basics of business engagement - eleversity
TRANSCRIPT
4/6/2021
1
BASICS OF
BUSINESS ENGAGEMENT585-340-2051
INNOVATIONS IN EMPLOYMENT SUPPORTS
DISTANCE LEARNING PROTOCOL(SAME EXPECTATIONS AS IN-PERSON)
• Be on-time. Late arrivals will not be admitted.
• Choose an appropriate place to set up your webcam (e.g. not lying down or in bed)
• Keep the camera centered and avoid moving around
• Minimize background noise and visual distractions
• Avoid sitting in front of a window
• Please only 1 person per device
• Must attend the 2 days as scheduled to receive credit
• 100% participation is required (chat discussions, poll questions, etc.)
• No cell phones & tablets must be in landscape mode
• No Smoking/Vaping on camera
IMPORTANT INFORMATION FROM OPWDD
• OPWDD is open for business! ETP Supervisors are available to answer questions and assist you.
• Please submit any employment and vocational service questions you may have to:
• Please be aware of the unique situations and difficult circumstances of the people you work with.
• Know who is on your roster and what services could benefit them.
◦ What can they be working on now
◦ ٠Discovery?◦ ٠Work Readiness?
• Will they be ready to get back to work if they’ve been furloughed or terminated? Are they maintaining or learning new skills?
• What services do you need to request now in order to be ready to support people returning to work? Requests to bill Intensive and Extended SEMP hours are being processed regularly.
4/6/2021
2
“One important key to success is self-confidence. An important key to self-confidence is preparation.”
- Arthur Ashe
TODAY…
Purpose: To learn how to talk to businesses about developing work experiences, volunteering, internships, and jobs
Process: Discuss challenges Identify strategies PRACTICE!
Payoff: Greater comfort in starting conversations that lead to businesses connections
OPWDD Mission: We help people with developmental disabilities live richer lives.
OPWDD Vision: People with developmental disabilities enjoy meaningful relationships with
friends, families and other in their lives, experience personal health and growth and live in the home of
their choice and fully participate in their communities.
THE FOUNDATION
4/6/2021
3
KEY COMPONENTS OF SUCCESSFUL EMPLOYMENT
Job Match
Targeted Job Development
Plan
Job Coaching Individualized Supports
Discovery
InterviewsObservationsAssessments
7
OPWDD Supported EmploymentNumber of Individuals in Competitive
Employment 2013-2020
*All numbers represent December annually
The Tools in our Toolbox
Community
Based Prevoc
Pathway
to Employment
Employment
Training Program
(ETP)
Supported
Employment(SEMP)
4/6/2021
4
Community Based Prevocational Services
Waiver Service
Prepares people for employment or meaningful activities
2 years or more
Discovery, community work experiences, volunteer opportunities
and career planning
Unpaid volunteer or14c paid opportunities
Waiver Service
Creates a Vocational Plan and prepares for paid work
1 year
Discovery, community work experiences, and development of a
vocational goal
Unpaid volunteer activities or paid at Minimum Wage
Pathway to Employment
Program
Provides a time limited paid work experience after Discovery and
targeted job development
1 year or less
Discovery, targeted job development and internship/work opportunity at a
community based business that agrees to hire the individual
Wages paid by OPWDD at Minimum Wage until business hires the individual
Employment Training Program - ETP
4/6/2021
5
Waiver Service
Provides Job Coaching, Job Development and Support on a job
On-going
Community based, competitive, integrated employment
Paid by business at Minimum Wage of higher
Supported Employment - SEMP
How Do OPWDD Employment Services Flow?
