business services as a resource to business - kristina harrell
DESCRIPTION
TRANSCRIPT
2011 WIB SymposiumBusiness Services as a Resource to Business
8.17.2011
Berks County Business Services
How did we start?What makes us unique?Where did we go?How did we get there?Where are we now?
How did we start?
For Berks County, the approach was driven by the WIB’s strategic priority for a strong, employer-connected, demand-driven One-Stop.
Essential Early Decisions
■ Current partner staff levels were busy with normal customer flow.
■ They needed a full-time sales staff who were not tied up with order fulfillment.
■ Integrate into PA CareerLink structure and place under PA CareerLink Administrator’s management.
The Decisions
■ Well-defined roles and tasks■ Face-to-face employer contacts
■ Generate defined high-quality job orders
■ Target employers (cluster, new and expanding companies, high growth, key occupations, etc.)
■ Set numerical targets
■ Market PA CareerLink and other services
The Beginning
In 2005 EDSI’s Business Services Team (BST) was completely focused on developing a new employer base
We are now the employer’s main point-of-contact to all the CareerLink services
The employers now have a “face” for the CareerLink
What Makes Us Unique?
We only work with the employersWe do NOT meet with job seekersOur vision:
– To reach out to employers; listen to their specific needs and match the right services to the employers’ needs.
We must strive to create enthusiasm in our clients, see through their eyes, understand their needs and deliver
more than they expect
The Model
EmployerBusiness Services Representative
Business Services Representative
Business Services Representative
The ongoing cultivation of an employer through various means of communication and customer service– Phone Calls
– Visits – Scheduled and Unscheduled
– Tokens of Appreciation
– Follow Up on Everything
– Emails or Mailings
– Going the Extra Mile
Definition of Employer Relationship
Tokens of Appreciation
April 2005 to April 2006Job Posting Goal: 884 ; Actual: 2259
0
500
1000
1500
2000
2500
4/4/
2005
4/18
/200
5
5/2/
2005
5/16
/200
5
5/30
/200
5
6/13
/200
5
6/27
/200
5
7/11
/200
5
7/25
/200
5
8/8/
2005
8/22
/200
5
9/5/
2005
9/19
/200
5
10/3
/200
5
10/1
7/20
05
10/3
1/20
05
11/1
4/20
05
11/2
8/20
05
12/1
2/20
05
12/2
6/20
05
1/9/
2006
1/23
/200
6
2/6/
2006
2/20
/200
6
3/6/
2006
3/20
/200
6
Job Order GoalActual Job OrdersStretch Job Order Goal
April 2005 – April 2006Employer Face to Face Goal: 364 ; Actual: 391
0
50
100
150
200
250
300
350
400
450
4/4/
2005
4/18
/200
5
5/2/
2005
5/16
/200
5
5/30
/200
5
6/13
/200
5
6/27
/200
5
7/11
/200
5
7/25
/200
5
8/8/
2005
8/22
/200
5
9/5/
2005
9/19
/200
5
10/3
/200
5
10/1
7/20
05
10/3
1/20
05
11/1
4/20
05
11/2
8/20
05
12/1
2/20
05
12/2
6/20
05
1/9/
2006
1/23
/200
6
2/6/
2006
2/20
/200
6
3/6/
2006
3/20
/200
6
Employer Visits GoalActual Employer VisitsStretch Employer Visits
The StrategySales and Customer Service
BlitzingKey Industry Clusters by RepresentativeCounty SeparationResearchFocus on the Employer's NeedsEmployer Information Resource BinderFollow Up
Industry focusRepresentatives become expertsParticipate and present at industry
partnerships meetings
Key Industry Clusters by Representative
Partnered with:– Rory Stevenson – Project Manager of
Advanced Materials and Diversified Manufacturing
– Gina Kormanik – Project Manager of Transportation and Logistics
– Bob Pozesky– Project Manager of Plastics and Food Consortium
Industry Partnerships
Act as a resource to all employers within the partnership– Assist with CWDS
– Speak about the advantages of CWDS
– Market WorkKeys® and On-the-Job Training
Industry Partnerships
ResearchLabor Market Tools and Data
CWIA (www.paworkstats.state.pa.us)
U.S. Bureau of Labor Statistics (www.bls.gov)
US Bureau of Labor StatisticsHow is it used?
Title OneTITLE TWO / SUB HEAD
DatabaseResults
Marketing
Blitzing Employer Information Resource Binder Greater Reading Chamber of Commerce and
Industry Berks County Television Reading Eagle Newspaper Berks Economic Partnership Television Show Senator’s Awareness Social Media
MarketingOn-the-Job Training
{Video} Capitol Connections
The Evolution
In 2009, additional responsibilities were added to the BST– Job order solicitation and maintenance of employer
business folders to include: Contacting employers without a FEIN Entering/Reviewing/Approving/Rejecting all pending
employer folders, contacts, job postings Prescreening and forwarding resumes of matched or self-
referred customers Reviewing/maintaining fully-referred and hold job postings Following up to determine viability of staff-assisted job
postings, closing job postings, and obtaining hire information.
