1 The Business of Job Development: A Demand-Driven Approach Minnesota Community Corrections...
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1 The Business of Job Development: A Demand-Driven Approach Minnesota Community Corrections Association July 8, 2008
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Transcript of 1 The Business of Job Development: A Demand-Driven Approach Minnesota Community Corrections...
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The Business of Job Development:A Demand-Driven Approach
Minnesota Community Corrections AssociationJuly 8, 2008
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Today’s Presentation
The Business Relationship: What You Need to Know
Begin With the End in Mind Relationship Essentials Deliver to the Relationship General Courtesies Business Basics Customer Relationship
Management
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About ESI
Employer Solutions, Inc.
Workforce Intermediary Services
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Employer Solutions, Inc. Business Model
Demand-Driven: meet employers’ workforce needs.
Increase employment opportunities for non-traditional labor force.
Assist in the development of demand-driven policy, training and programs.
Increase the capacity of public and non-profit service providers to be more effective with business customers.
Credible business model: results-oriented / measurable results.
Independent non-profit; fee-based income only.
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Employer Solutions, Inc.Working Both Sides of the Employment Equation
THE EMPLOYER SIDE♦ Talent Management: enhance productivity while investing in
their greatest asset – their employees. ♦ Employee Engagement: help companies achieve exceptional
results by connecting employees’ personal goals to corporate performance.
♦ Organizational Effectiveness: results and satisfied employees through well designed organizational policies and practices.
♦ Consulting public and non-profits on becoming demand-driven
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Employer Solutions, Inc.Working Both Sides Of The Employment Equation
THE EMPLOYEE SIDE
Address skills gaps between business needs and the non-traditional workforce through:
Customized Job Training Workforce Development Initiatives Training Non-Traditional Workers Training Public and Non-Profit Service Providers
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EMPLOYER SOLUTIONS, INC.
WORKFORCE INTERMEDIARY SERVICES
Bring the workforce development perspective to economic and business development.
Bring shared perspectives to elected officials and policy makers to serve the needs of business and increase employment opportunities for non-traditional workers.
Consult and train public and non-profit workforce development service providers to become more effective in meeting employers’ hiring needs.
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ESI Model For Corrections
Employer Solutions, Inc.Workforce Intermediary Services
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ESI Model for Corrections Identify regional economic development plans and priorities.
Identify community development plans and priorities.
Identify business workforce demand.
Craft these demand messages.
Bring demand messages to corrections.
Assist corrections to develop more demand-driven policies, training and programming.
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What We Know…Business Messages to Corrections:
Build business relationships Importance of interviewing and soft skills Marketing/communication Tell success stories Understand us, and operate like a business
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What We Know…Corrections Messages to Business:
Amount and quality of education, training and work experience in facilities.
Skill levels and experience of ex-offenders. Collateral sanctions. Job analysis. Legislative pressure.
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What Else Do We Need To Know?
Where are workforce needs the greatest?What are the growing industries, those with entry-
level jobs?Occupations, jobs, skills, requirements, attributes
of successful performers. What does corrections need to do to produce
viable, competitive job candidates?
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What Do We Need To Do? Turn Our Thinking Upside Down!
Don’t push supply; Deliver to Demand! Become more effective with business customers
by operating more like a business person. Think of the business as the customer. What is the benefit to the business in hiring this
person? Bottom Line! Develop business relationships.
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The Business Relationship:What You Need to Know
What do you want to accomplish?
How will you know if you’ve succeeded?
For yourself.For employers.For defendants/offenders.
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The Business Relationship: What You Need to Know
Begin With the End in Mind Relationship Essentials Deliver to the Relationship General Courtesies Business Basics Customer Relationship
Management
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The Business Relationship:Begin with the End in Mind
Employer Customer Satisfaction:• Promise what you can deliver, deliver what you promise.• They must feel their needs were understood and addressed.• You are a valued resource.• Seamless services/combined resources/project management.
On-Going Relationship:• Repeat business.• Referrals.• You are their “go-to” person.
Long-Term Employment for Your Client (Job Retention).
Your Personal and Professional Satisfaction.
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Business Relationship Essentials
Believe in yourself & your value to business.
You are the product, the solution.
The relationship meets the needs.
Be responsive and follow through.
Act with honesty, integrity, and authenticity.
