1. Business Outreach Creating Community Connections Lauraine Bush Jay Fish

2. Typical Job Developers  Strong advocacy skills  Human Service/ Social Work Background  Case management experience  Intensive service providers  Knowledgeable in disability related issues

3. Changing Gears  The need for a change from a Human Services to Marketing Model for Job Development  Sales Experience  Marketing Background  Initiative  Willingness to leave comfort zone

4. Getting Started!  Think Inside the Box  Understand your organization  Meet with Business Services  Find out who else is making business contacts  Tax Incentives, Federal Bonding Program and On The Job Training Programs available

5. Services You Can Provide  Job Matching/Job Development  Diversity Training  Workplace evaluations  Accommodation ideas including JAN  Unmet needs analysis  Tips on how to work with current employees aging into disability  Job saves for those returning from Workers Compensation/ Disability

6. Know your Product  Meet with customers and resource team  Develop strength based resume  Find the positives  Understand how to work with their abilities  Use a realistic approach  Teach self advocacy skills

7. Organize  Identify possible businesses  Input from Resource Team  Geographic Location  Transportation availability  Skill match  Interest  Local Labor Market Information

8. Setting Goals  What number of placements do you expect monthly?  How many business contacts will you make daily/ weekly?  How will you track progress?  How will you be held accountable?

9. What type of contact? Your goal is to focus on what you can do for the business, this begins from the initial contact  Cold Call  Networking Connection  Established relationship

10. Know Their Product  Research the company  Understand who their customers are  What are their goals  How is their organization set up

11. Making Connections  Know what you hope to accomplish with the contact and develop a script that includes a time frame  Fact finding (learning who makes the hiring decisions)  Meeting  Tour  Follow up on current opening  Future partnership

12. Meeting Goals Listen more than talk!  What type of positions do you hire for?  What are the positions with the greatest turn over and why?  How do they currently recruit?  What are their needs?  Greatest frustrations?  Most common reason for terminations?  Success stories?

13. Explaining your Organization  Brief overview of services provided to businesses!  Testimonials and examples from similar type industries  Relevant data and statistics  Prepare a benefit statement, so what?  Rebuttals and rejections

14. Job Matching/Job Development  Take time to absorb and reflect on the conversation  Look at active job seekers for the best fits  Follow up and asking for the sale

15. Maintaining the Relationship  Ask for business input on panels and committees  Remind them of your presence  Respond QUICKLY to needs and requests  Show your appreciation  Ask for feedback  Ask for references!

16. Presented by: Lauraine Bush and Jay Fish Disability Resource Coordinators CNY Works 443 North Franklin Street Syracuse, New York 13204 lbush@cnyworks.com jfish@cnyworks.com