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Recruiting New PartnersRecruiting New PartnersRecruiting New PartnersRecruiting New Partners
The ABC’s of recruitmentThe ABC’s of recruitment
Needs AssessmentBefore you can
recruit partners, you need to know what you need
Needs AssessmentFormal Needs Assessment
is the process of discovering what teachers and other staff need from outside sources that will help propel your school toward meeting school goals
Pre-needs AssessmentPrior to conducting a
Needs Assessment, you and your team must insure that school personnel have an understanding of how partnerships can support their efforts
Pre-needs AssessmentHelp teachers understand the wide range
of options for business partnerships• Some teachers may only think of incentives when asked what
they need from partners• Others may only ask for classroom assistance such as that
gotten from VAST volunteers• Explore the opportunities for using partners in “project learning”
activities–Distribute Partner Teacher Grant Application–See PowerPoint on Partnership Activities
Needs AssessmentAfter preparing staff, conduct a school-
wide Needs Assessment in cooperation with Staff Liaison for Volunteers
• Community Involvement Needs Assessment is available in the web site at www.browardpartners.com
• Make sure everyone understands that you will make every attempt to fulfill needs, but that you are making no promises
Prioritize Needs
Work in a team to prioritize needs • Different groups at school may have different
priorities • Make sure team represents all groups• Use SIP objectives to prioritize• Be prepared to justify the priorities
Prioritize!
I don't know the key to success, but the key to failure is trying to please everybody.
– Bill Cosby (1937 - )
Matching Needs to Resources
Look at existing resources first to fulfill identified needs
• Existing Partners and Volunteers– May wish to take on new roles
– May be able to help with recruitment
• Talk to current Mentor and Not-for-profit Organizations– Don’t silo resources - we should all be working together
• Teachers/staff– Teachers and other staff may mentor and tutor
Recruiting for PrioritiesGo after the most pressing needs first• The most pressing need may be hardest to
find • If you do choose to go after easier to get
resources first, such as incentives, don’t loose site of your priorities
Preparing for RecruitmentSeek help with recruitment efforts• Ask administrators, teachers, parents and volunteers
for assistance• Others in your school may enjoy and/or have experience
selling• Recruiting partners is SALES
• Have a positive attitude• Believe in what your selling
• Keep in mind that it’s OK when someone says NO. They are not rejecting YOU
Needs Acquisition
When you reach for the stars, you may not quite get one, but you won’t come up with a handful of mud either
– Leo Burnett
Targeted RecruitmentTarget businesses or organizations that you think are
most appropriate for program development and the fulfillment of identified needs
• To get volunteers and mentors, target business with employees who are not involved with customers– tellers,sales people, grocery store clerks, restaurant
personnel, etc. generally do not get work-release time
• To get incentives, target restaurants and places that your students frequent– Look in your geographic area, it is generally their sales area
Targeted Recruitment• To get curriculum support, target a business
that connects to the curriculum that you want supported. For example– Banks and math classes or Life Skills– Law offices with Debate Club– Technology with systems classes– General business with interviewing skills, writing,
team work, planning, time management
Preparing for RecruitmentResearch the targeted business or
organization prior to recruiting
• Check the internet• Do you think they have the resources and capabilities
that you are seeking?– How many employees do they have?– What types of jobs do these employees have?– Is their Community Involvement philosophy or policy listed?
• Ask yourself, if I were the business owner, WIIFM?– why would I want to partner with the school?
Recruitment• Recruit only for jobs/activities that you actually
have– Have job descriptions for volunteer opportunities
• Be timely– If the job/activity doesn’t start until after FCAT, don’t
recruit in August and make them wait
Recruitment• Network with existing partners, parents,
volunteers and school staff– You never know who knows whom until you ask
• Identify a starting and ending date
– Your partners may stay with you forever but may want to know there is an end date when they first sign on
RecruitmentBe prepared to answer questions• How will their involvement benefit students?• What do they get out of the partnership?• What are your school demographics?• What do other similar businesses do with other
schools?– You may contact Partners In Education for this information
RecruitmentRead body language and be prepared
to shift gears• You may be there to ask for help with
math tutoring, but body language is telling you that you’re not connecting
Recruitment
• Why do you need business partners? We didn’t have them when I was in school.
• What’s that FCAT all about?• What’s happening with the class size amendment?• Don’t you get Lottery money? • Why do you people need more money? Don’t you get enough of my tax
dollars?• Why do students need incentives to read more? Shouldn’t they just learn
because the have too?
These are just a sample of questions asked at actual recruitment meetings.
Sometimes, the questions you get from the recruitee are in left field. Be prepared for everything…..