Commit to producing results for the business.
Deliver to the relationship.
Become their ‘go-to’ person.
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Business Relationship Essentials
Build trust.It’s not that they are ‘felon-friendly,’ it’s that they have
had good experiences! It’s that they trust someone!
Earn and maintain their trust.
Send only job ready, qualified, good candidates.
It’s not job placement. It’s meeting a business need and developing a business relationship.
Do it right the first time; avoid ‘the wince’!
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Business Relationship Essentials
IT’S ALL ABOUT PEOPLE
PEOPLE ARE ABOUT RELATIONSHIPS
RELATIONSHIPS ARE ABOUT COMMUNICATION
COMMUNICATION IS ABOUT TRUST
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Deliver to the Relationship
Listen more than you talk.
Focus on deliverables and results.
Never over-promise and under-deliver.
Remember, it’s not job placement. It’s meeting a business need and delivering to a business relationship.
Admit mistakes, make it right.
Be proactive, check in, avoid undetected dissatisfaction.
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Deliver to the Relationship
Ask how you’re doing.
Ask if deliverables are bringing value.
Follow through – Always. Every time.
Deliver to the relationship, the rest is just doing it, and making it work.
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The Business Relationship:General Courtesies
Know the employer’s needs.
Know your offerings and value proposition.
Know what you want to accomplish.
Match your style to the business - their language.
Always know what you want.
Be certain you are speaking to the right person.
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The Business Relationship: General Courtesies
Know how much time you need, ask for it, do not exceed it.
Make yourself available at their convenience.
Listen more then you talk.
Ask questions - Say “thank you.”
Respect their position – listen, learn, respond.
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Business Basics
Preparation
Message
Initial Meeting
Project Management
Customer Relationship
Management
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Business Basics: PreparationResearch The Company
Their sales collateral
Web site
Annual reports
Media coverage
D & B
Journals
Peers, partners, specialists
Call and ask
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Business Basics: PreparationResearch The Company
Lines of business
Products and services
History
Organizational structure
Key players
Number of employees
Current/future workforce needs
Market, customers
Competition
Industry trends
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Business Basics: MessageSpeak to WIIFM, value to the business.
Differentiation - Value of doing business with you.
Basics on offerings – How you can meet their needs.
State it simply; be brief.
Business terms, avoid jargon – Use their language!
Versions for voicemail, phone contact, and initial meeting.
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Business Basics: Initial Meeting
Remember!•Begin with the end in mind•Relationship essentials•Deliver to the relationship•General courtesies•Business basics
Know, and show you know. Know what you don’t know. Basic outline–Listen and follow their lead.
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Business Basics: Project Management(The project is the relationship)
Clarity
Delivery
Oversight
Measurement/Reporting
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Business Basics: Project ManagementClarity
Take notes. Recap agreements during
negotiations. Define the project clearly.
• Purpose• Interventions• Accountabilities• Timeline• Result measures• Reporting
Assign tasks clearly.• Up-front agreements• Clear requirements• Clear accountabilities• Clear measures
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Business Basics: Project Management
Delivery
What?
How?
Who?
When?
Measurement?
Reporting?
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Business Basics: Project ManagementOversight
On-going contact with employer.
On-going contact with vendors.
Never assume; ask.
Be proactive, stay ahead of timelines.
Mid-course corrections. Make them!
Coordinate, orchestrate, communicate.
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Business Basics: Project ManagementMeasurement/Reporting
Gather data on an on-going basis.
Use as a tool to stay on track.
Use as a tool to identify problems.
Use as a communication tool.
Don’t wait until the end!
Report on time.
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Customer Relationship Management
IT’S ALL ABOUT PEOPLE.
PEOPLE ARE ABOUT RELATIONSHIPS.
RELATIONSHIPS ARE ABOUT COMMUNICATION.
COMMUNICATAION IS ABOUT TRUST.
Deliver
Live the relationship
Honesty, integrity, authenticity
Admit mistakes
Ask if you are delivering value
Regular check-in
Other light touches
Communication
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Next Steps: Take Action!
Do your homework; Identify demand. Decide where to target your efforts. Low hanging fruit vs. ripening fruit. Develop demand-driven methods. Practice. Make new business relationships. Collaborate and Advocate. Keep it alive. Talk about it!
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Questions?
