Business OutreachCreating Community ConnectionsLauraine BushJay Fish

Typical Job Developers

Strong advocacy skills Human Service/ Social Work

Background Case management experience Intensive service providers Knowledgeable in disability related

issues

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

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

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

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

Organize

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

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?

What type of contact?Your goal is to focus on what you can do

for the business, this begins from the initial contact

Cold CallNetworking ConnectionEstablished relationship

Know Their Product

Research the company Understand who their customers are What are their goals How is their organization set up

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

Meeting GoalsListen 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?

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

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

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!

Presented by:Lauraine Bush and Jay Fish

Disability Resource CoordinatorsCNY Works

443 North Franklin StreetSyracuse, New York 13204

lbush@cnyworks.comjfish@cnyworks.com