcgold.com Mississippi Model Youth Transition Innovation http://myti.org

31. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 31 Comments & Questions

32. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 32 Contact Information Michael Callahan Marc Gold & Associates Email: MICALLAHAN@aol.com 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999

33. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 33 THANK YOU!

34. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 34 TACE Center: Region IV Toll-free: (866) 518-7750 [voice/tty] Fax: (404) 541-9002 Web: TACEsoutheast.org My TACE Portal: TACEsoutheast.org/myportal Email: tacesoutheast@law.syr.edu

35. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 35 Education Credits Participants may** be eligible for CRCC and CEU credits. CRCC Credit - (2.0)  By Tuesday, October 6, 2009, participants must score 80% or better on a online Post Test and submit an online CRCC Request Form via the MyTACE Portal. CEU Credit - (.20 pending)  Site Coordinators must distribute the CEU form to participants seeking CEU credit on the day of the webinar.  Site coordinators must submit CEU form to the TACE Center: Region IV by fax (404) 541-9002 by Tuesday, October 6, 2009. My TACE Portal: TACEsoutheast.org/myportalTACEsoutheast.org/myportal **For CRCC credit, you must reside in the 8 U.S. Southeast states served by the TACE Region IV [AL, FL, GA, KY, MS, NC, SC, TN]. If beyond TACE Region IV, you may apply for CEU credit.

36. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 36 Disclaimer This presentation was developed by the TACE Center: Region IV ©2009 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)].

37. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2009 All Rights Reserved 37 Copyright Information This work is the property of the TACE Center: Region IV. Permission is granted for this material to be shared for non-commercial, educational purposes, provided that this copyright statement appears on the reproduced materials and notice is given that the copying is by permission of the authors. To disseminate otherwise or to republish requires written permission from the authors.