Recruitment
Every recruitment meeting is an opportunity to educate someone on the value of public education in general and your school in particular
RecruitmentEven if you don’t
get a new partner, you may just make public education a new friend
What’s in it for me?Know the Benefits of
partnerships for– Community– Partner– School– Student
PartnershipsPartnerships require a culture that reinforces community involvement
•Both school and partner should recognize that a well-run community involvement initiative is a win/win program for schools, for businesses and for the community
Benefits to the Community
•Improve the economic environment and the ability to draw new businesses•Provide for economic growth•Lower dropout rates, which are associated with lower crime rates, less unemployment and fewer welfare recipients
Partnerships
Benefits to the Business
•Enhance the business’s community image•Provide a better prepared workforce•Improve employee morale and training
–BellSouth would send entry level managers to speak at middle school on the theory that if they can speak to a classroom of middle school students, they can present to anyone
•Aid in customer and employee recruitment and retention
Partnerships
Benefit to the School
•Provide teachers with ideas for innovative approaches to learning •Provide added human and financial resources to schools•Reinforce school message that education is important for life•Improve employee morale knowing that the community values what they do
Partnerships
Benefit to Students
•Relate school to “real life” by utilizing the business as a focus to delivering academics•Deliver a unified message that the community cares about students’ academic success•Provide opportunities for greater career awareness•Increases student self-esteem•Enhance learning opportunities in non-traditional settings
Partnerships
Motivating Factors for Corporate Citizenship
Company CEOs agreed that good corporate citizenship is good business•82% state that good corporate citizenship helps the bottom line•74% believe that the public has a right to expect companies to act as good citizens
2004 survey of the U.S. Chamber of Commerce
Types of RecruitmentDirect• In person, face to face
• Telephone Indirect• Letter• Poster• Brochure• Newspaper Article• Public Service Announcement• Displays at local stores and malls
RecruitmentRecruiting new
partners in never easy. But finding the right resources to help your students in always rewarding.
Direct Recruitment• Is person-to-person contact• Is the most effective form• Emphasizes communication between the
recruiter and the prospective recruitee• Provides for two-way communication• The best Direct Recruitment is face-to-
face rather than by telephone
Direct Recruitment• Cold calling is arriving at the business’s
door without an appointment– Very difficult to meet with the “right” person
in a cold call– The “right” person may be busy or
preoccupied during your visit
Direct RecruitmentInstead of cold calling• Start with a telephone call to get an
appointment• The person on the telephone may help
you identify the right person with whom you should meet
Direct RecruitmentThe “right” person to meet with is the
one able to make decisions on behalf of the company
Always send someone who can answer specific questions and has the authority to commit to the partnership on behalf of the school
Direct RecruitmentThe recruiter should be very
knowledgeable about the school and the potential partnership placements and programs
• the requirements for specific placements such as mentoring
• number of people being requested• times of available volunteer jobs
Direct Recruitment• knowledge of available training and
orientation• school and district policies• budget, transportation issues• class scheduling• other issues that may come up in
conversation
Direct Recruitment• The recruiter should follow each meeting
with a letter of thanks • Summarize what was agreed to and next
steps if appropriate
Direct RecruitmentTelephone Recruitment• You may try to recruit by telephone
– May be more difficult to conduct a meaningful discussion on partnerships by phone
• However, a telephone call is a great way to introduce the idea and schedule a face-to-face meeting– No real partnership plans can be made without meeting the
person you are attempting to recruit
Keep your eye on the objective
The strength of the United States is not the gold at Fort Knox or the weapons of mass destruction that we have, but the sum total of the education and the character of our people.
– Claiborne Pell (1918 - )
The CloseThe hardest part of any recruitment is the
close • You must leave with a plan for further
action • The plan may be to start developing activities
– Hold that next meeting at school– It will help you gauge the partner’s willingness to visit in the
future– It will give you the opportunity to introduce the potential new
partner to others
The CloseThe Plan you leave with may be to meet
with someone else• You may not have meet with the real decision maker
– Some companies may ask someone to “prescreen” your request and only bring to management if they like what they hear
• Some companies have employee councils that decide on their community outreach. Once the management person likes your presentation, you could be asked to bring it to the employees
Making the SaleA strong positive
mental attitude will create more miracles than any wonder drug.
– Patricia Neal
Indirect Recruitment• Indirect recruitment may be a letter or any
other written method of communication• Is less effective because it requires the
recruitee to take action to contact you• Indirect recruitment serves as a good public
awareness activity – It gives the person or persons you are trying to recruit prior
knowledge of who you are and what partnerships are about
Indirect Recruitment• Don’t count on indirect recruitment to bring in
new partners• On average, less then 5% of brochures mailed
result in any return– 1,000 mailed brochures may not bring in one new partner
• Think of indirect recruitment activities as public relations
RecruitmentThe process of
recruiting new partners may give you skills you never dreamed of attaining.
Leadership and learning are indispensable to each other.
• John F. Kennedy (1917 - 1963)
Follow-upOnce you have successfully
recruited a partner and you have agreed to planned activities, it is essential that YOU follow through and schedule them to start.
Follow-upPartners are yours to
harvest
You can let them die on the vine or you can nurture them and insure a rewarding experience for all
Post Test• What was the last company you successfully
recruited?• Did you actively recruit this specific business and
why?• What does that company do with your school?• Do these activities meet an identified need?• How did the steps you took to recruit compare and
contrast to the steps outlined in this presentation?
Questions?Call or email Partners In Education to go over
the presentation and discuss any questions you may have.
Nrandall on CAB or [email protected]
Telephone: 754-321-1974