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Preparing for Negotiations with Employers:
Representing Job Seekers for Customized Employment
Michael CallahanMarc Gold & Associates
Employment for AllNovember 7, 2011
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
2
The Sales Aspect of Job Development
• Customized job development is primarily a negotiation interaction with employers that seeks to find an intersection between employer needs and job seeker contribution.
• It is critical for job developers to utilize all connections that exist between job seekers and potential employers.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
3
The Sales Aspect of Job Development
• Even though most rehabilitation professionals did not prepare themselves for a career in sales and, indeed, most would rather not make employer calls, job development is “job one” in our field.
• We need to understand and play by the “rules of sales” that dictate interactions between sales personnel and employers.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
4
Embracing the “Rules of Sales”
• Make appointments first. We should never make a presentation without first establishing an employer’s interest in hearing it.
• Time is the most important commodity of business. We’ve got to minimize the time we require of employers.
• Use the language of business. We must strive to identify and use business-focused language instead of human service jargon.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
5
Embracing the “Rules of Sales” (cont.)
• Focus on employer needs, first, before negotiating the needs of the job seeker
• Dress respectfully, but it’s not necessary to compete with employers
• It is permissible to have two job developers make a call without asking for permission in advance
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
6
Embracing the “Rules of Sales” (cont. 2)
• You have a reasonable expectation of respect and a place to present, as long as you haven’t broken any rules
• Dress for respect to the employer more than for expected success
• Always be on time and keep to promised timelines with employers
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
7
Embracing the “Rules of Sales” (cont. 3)
• Don’t try to “sell”, rather let the employer buy the concept of CE
• It is not your responsibility to persuade, it is your responsibility to inform
• Always focus on decision makers in companies, not just on easy access
• If you don’t know, say, “I don’t know.” but find the answer
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
8
A Typical Job Development Process
• Sales focused steps… PROSPECTING: RESEARCH AND
PREPARATION MAKING EMPLOYER CONTACTS:
GETTING IN THE DOOR HOLDING THE INITIAL MEETING:
MAKING YOUR PITCH TO EXPLAIN CE FOLLOW-UP NEGOTIATIONS - MAKING
THE FINAL MATCH: EMPLOYER/JOB SEEKER
CLOSING THE DEAL
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
9
Elements of Successful, Individualized Prospecting
• Determine your negotiables relating to customized employment services.
• Research the targeted business to obtain information necessary for successful negotiations and matching.
• Identify already-existing linkages which may be of help in more narrowly targeting and securing jobs.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
10
Elements of Successful, Individualized Prospecting (cont.)
• Obtain and use referrals which can assist in getting appointments and job opportunities.
• Develop a system/strategy for compiling and organizing information on employers.
• Develop and use a business vocabulary and strive to view employment issues both from a business and human service perspective.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
11
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.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
12
Determining Your Negotiables
• The first step of negotiation is to determine the negotiables that you will use when contacting employers.
• Remember, Customized Employment principles ask us to individually determine those negotiables related to the job seeker. However, you will have negotiables related to your agency.
Components of Negotiation
• Essential Selling Points
• Sweeteners
• Hole Cards
• Non-Negotiables
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
13
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
14
Employer Research
• Employer research starts with discovery
• Expand research during the final part of the planning meeting
• Use the Specific Employer list as a way to encourage connections and referrals
• Plan to spend about an hour per employer for research
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
15
Issues for Employer Research
• Name and address of the company
• Type of business the company engages in
• Name of decision-maker for company commitments
• Name of one contact, related to you or the applicant, who can give you information regarding the company
• How the company refers to itself/industry segment
• Discrete tasks likely to be performed
• Demographics of employees
• General viability of business• Location in community• Distance from applicant• Entry wage paid to all
employees
• Culture of Workplace
• Accessibility
• Community alignment, initiatives/partners
• Company values/mission
• Clarity as to why you are planning to call on this employer
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
16
Determining Who to Contact
• In customized employment avoid personnel and HR. Target decision-makers in the company, usually the person at the top.
Organizing Employer Information
• Use a simple card file system, alpha organized, or a contact program or “PDA” to organize information learned during research.
• Use an employer contact list, for each participant, that accounts for contacts made in a sequential manner, based on the Planning Meeting list.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
17
Employer Contact Sheet
• 9x7 Chart: Employer Contact Sheet.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
18
Name of BusinessResearch Time
Date con-tact
Method of ContactInf. D.I. Phone
Who made contact
Date of I.M.
Follow up Mtgs.1st. 2nd 3rd
Used Referral (Yes/no)
Name of Referral
1.
