Linking

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Linking Negotiatingwith Employers for
Customized Employment

• PART TWO
• Richard LueckingTransCen, Inc.

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Topics to be Covered

• Steps to presenting an employment proposal that
  is attractive to the employer
• Keys to finalizing the negotiation so that it
  meets employer needs
• Illustrative examples

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Review

• Complete a discovery process that documents a job
  seekers interests, skills, preferred working
  environments, supports and accommodations needed,
  etc.
• Create an initial task list that represents an
  individuals potential contributions to an
  employers operation

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Review

• Complete an individualized job search plan based
  on discovery and driven by the types of tasks
  an individual might perform,
• Conduct informational interviews to get a foot in
  the door of prospective employers and find out
  about specific operational needs and
• Refine the task list based on subsequent employer
  visits.

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Negotiations begin when the job developer
recognizes the value a prospective applicant can
offer a business.
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An employer may consider customizing job tasks
if

• It saves the company money
• Helps the company to make money
• Helps the operation to run more efficiently
  and/or
• Improves customer relations

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Employment Proposal Steps

• Step 1Present tasks (from a refined task list)
  that might be assigned, or re-assigned.
• Step 2Outline how these tasks might be assigned
  to the jobseeker you represent.

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Employment Proposal Steps

• Step 3Highlight the skills of the candidate and
  how they can match the tasks needing to be done.
• Step 4Delineate the potential benefits to the
  employer as a result of assigning identified
  tasks to the job candidate.

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Employment Proposal Steps

• Step 5Discuss your role (and your
  organizations role) in supporting the job
  candidate.
• Step 6Make the ASK

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Employment Proposal Steps

• Step 7Reiterate the potential benefits of the
  arrangements to the employer e.g., how others
  can produce more, money can be saved, more sales
  will be generated, etc.

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Nothing beats showing me how you can make my
life easier! A hiring manager who hired an
individual through a customized arrangement
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Negotiation is successful when all agree to

• What tasks need to be done
• What tasks the individual can do
• What hours the individual will work
• Production requirements

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Negotiation is successful when all agree to

• How much the individual will be paid
• What accommodations and supports will be
  necessary
• The benefit to the business

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Colin

• Enjoys people
• Basic reading skills
• Number recognition
• Likes to use his hands
• Interested in retail
• Likes to be organized
• Physically strong
• Likes to move around

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Colin Preliminary Task List

• Core work skills
• Stocking and organizing
• Lifting heavy boxes
• Locating requested items
• Putting items in proper location
• Basic maintenance skills

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Steps in finding a customized match

• Scanned Colins geographical area for stores that
  might have tasks matching his initial task list
• Conducted informational interviews, including at
  Ross Dress for Less
• Identified specific areas of operational
  difficulty at Ross

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Ross Dress for Less

• Shoe department a mess receiving customer
  complaints
• Regular shoe shipments stocking up in the back
  room

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Ross Dress for Less

• Merchandise put on sales floor haphazardly
• Customer service representatives pulled off the
  floor to take care of shoe shipments

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Next Steps for Customizing Job

• Matched the store's needs with Colins skills to
  create a refined task list
• Set up a working interview so Colin could show
  his capacity to perform the tasks
• Negotiated hours, duties, pay, training, and
  production

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Ross Proposal

• COLINS SKILLS
• Physically strong
• Number recognition
• Likes organization and to use his hands
• Enjoys moving around

• REFINED TASK LIST
• Receives and unpacks shoe shipments
• Sorts shoes into size categories
• Censors and tags shoes
• Delivers shoes to proper rack on sales floor
  and retrieves returned shoes

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Benefit to Ross

• Fewer shoe complaints from customers
• Ross work flow was reorganized in a way that was
  sequential to assist Colin do his job and
  created a smoother operation for other staff
• Improved customer satisfaction, increased sales

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Jason

• High School Diploma
• Work Experience
• 3 months as nursery assistant
• 2 months as receptionist assistant
• Motivated to work
• Wanted office work
• Enjoys a variety of concrete tasks
• Likes to stay busy

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Jasons Discovery Initial task list

• Answer telephone and direct calls appropriately
• Operate copy/fax machines
• Shredding documents
• Prepare folders for storage using alphabetical
  indexing

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Jasons Discovery Initial task list

• Label, sort and collate documents
• Receive and sort and deliver incoming mail
• Deliver interdepartmental mail
• Alphabetic and numerical filing

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The Pewett Company

• Marketing support service company
• Expanding business
• Staff taking on additional duties
• Called CE specialist for advice on creating two
  positions
• Fulfillment department
• Database management department

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TPC Proposal

• Refined Task List
• Labeling new client files
• Matching personalized inserts to file labels
• Packing, sealing, and weighing mailing pieces

• Jasons Skills
• Labeling and alpha/numeric filing
• Attention to detail
• Enjoys very concrete tasks
• Good fine and gross motor skills
• Basic math and reading skills

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Benefit to TPC

• Senior staff members no longer have to perform
  duties that keep them from critical customer
  service activities.
• Business orders are filled faster increased
  client satisfaction.
• Increased profit margins

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Once the hire is complete, the work is not done!
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After the Hire

• Seek continuous feedback from employer about how
  arrangement is working
• Help make adjustments as necessary
• Re-negotiate tasks, supports, production
  requirements, etc. if necessary

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The employer is a customer try to see the
situation through employers lens. Ask yourself
How would this arrangement look to me if I was
the employer?
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Resources

• www.dol.gov/odep/
• www.marylandcep.org

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Resources

• Working Relationships Creating employment
  opportunities for job seekers with disabilities
  (Brookes Publishing Co., 2004)
• The Job Developers Handbook (Brookes Publishing
  Co., 2007)

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More Information

• www.transcen.org
• Click on publications
• rluecking_at_transcen.org

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