*Chart is designed for illustrative purposed only. An individual may apply for services in the order that makes sense based on individual circumstances
Day Habilitation,
Work Centers,
Other
ACCES-VR
CommunityBased
Prevoc
OPWDD Intensive
Supported Employment
Pathway To
Employment
Extended Supported
Employment
Employment
TrainingProgram
Person -Centered Planning with the Person and their Support Team
Implementing Discovery, Creating Community Experiences, Building
Independence and Skill Development
Job Development, Job Matching, and Negotiating Training and Performance
Agreements with Businesses
Job Coaching, Building Independence, Facilitating Relationships and Building
Natural Supports in Community Employment
Career Development, Continual Skill
Development and Periodic Work
Performance Evaluation
The Employment Process
4/6/2021
6
Any services that support community engagement require relationships with businesses
BUSINESS ENGAGEMENT- WHY WE DO IT
• Community Services include:
• Day Habilitation
• Community Habilitation
• Community Based Prevocational Services
• Pathway to Employment
• Employment Training Program (ETP)
• Supported Employment
WORKING WITH BUSINESSESDENISE BISSONNETTE
Connections are everywhere!
Relationships
Connections
4/6/2021
7
HOW DOES IT LOOK DIFFERENT?
Volunteer Assessment
Internships
PERSONDAY
HABILITATION
COMMUNITYHABILITATION
RESIDENTIALSERVICES
SUPPORTEDEMPLOYMENT
PATHWAY TOEMPLOYMENT
COMMUNITY PRE-VOC
Why did you get into Human Services?
Moving away from “Sales language”
Moving towards building relationships
How are job coaches
connectors?
What are some challenges with connecting with businesses?
FRAMING OUR DISCUSSION
4/6/2021
8
✓ Employment First
✓ Workforce Innovation and Opportunity Act
✓ School to Work Transition
✓ New business models
THE LATEST IN EMPLOYMENT
DIFFERENT APPROACHES IN JOB DEVELOPMENT
• Does your agency have Job Developers or Business Relationship Managers?
• Do Job Coaches do everything?
• How do you coordinate?
1. WRITE
2. CLICK
3. MEET
HOW DO WE GET STARTED?
4/6/2021
9
For general individual planning…
Determine goals
Assemble contacts
WRITE
• Looking for one person?
• Looking for opportunities in general?
• How is your approach different?
• Prepare for all possibilities
INDIVIDUAL VS. AGENCY-WIDE RELATIONSHIP DEVELOPMENT
WRITE
Questions to ask when planning for relationship development…
What existing relationships does the agency already have?
Who in the community is already connected with human
services agencies?
What businesses in the community are leading change and
growing?
Who are the community’s largest/best employers?
DETERMINE GOALS
(FOR GENERAL PLANNING)
WRITE
4/6/2021
10
DETERMINE GOALS
(FOR INDIVIDUAL PLANNING)
WRITE
Questions to ask when planning for an individual…
What Discovery has been done so far?
Where does the Discovery point us?
What businesses to target?
What is plan A, plan B, etc.?
Steps to take when planning …
Review the Discovery documents
Ensure a
Stakeholder Meeting has taken place
Discuss plan with individual
CONNECTING DISCOVERY WITH SITE
DEVELOPMENT
WRITE
Formal Discovery ActivitiesETP/PTE
Discovery Report
Stakeholder Meeting
Job Development
Plan
Vocational Development
Plan
Ready for
employment
Not ready for
employment
Job Development
Other Services
4/6/2021
11
31
THE JOB DEVELOPMENT PLAN
ASSEMBLE CONTACTS
When planning with an individual, identify…
• Family/friends
• Teachers
• Co-workers
• Existing/previous employers
Write it down and keep track!
WRITE
SITE DEVELOPMENT MEETING PREPARATION
• Complete before you meet
• Review Discovery info
• Identify motivations
WRITE
4/6/2021
12
GROUP DISCUSSION -BEFORE THE VISIT
What do you want to know?
What can you learn before the visit/initial contact?
What method(s) do you find most helpful?
Preparation
WHAT ARE YOUR QUESTIONS?
• Talk about the questions you all came up with
• Each group pick your top 3 to report out when back in the main room
Starting with businesses
identified in the Job Development Plan…
Start community
mapping
Research businesses
Use LinkedIn, other social media to make
connections
Prepare to engage
with businessesCLICK
4/6/2021
13
•People will DO business and REFER business to those
people they know and TRUST
•Who exists within your sphere of influence?