2.
3.
4.
5.
6.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
19
Referrals & Linkages
• Referrals: A referral is a recommendation or direction offered by an employer or other respected figure that assists in getting an appointment and making a deal.
• Linkages: A linkage is any connection or relationship between any and all the parties related to the applicant that might be used to enhance the chances of successful job development.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
20
Cleaning Up Our Language
• Abbreviations: using the first letter of words to shorten descriptions.
• Acronyms: using the first letter of words to spell another word.
• Jargon terms: using words and phrases, within a certain field, that have specific meanings outside typical use.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
21
Getting the Appointment
Decide on the type of initial contact to use to get an appointment for a face-to-face meeting Third party connection Informal Context Drop-in Visit Telephone Contact with letter of self-referral E-mail Contact (only in certain cases)
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
22
Types of Initial Employer Contact
• Informal Contact Occurs when you ask for an appointment in an
informal context, not associated with the employer’s business.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
23
Types of Initial Employer Contact (cont.)
• Drop-in Visit Stopping by unannounced
in an employer’s business for the purpose of getting an appointment.
This strategy is appropriate a) when the business and your contact are “publicly available”; and b) when you are able to establish your contact’s availability to talk.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
24
Types of Initial Employer Contact (cont. 2)
• Telephone Contact Calling the employer to ask for an
appointment. This strategy is used when informal contacts
and drop-in visits are not feasible. You should always use a referral when making a telephone contact.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
25
Types of Initial Employer Contact (cont. 3)
• Letter of Self-referral Used when you are not able to secure a referral
when making telephone contact to get appointments
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
26
E-Mail Contact
• Use this strategy: a) only when given your contact’s email personally, and) when you have tried to use the telephone and have gotten stuck in voice mail.
• Be sure to send a letter of self-referral prior to making an email contact.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
27
Getting the Appointment
• Develop the scripts, letters, brochures, and other presentational media which represent the philosophy and services of the agency and which serve as a means of introducing the job developer to the employer.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
28
Sample Letter of Self-Referral
Dear Ms. Jones:
My name is Michael Callahan. I am with Marc Gold & Associates, an agency in our community that works with people with disabilities and employers. We are starting an exciting new program that I feel would benefit your business. I will be calling you in a couple of days to see if you would have about 25 minutes to listen to a presentation on this initiative. Please realize that I will not be soliciting any funds and it is not necessary that you may be hiring. Thanks for your consideration.
Sincerely, Michael Callahan
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
29
Sample Script for a Call
“Hello, my name is Michael Callahan with Marc Gold & Associates. I sent you a letter earlier this week and am following up to see if you might be willing to meet with me for about 25 minutes one day later this week. I have Thursday morning and early Friday afternoon available.”
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
30
Getting the Appointment
• Develop and use effective telephoning and person-to person techniques to get appointments with employers.
• Handle the common questions, objections and stalls which will be encountered when attempting to secure appointments.
• Implement a strategy for determining the number and type of employer contacts to make each week from the "Call List".
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
31
Making Your Pitch: Initial Meeting
• Thoroughly plan for the initial meeting, focusing on fulfilling all the critical components.
• Develop a proposed outline and "flow" for the meeting.
• Get ready, practice for, and conduct the initial meeting.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
32
Making Your Pitch: Initial Meeting (cont.)
• During the meeting, determine the interest of the employer by recognizing and dealing with negotiation stance used.
• Negotiate a follow-up meeting and establish a process for handling the follow-up meetings and negotiations.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
33
The Role of the Portfolio
• A presentation portfolio is a sales tool that can address the first four components of the initial meeting – introductions, explaining CE, explaining employer services and supports, and use a visual resume to introduce the job seeker.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
34
Outline for an Initial Presentation
1. Introductions Introduce yourself -- business card, referrals Introduce your agency – first page, fact sheets
that are left behind
2. Why you are here “We match applicant skills with employer
needs” through customized employment
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
35
Outline for an Initial Presentation (cont.)
3. How we do what we do Use portfolio to explain the negotiation and
support strategies to be used
4. Introduce applicant represented Use portfolio to explain the tasks/contributions of
the applicant
5.Wrap up with employer questions - “Close” to the tour/needs analysis
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
36
Cutting the Deal: Follow-up Negotiations
• Learn about and assess the company through a tour and Needs Analysis.
• Offer in-depth information about the training, facilitation and support procedures which are to be offered to the employer.
• Match and negotiate the job seeker’s conditions for success.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
37
Cutting the Deal: Follow-up Negotiations (cont.)
