MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 Customized...

Marc Gold & Associates4101 Gautier-Vancleave Rd. Ste. 102

Gautier, MS 39553

Customized Employment: Engaging and Negotiating with Employers

Engaging Employers from the Applicant’s side of the

Equation

Marc Gold & Associates4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999

Two Distinct Approaches

Labor Market Job Development: Responding to the needs of employers with applicants who are “qualified” to meet those general needs.

Customized Job Development:Discovering the “strengths, needs and interests” of applicants and negotiating a job description that meets both the applicant’s and employer’s specific.

Labor Market Job Development

This approach is primarily employer focused in that employer needs set the play. Applicants must successfully compete against both the essential responsibilities of the job and the other applicants who might want that job.

Customized Job Development

This approach is primarily focused on the applicant in that the applicant’s complexities are considered to be a barrier to labor market competitiveness.

A proposal is offered to potential employers that seeks to negotiate a customized job description that meets both employer and applicant needs.

Individually-Driven Customized Job Development

Pool of Potential Applicants

Potential Employers

Job Developer

In Customized Job Development, Job Developers gets to know one applicant at a time through discovery before meeting with

potential employers in the community.

Applicant of Concern

Discovery allows us to determine who the applicant is, their complexities as well as their potential contributions to employers.

Discovery Process

Responsibilities

Challenges

Transportation

Complexities

Hobbies

Skills

Interest Areas

Education

Developing a customized plan

A customized plan identifies the job seeker’s tasks and conditions as well as the interests that comprise an ideal job situation.

A Task List from the planning meeting is used to identify job seeker contributions.

The Job Developer then meets with specific employers in an effort to negotiate a customized job description.

From a list of potential employers identified during the Customized Plan.

Customized Employment is successful when there is a negotiated fit between the applicant’s “strengths, needs and interests” and the “specific needs of an employer”.

Using a “Template” Strategy

The Applicant’s skills, interests and conditions – their contributions - for employment are presented to the prospective employer for consideration.

The Employer’s needs provide the basis for the applicant’s contributions to be considered as an overlay or template. A customized job description can then be negotiated.

A cardinal rule of negotiation

Effective customized employment representation must balance two distinct perspectives – the job seeker’s and the employers. Identify and meet employer needs first, then negotiate job seeker conditions.

Qualifying Employers starts with Discovery

The first step in engaging employers starts with getting to know the applicant. “Who is the person?”

By carefully answering this question, we have a way to explain to employers the reason for contacting them. In sales terms, this is qualifying your contacts.

The Role of the Customized Employment Plan

Engaging employers is enhanced by a clear plan that results in critically important outcomes.

The framework of a proposal, the tasks to be offered for employer consideration, and the employers to be contacted

Tasks: Customized Contributions

Discovery and planning must result in a concrete task list. This list provides the raw materials for the development of a customized job description, negotiated with an employer.

Skills and Tasks

Skills: Performance activity that the individual can currently perform.

Tasks: Performance activity that an individual should be able to learn in a reasonable timeframe, based on skills that they currently can do.

Conditions: The job seeker’s negotiables

Conditions refer to the aspects of the employer’s expectations that need to be negotiated in order to make the employment relationship feasible and successful. These aspects are identified during the Customized Planning Meeting.

Identifying potential employers

By bringing the identification of potential employers into the customized employment plan, we increase the likelihood that job developers obtain jobs the applicants want.

It also helps qualify employers and helps them understand why they were chosen for contact.

Developing a proposal

Customized employment depends on the development and subsequent presentation of a proposal to employers.

There are many different formats for customized proposals. We are recommending using a representational portfolio as the primary tool for proposals.

We match applicant skills With employer

needs.....The people we represent have unique skills to contribute to your business.

Our job is to determine whether you have specific needs which match these skills.

If a match is identified, a job description is customized to suit both you and the applicant with a disability.

Customized Employment

The US Department of Labor is encouraging employers and applicants to consider negotiating an employment relationship when current job descriptions and other expectations create a barrier.

This concept is known as customized employment.

Tour and Needs Analysis

Before any agreement is made, we offer a free needs assessment.

We can either observe your various business procedures, or we can assist you to do so, to identify potential needs within your company.

Customized Employment can target specific worksite issues:

Episodic and targeted duties

Slower components of tasks

Back-ups and Bottlenecks

Material/tool supply Interruptions/waiting Additional assistance

to meet high work demands

Unattended materials/products

Waste/scrap materials Misplaced

materials/goods Dusty, broken, dirty

goods/materials Unsafe or unsightly

conditions Inconvenient location of

materials

Job Analysis: The foundation of success

Once a customized job description has been negotiated and approved by you, we spend time in your business looking at the way you do things, the means you use to train and support employees and the people you assign for supervision.

Benefits to employers and employees

To Employers Assistance in identifying

workplace needs that might be met by applicants

Identification of support providers, as necessary, for customized employees

Recruitment and matching of the skills of applicants to employer needs

Assistance in customizing job roles for current employees who become disabled

To Employees: In-depth discovery of the

applicant’s strengths, needs and interests

Customized planning assistance to target potential employers and contributions

Representation assistance to negotiate customized relationships

Resource identification to pay for necessary supports

A Recap of Customized Employment...

Targeting specific unmet needs with an employee who is matched to the job tasks

Negotiating of a customized job description

Analyzing on your company’s culture and needs

Supporting both you and your new employee, as needed

Committing to do things your way with open communication

Ms. Guthrie is looking for an employer who has needs in the following areas:

1. Material/product delivery

2. Envelope stuffing

3. Stapling/stamping

4. Production tasks

5. Packing, unpacking, labeling

6. Sorting/folding

7. Putting things up/straightening

8. Material sorting

9. Recycling

10. Assisting/helping

Conducting an Employer Needs Analysis

This process can be conducted in two ways: As a part of individualized job

development, during the tour, one employer at a time

As a part of informational, “discovery” interviews with employers, concurrent with individualized job development

Employer Needs Analysis Strategies

Target individuals performing job tasks to identify possible areas that might need additional support: Episodic duties Slower components of tasks Back-ups/Bottlenecks Material/tool supply Interruptions Wasted motions

Employer Needs Analysis based on an Informational Interview

Notice non-task related issues: Unattended materials Waste/scrap materials Customers waiting Misplaced materials/goods Dusty, broken, dirty goods/materials Missed opportunities Unsafe or unsightly conditions

Employer Needs Analysis based on an Informational Interview

Engage employer in a self-analysis of the workplace. Ask employer to consider: Unmet needs Extraneous actions by employees Complaints by employees/customers Things that need to get done that are

not getting done

MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 Customized...

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