WRITE
REMEMBER…
Where are the opportunities?
• Social trends
• Generational
influences
• Knowing economic trends
• Growth and disruptors
of industries
• COVID-19
CLICK
Location
Job type
Interest
WHEN PLANNING, IDENTIFY BUSINESSES BY…
CLICK
4/6/2021
14
Community Mapping
Discover 3 relationship
building opportunities
that will support general
development for:
Volunteer experiences
Internships
Employment
CLICK
• Idealist.org
• VolunteerMatch.org
• Google tools
• America’s Job Bank
• One Stop Centers
• O*net - Onetonline.org
ONLINE RESOURCES
CLICK
• Establish your presence
• Maintain and develop it
• Find contacts at
targeted businesses
USE LINKEDIN, SOCIAL MEDIA
CLICK
4/6/2021
15
Prepare Your Tool Kit
• Your “business” image
• Business cards
• Marketing materials
• Testimonials
• Stories
• Leave behinds
CLICK
Do you know your programs?
CLICK
Making sure you can answer basic
questions
Exercise
When developing a relationship with a business for general development…
What are 5 things I want to know about the volunteer or employment site?
What are 5 things I want the contact to know about our services?
CLICK
4/6/2021
16
BUSINESS DEVELOPMENT
Use the Job Development Plan:
• Researched the business
thoroughly
• Connected with key staff
• Prepared for the meeting
CLICK
Look for connections everywhere
Be prepared!
Meet
When meeting the business contact…
• Be prepared
• Have your introduction ready
• BAMFAM
This meeting should just be employment staff and the business contactMEET
4/6/2021
17
Introducing Yourself
• Have your materials ready
• Read body language, “Is this a good time?”
• 60 second intro
• Ask questions about their business
• Focus on the value you provide
Meet
Start with a compliment “I noticed that…”
Identify who you are and what you do
Include a business fact from your research
Identify the value proposition
Propose a relationship/partnership
YOUR INTRODUCTION
Meet
WHAT’S IN IT FOR ME?
Potential value propositions:
Productive, motivated workers
Diversity, inclusion, and engagement
Community image
Potential for new business
Meet
4/6/2021
18
BAMFAM + The Follow Up
• Book A Meeting From A Meeting
• Follow up and follow through
• Keep it positive and solution-based
Meet
DEALING WITH OBJECTIONS
• Listen first and seek to understand
• Dispel myths
• Be ready for FAQs
• Provide solutions
• Ask if there is someone else you should be connecting with
Meet
FOLLOW UP
If the meeting went well…
Send a thank you message
Set up a site analysis
Meet with team to identify a possible candidate
4/6/2021
19
If the meeting didn’t go well…
Send a thank you message
Propose something easy (business tour)
Try to connect with an alternative contact
FOLLOW UP
The Next Step: The Site Analysis
What are we looking for?
Workplace culture
Core, work and episodic tasks
Patterns of communication/supervision
Opportunities for “job carving”/creation
Accommodation possibilities
Follow Up
Is there a person who would be a good match with the site?
Make sure you have:
Identified volunteer, internship, or job requirements
Completed a discrepancy
analysis
Conducted an informal site visit with the candidate (if possible)
Made a plan for 30/60/90+ days etc.
Follow Up
4/6/2021
20
Preparing the Job Seeker
Meetings
Applications/Resumes
Mock Interviews
Follow Up
Be there on time
Dress for the business
Prepare the employer
What’s your role?THE INTERVIEW
Follow Up
Moving Forward with Relationship
Assist with on-boarding
Advance the job site
Smooth the transition to
coaching
Follow Up
4/6/2021
21
Job CoachingTroubleshooting
Identify and address issues early
Maintain consistent communication
Have backup plans ready
Follow Up
Share the story: social and other media
Host recognition events
Continue the connections
Celebrate Successes!
Challenge Workforce Solutions OPWDD Award Winner 2017
Follow Up
Now that you have all this new information:
1. What is 1 thing you learned today that you can use right away in your job?
www.Eleversity.org
(585) 340-2051