• Handle the negotiation stance taken by the employer.
• Gain approval for employment and set a date for the job analysis and hiring.
• Finalize an understanding with the employer by agreeing to a customized job description and a set of shared responsibilities between the agency and the employer.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
38
Employer Responses
• Questions: legitimate requests for clarification, uncertainty, confusion.
• Objections: statements that refute a point made by the job developer or that challenge an underlying assumption.
• Stalls: requests by the employer designed to avoid saying “yes” or “no”.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
39
Negotiation Stances
• “Oh Boy” stance
• “Show Me” stance
• “Oh No” stance
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
40
This Stance Ends Like This
• “Oh Boy” stance: ()This is the successful result (though occasionally the starting point) of any negotiation. In this stance both parties clearly stand to gain from the deal.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
41
? This Stance Starts Like This ?
• “Show Me” stance: This is the typical position of both parties at the outset of negotiation. In this stance one party has much to gain and the other party is uncertain. “Show Me” stances are often represented by questions, objections and stalls, and must be converted to “” in order to be successful.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
42
This Stance Usually Ends Up Like This
• “Oh No” stance: () This negotiation stance occurs when one party has something to gain and the other feels clearly that it does not. Since threats are the most successful way to convert “Oh No” stances to “Oh Boy”, it is recommended that job developers bow out of negotiations and contact others.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
43
Negotiating a Customized Job Description
• One of the last features of negotiation is to agree on a customized job description with an employer. This is based on the Needs Analysis.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
44
Closing the Deal
• Negotiating customized job descriptions is somewhat different that typical sales. Traditional sales techniques call for “closing the deal” at the end of every sales session.
• CE requires the development of a relationship and of an understanding between developer and employer.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
45
Closing the Deal (cont.)
• It is recommended that developers not try to close in the initial, or possibly even after the second, meeting with employers.
• The “close” is appropriate and necessary when it is felt that the employer has enough information to make a positive decision about a customized job.
Comments & Questions
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
46
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
46464646
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
47
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
47
Contact Information
Michael CallahanMarc Gold & Associates - Employment for All
4101 Gautier-Vancleave Rd. Ste. 102,
Gautier, MS 39553 (228) 497-6999
Email: [email protected]
THANK YOU!
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
48
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
48
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
49
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
49
Upcoming Webinars: Job Development Exchange
1. Employer Networks: An Overview of Various Types of Employer Networks (December 8)
2. Employer Networks (December 16)
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
50
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
50
Archived Webinars: Job Development Exchange
• An Overview of Employment Approaches and Strategies to Serve all Persons
• Introducing the Online Toolkit for Job Placement and Employment Professionals
• Distinguishing Employment Relationships: Competitive and Customized Employment
• Job Development in Rural Areas
• Developing Sales Tools for Customizing Employment: The Portfolio and Visual resume
• Preparing for Negotiations with Employers
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
51
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
51
TACE Talks Transition (TTT)
• Monthly concise information on best practices to transition counselors available for their own pace learning; sign-up and start your subscription via the Transition Email-List
• http://tacesoutheast.org/network/transition/email_list.php
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
52
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
52
Education CreditsCRCC Credit - (2.0)Approved by Commission on Rehabilitation Counselor
Certification (CRCC)• By Thursday November 17, 2011, participants must
score 80% or better on a online Post Test and submit an online CRCC Request Form via the MyTACE Portal.
My TACE Portal: TACEsoutheast.org/myportal
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
53
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
53
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © 2011
535353
Southeast TACE (Region IV)
Southeast TACE (Region IV)
Toll-free: (866) 518-7750 [voice/tty]
Fax: (404) 541-9002
Web: TACEsoutheast.org
My TACE Portal: TACEsoutheast.org/myportal
Email: [email protected]
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
54
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
54
Disclaimer
This presentation was developed by the TACE Center: Region IV ©2010 with funds from the U.S. Department of Education, Rehabilitation Services Administration (RSA) under the priority of Technical Assistance and Continuing Education Projects (TACE) – Grant #H264A080021. However, the contents of this presentation do not necessarily represent the policy of the RSA and you should not assume endorsement by the Federal Government [34 CFR 75.620 (b)].
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
55
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
55
Copyright Information
This work is the property of the Marc Gold & Associates
Permission is granted for this material to be shared for non-commercial, educational purposes, provided that this copyright statement appears on the reproduced materials and notice is given that the copying is by permission of the authors. To disseminate otherwise or to republish requires written permission from the authors.