basics of business engagement
TRANSCRIPT
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BASICS OF
BUSINESS ENGAGEMENT
INNOVATIONS IN EMPLOYMENT SUPPORTS
DISTANCE LEARNING PROTOCOL
1. You are expected to be on-time for an online training just
like an in-person training. It is best to join the room a few minutes early so you can address any technical issues
should they arrive.
2. Ensure you are in an environment free from distraction.
Close your work email application so you will not be distracted by email notifications.
3. Follow any instructions given by the trainer regarding
attendance so you can receive credit for the class. This
may include filling out an evaluation after the session.
4. Innovations credit will not be given until you have completed all sessions of the training.
DISTANCE LEARNING PROTOCOL
5. You must be able to attend all sessions of the scheduled training to receive credit. For example, if it is a two-part course and you only attend one part, you will need to register for the course at a later date and attend both parts in order to receive credit.
6. Participation in polling questions and chat box discussions is required.
7. Please cancel your registration if you are unable to attend the webinar so you are not marked as a “no-show”.
8. Each registered student should use their own device to participate in the webinar so Innovations staff can accurately account for who attended. Multiple students should not participate using the same computer.
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IMPORTANT INFORMATION FROM OPWDD
• OPWDD is open for business! ETP Supervisors are available to answer questions and assist you.
• Requests to bill Intensive and Extended SEMP hours are being processed regularly. If an individual is in need of hours, please submit a request.
• Please submit any employment and vocational service questions you may have to:
IMPORTANT INFORMATION FROM OPWDD
• Please be sensitive to 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?
✓Discovery? Work 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?
“One important key to success is self-confidence. An important key to self-confidence is preparation.”
- Arthur Ashe
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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
Mission: We help people with developmental disabilities live richer lives.
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
WHAT ARE WE TRYING TO DO?
DiscoveryMake good
job
matchesSupport
person and
business
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OPWDD Supported EmploymentNumber of Individuals in Competitive Employment
2013-2019
*All numbers represent December, except 2019 (September 2019)
The Tools in our Toolbox
Community
Based Prevoc
Pathway
to Employment
Employment
Training Program
(ETP)
Supported
Employment(SEMP)
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
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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
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
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Day Habilitation, Workshops, Other
Community Pre-voc
Pathway to Employment
ACCES-VRAdult Career and
Continuing Education Services – Vocational
Rehabilitation
EmploymentTraining Program – ETP
OPWDD Extended Supported
Employment
Intensive Supported
Employment
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
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
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Connections are everywhere!
Relationships
Connections
HOW DOES IT LOOK DIFFERENT?
Volunteer Assessment
Internships
PERSONDAY
HABILITATION
COMMUNITYHABILITATION
RESIDENTIALSERVICES
SUPPORTEDEMPLOYMENT
PATHWAY TOEMPLOYMENT
COMMUNITY PRE-VOC
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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
✓ 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?
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1. WRITE
2. CLICK
3. MEET
HOW DO WE GET STARTED?
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
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Questions to ask when planning for agency-wide 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
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 for an individual…
Review the Discovery documents
Ensure a Stakeholder Meeting has taken place
Discuss plan with individual
CONNECTING DISCOVERY WITH SITE
DEVELOPMENT
WRITE
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SITE DEVELOPMENT MEETING PREPARATION
• Complete before you meet
• Review Discovery info
• Identify motivations
WRITE
BASICS OF
BUSINESS ENGAGEMENTDAY 2
INNOVATIONS IN EMPLOYMENT SUPPORTS
ATTENDANCE & ENGAGEMENT• Type your name in the chat
box and this will serve as a sign in sheet
• 100% participation in polls is expected
• Everyone is expected to contribute to the chat box during this virtual learning experience
• If you have questions or comments at any time, please type in the chat box
• If you would like speak, please raise your hand
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1. Foundation
◦ Prevoc
◦ Pathway to Employment
◦ ETP
2. Connections are everywhere
3. Framing discussions
4. Write – Click – Meet
ASSEMBLE CONTACTS
When planning with an individual, identify…
• Family/friends
• Teachers
• Co-workers
• Existing/previous employers
Write it down and keep track!
WRITE
•People will DO business and REFER business to those
people they know and TRUST
•Who exists within your sphere of influence?
WRITE
REMEMBER…
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Where are the opportunities?
• Social trends
• Generational
influences
• Knowing economic trends
• Growth and disruptors
of industries
• COVID-19
CLICK
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THE JOB DEVELOPMENT PLAN
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
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Location
Job type
Interest
WHEN PLANNING FOR AN INDIVIDUAL, IDENTIFY BUSINESSES BY…
CLICK
Community Mapping
Discover 3 relationship
building opportunities
that will support general
development for:
Volunteer experiences
Internships
Employment
CLICK
• Idealist.org
• VolunteerMatch.org
• Google tools
• Labor.ny.gov
• O*net - Onetonline.org
ONLINE RESOURCES
CLICK
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• Establish your presence
• Maintain and develop it
• Find contacts at
targeted businesses
USE LINKEDIN, SOCIAL MEDIA
CLICK
Prepare Your Tool Kit
• Your “business” image
• Business cards
• Marketing materials
• Testimonials
• Stories
• Leave behinds
CLICK
Do you know your programs?
Making sure you can answer basic
questions
ETP
Pathway
SEMP
Prevoc
CLICK
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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
BUSINESS DEVELOPMENT
Use the Job Development Plan:
• Researched the business thoroughly
• Connected with key staff
• Prepared for the meeting
CLICK
When meeting the business contact…
• Be prepared
• Have your introduction ready
• BAMFAM
This meeting should just be employment staff and the business contactMEET
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Look for connections everywhere
Be prepared!
Meet
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
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WHAT’S IN IT FOR ME?
Potential value propositions:
Productive, motivated workers
Diversity, inclusion, and engagement
Community image
Potential for new business
Meet
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
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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
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
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
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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
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
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Moving Forward with Placement
Assist with on-boarding
Advance the job site
Smooth the transition to
coaching
Follow Up
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
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