1. Indiana Corporate Development Webinar Series 2: Single Point of Contact Training 4

2. Single Point of Contact Key Contact for Businesses –Understands business goals –Understands operations –Understands key personnel Flow Through Point –Communicates job openings –May pre-screen applicants –Always networking

3. 10 Principles of Corporate Development Do not devalue the services that can be offered by the CDU & the Bureau of Vocational Rehabilitation to business Respect each specific Corporate Culture Take time to learn about the operational aspects of the company Build trust – don’t expect to have a trusting relationship after the first meeting Do a lot of listening

4. 10 Principles (cont.) Bring good counseling skills to the table – reflecting, encouraging, observing Do not overpromise – lean towards under promising and over delivering Step up our game with business people – always follow up and follow through Be creative and use your diverse skill set as rehab counselors to customize ideas Provide specific examples of how disability outreaches impact other companies (i.e. Walgreens, Project SEARCH).

5. Think Beyond the Label National Marketing campaign that is sponsored through the Medicaid Infrastructure Grant (MIG) Website http://www.thinkbeyondthelabel.comhttp://www.thinkbeyondthelabel.com Think Beyond the Label is committed to making the business case for employing people with disabilities. –Through a partnership of health and human service and employment agencies TBTL is committed to building a uniform national approach that connects businesses to qualified candidates with disabilities. Our goal is simple: to raise awareness that hiring people with disabilities makes good business sense. –Employees with disabilities have unique, competitively relevant knowledge and perspectives about work processes, bringing different perspectives to meeting work requirements and goals successfully.

6. Think Beyond The Label Tri-fold brochures now available to all providers –Great for use when building relationships with business – Email: julie.cook@fssa.in.govjulie.cook@fssa.in.gov Indiana campaign is continuing through June 24 th –will run again in the fall to coordinate with national marketing efforts Corporate development will be working with providers on leads that develop from the Think Beyond the Label campaign

7. When participating in TBTL fulfillment strategy, what is needed from my organization? –Timeliness –Adherence to single point of contact agreement –Adherence to Dual Customer Approach –Adherence to best practices/Code of Conduct –Understanding and use of Business lingo –Adherence to coordination efforts with other providers –Ability to meet/surpass quality indicators –Ability to train businesses on disability awareness ADA, TTW, etc; or able to help businesses access training –Tracking and reporting back to CJD –Utilize Indiana Career Connect (ICC) CJD page

9. What does the business need? A Single Point of Contact A Contact that is knowledgeable about the business before contact is made –Learn the Corporate Culture –Understand the businesses’ desired outcomes Don’t want to be “cold called” Qualified candidates for open positions. Approach from a business standpoint, not from a social service perspective. –Understand how hiring will benefit the business, not just the consumer –Speak in business language, not social service rhetoric

10. What does the business need? Provide business with accurate assessment skills of the consumer Be honest about the consumer and skills –Don’t send just anybody send the right body. Match the consumer with the job Don’t tell the employer what to do –Meet the needs of the employer-business doesn’t stop on holidays –Don’t expect employer to conform to your needs –Be prepared to provide solutions to issues-don’t expect the employer to provide them Have an accurate, neat resume for each consumer Learn the business’ hiring parameters –Are internships or job shadows an option/desirable? –Is hiring a consumer with a criminal history an option?

11. Corporate Development: How can it help my agency ? What is Corporate Development (CDU)? –A unit within VR that focuses on the development of relations with businesses –Includes Shirley Olwine, Sharon Porter, and Jean Updike Role is to assist businesses in developing their recruitment, training and support strategies in expanding the diversity in their workforce as well as a joint collaboration with coalitions and providers. Mission and Scope of CDU –To create systems to better recruit, train and support employees with disabilities in the corporate setting. CDU Initiatives –Lowes –Best Buy –RCI-a Think Beyond the Label contact

12. What are the benefits of the dual customer approach for providers? Ability to leverage partnerships with business based on existing credibility, trust and deliverability Opportunities to create stronger career paths and more opportunities for consumers with disabilities Local & statewide networking to develop more long-term relationships within the Indiana business community A sustainable program where VR delivers quality services to business with a measure of consistency across city & county lines Sustained, long term VR partnerships with business, creating “repeat business” opportunities

13. Schmoozing Your Partner Business Do lunch Spend time at business Invite business team to your facility Ask them to be guest speakers Go to their meetings Be a customer & send your friends/family Spread the word….

14. Role of Single Point of Contact Know business inside & out Schmooze Regular follow-up (even during slow times) Special project support Key services Announcing job openings Pre-screen (if asked) Satisfaction & growth