– Provide website technical assistance to employers
Additional Responsibilities
2 certified WorkKeys® profilersMembers of the Job Fair CommitteeSchedule and invoice employers for onsite
recruitmentsCreate mini job fairs at the CareerLinkProctor WorkKeys ® assessments for
OJT’s (backup only)OJT applications, gap analysis, training
plans, site visits, invoices, evaluations
OJT
Work one-on-one with the employment planners– Review WIA application
– Assist with the scheduling of the individual
– Obtain verification of eligibility
– Obtain signed gap analysis
OJTGap Analysis
OJTTraining Plan
The Connection
Employer Contact Team (ECT)– BST, EARN Job Developers, Employment
Services Team
– Meet on a monthly basis
– Match Jobs with People
Open Communication throughout the CareerLink
Then vs. Now
2003– 88 New Employers; 1466 New Job Orders
2004– 88 New Employers; 1656 New Job Orders
2005 (EDSI has the Business Services Contract)
– 147 New Employers; 2425 New Job Orders
2006– 195 New Employers; 3476 New Job Orders
Then vs. Now
2007– 59 New Employers; 1753 New Job Orders
2008 (Recession)– 109 New Employers; 1822 New Job Orders
2009– 92 New Employers; 1643 New Job Orders
2010– 162 New Employers; 2095 New Job Orders
2011 (so far January through June)– 90 New Employers; 1484 New Job Orders
Where are we now?2010/2011 Job Posting Goal: 1350; Actual: 1850
0
200
400
600
800
1000
1200
1400
1600
1800
2000
7/5/
2010
7/19
/201
0
8/2/
2010
8/16
/201
0
8/30
/201
0
9/13
/201
0
9/27
/201
0
10/1
1/20
10
10/2
5/20
10
11/8
/201
0
11/2
2/20
10
12/6
/201
0
12/2
0/20
10
1/3/
2011
1/17
/201
1
1/31
/201
1
2/14
/201
1
2/28
/201
1
3/14
/201
1
3/28
/201
1
4/11
/201
1
4/25
/201
1
5/9/
2011
5/23
/201
1
6/6/
2011
6/20
/201
1
Job Order Goal Actual Job Orders Stretch Job Order Goal
Where are we now?2010/2011 Employer Visit Goal: 300; Actual: 351
0
50
100
150
200
250
300
350
400
7/5/
201
07/
19/2
010
8/2/
201
08/
16/2
010
8/30
/20
109/
13/2
010
9/27
/20
1010
/11/
201
010
/25/
201
011
/8/2
010
11/2
2/2
010
12/6
/20
1012
/20/
201
01/
3/20
11
1/17
/20
111/
31/2
011
2/14
/20
112/
28/2
011
3/14
/20
113/
28/2
011
4/11
/20
114/
25/2
011
5/9/
201
15/
23/2
011
6/6/
201
16/
20/2
011
Employ er Visits Goal Actual Employ er Visits Stretch Employ er Visits
Where are we now?2011/2012 Job Posting Yr. Goal: 1600; Current Goal: 154; Actual: 208
0
200
400
600
800
1000
1200
1400
1600
1800
7/4/
2011
7/18
/201
1
8/1/
2011
8/15
/201
1
8/29
/201
1
9/12
/201
1
9/26
/201
1
10/1
0/20
11
10/2
4/20
11
11/7
/201
1
11/2
1/20
11
12/5
/201
1
12/1
9/20
11
1/2/
2012
1/16
/201
2
1/30
/201
2
2/13
/201
2
2/27
/201
2
3/12
/201
2
3/26
/201
2
4/9/
2012
4/23
/201
2
5/7/
2012
5/21
/201
2
6/4/
2012
6/18
/201
2
Job Order Goal Actual Job Orders Stretch Job Order Goal
Where are we now?2011/2012 Employer Visit Yr. Goal: 300; Current Goal: 29; Actual: 46
0
50
100
150
200
250
300
350
400
7/4/
2011
7/18
/201
1
8/1/
2011
8/15
/201
1
8/29
/201
1
9/12
/201
1
9/26
/201
1
10/1
0/20
11
10/2
4/20
11
11/7
/201
1
11/2
1/20
11
12/5
/201
1
12/1
9/20
11
1/2/
2012
1/16
/201
2
1/30
/201
2
2/13
/201
2
2/27
/201
2
3/12
/201
2
3/26
/201
2
4/9/
2012
4/23
/201
2
5/7/
2012
5/21
/201
2
6/4/
2012
6/18
/201
2
Employ er Visits Goal Actual Employ er Visits Stretch Employ er Visits
