Employment Development Process Advanced Strategies and Techniques

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Employment Development Process Advanced
Strategies and Techniques

• OVRS In Service, Oregon, August, 2008

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Challenge/ Strategies

• Continual and self generating
• Employer partnership
• Increase breath of candidates going to work

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Challenge/ Technique

• Easier and more control
• Just a conservation
• Expand marketplace penetration
• Expand employer penetration

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Marketing

• Planned and structured communication
• Need to organize and structure
• Must build on and move beyond naturals, energy
  and ad hoc

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5 Personal Commitments

• Belief in Job Development
• Commitment to Job Development
• Confidence in Candidate and Services
• Personal Values Align with Job Development
• Skills Needed for Job Development

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Conscious Competency Model

• Unconscious Competent a natural
• Unconscious Incompetent
• Conscious Incompetent
• Conscious Competent skilled Job Developer

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Secure the Candidate

• Motivated, Reliable and Dependable
• Need confidence to sell predict what you can
• Take risks but know when
• Expand job choices
• Vocational opposites
• Wont do

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4 Step Road Map

• Prospecting getting the appt.
• Needs Analysis know needs and agreement to look
  at a proposal
• Selling yes or no to hire
• Follow-up deliver what was promised

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Prospecting Strategies

• Continual prospecting
• Layering techniques
• New attention angles
• Multiple contacts - group and mix a series of
  different messages
• Run an odd ball strategy

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Prospecting Strategies Examples

• Postcards
• Speech to church groups outreach topics
• Relationship building activities
• Diversity awareness training
• Diversify the messages
• P12 the referral base
• Can we help message

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Prospecting Techniques

• New employer every week
• 23 goals at contact point
• Good topics from past employers
• MRD and traditional habits big seller
• Random calling numbers, I have heard you might
  be hiring?
• Snappy answers to decision maker
• Credentials first I dont know if

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Prospecting Techniques

• Chasing open market jobs with resume in hand
• Short term work tryout 3 days max
• Contact the open market for the relationship, job
  later
• Follow-up on open market leads to see if anyone
  has been hired or fired

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Prospecting Techniques

• Test and Train program unqualified candidates
• Works very well with youth, and in hot markets
• Combines with OJTs or support services

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Needs Analysis/ Strategy

• Work towards business partnership
• Relationship is a business relationship
• Enhanced understanding
• Tours, do jobs, talk to more staff
• Impact questions
• Size, depth, concern with problem

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Needs Analysis/ Strategy

• Create new needs and options
• Position new or alternative solutions in
  introduction
• Part time, job carving, professionals
• MRD
• Diverse solutions supporting existing employees

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Needs Analysis/ Techniques

• Collect common employer problems and learn the
  language
• Supervisory time issues
• Employee attitudes to working
• Hiring is time consuming
• Dont want more problems, just job being done

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Needs Analysis/ Techniques

• Create needs
• Investment
• Present new program solutions
• Present self from problem solving position
• Offer unique services set up work stations

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Selling Strategy and Techniques

• Selling is matching and linking
• You are a conduit not selling
• I help you make your decision, more together than
  apart
• Working Interviews
• Test and train
• Position choices between candidates not to buy or
  not to buy

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Follow-up Strategies and Techniques

• Partnership you are here for the long haul,
  getting to know the employer better.
• Hunters and farmers
• Anticipate and look for needs

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Human Resources Feedback

• Dont want to make the decision on their own
  not confident
• Want you to look at the job and talk to other
  players and your seal of approval
• Need you taking note you cant remember
  everything
• Not really interested in lots and lots of chit
  chat, getting to be friends

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Human Resources Feedback

• Dont want to provide endless detail about the
  job you need to direct to the key points
• Relieved if you can give them a safe environment
  to express their fears, confusion, biases or can
  lead them to these unspoken fears
• Need to make a defensible decision  easiest
  decision to defend is one by the book. See before
  buy easy to defend

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More Information

• Allen Anderson
• EMP Inc.
• 416 922 3791
• Website
• www.DTG-EMP.com
• allen_at_DTG-EMP.com