1. Using Data to Optimize Business Engagement Strategy Brad Turner-Little Goodwill Industries International October 21, 2014

2. Core Mission Strategy Skills Attainment Business Engagement

3. Skills Attainment Credentialing via: High school Goodwill Community college University Apprenticeship Alternative delivery methods

4. Quantitative Data Qualitative Data Optimized Business Engagement

5. Quantitative Data Labor market data Proactive economic trend navigation Sector analysis Qualitative Data B2B Relationships Enterprise-wide value proposition Systems

6. Optimized Business Engagement Quantitative Data Labor market data Proactive economic trend navigation Sector analysis Qualitative Data B2B Relationships Enterprise-wide value proposition Systems

7. LMI Reports for Goodwill Members

9. Description2009 Jobs2014 JobsChange% Change % of All Regional Jobs 2013 Average Earnings Elementary and Secondary Schools (Local Government) 30,09930,9348363%6%$45,927 Local Government, Excluding Education and Hospitals 28,01628,8478303%6%$55,386 Crop Production21,80922,7739644% $24,861 Colleges, Universities, and Professional Schools (State Government) 19,51319,229-284-1%4%$44,811 Full-Service Restaurants12,73213,0493172%3%$19,184 Limited-Service Restaurants 12,09813,3271,22910%2%$14,528 General Medical and Surgical Hospitals (Private) 11,31611,186-130-1%2%$70,659 Spokane – Largest Industries

10. Las Vegas – Fastest Growing Industries

11. Description2009 Jobs2014 JobsChange% Change % of All Regional Jobs 2013 Average Earnings Full-Service Restaurants37,41143,8266,41517%4%$27,482 Limited-Service Restaurants22,78727,7564,96922%3%$17,501 Corporate, Subsidiary, and Regional Managing Offices 13,43516,0762,64020%2%$127,320 Hotels (except Casino Hotels) and Motels 10,67513,1612,48723%1%$40,454 Janitorial Services6,3068,7762,46939%1%$21,509 Temporary Help Services9,41111,7882,37725%1%$25,144 Federal Government, Military13,46315,6972,23417%2%$47,790 Casino Hotels152,464154,5392,0761%18%$43,653 Drinking Places (Alcoholic Beverages) 6,3118,3732,06233%1%$31,313 Telemarketing Bureaus and Other Contact Centers 3,2624,9841,72253%0%$35,534 Home Health Care Services3,4295,0881,65948%0%$48,000 Las Vegas – Fastest Growing Industries

12. St. Louis - Top 20 Largest Occupations requiring no more than high school diploma or equivalent

13. Description2009 Jobs2014 JobsChange% Change % of All Regional Jobs 2011 Median Hourly Earnings Retail Salespersons60,98562,9631,9773% $12.32 Cashiers59,72160,6088871%3%$9.68 Combined Food Preparation and Serving Workers, Including Fast Food 56,82160,1463,3266%3%$8.74 Office Clerks, General56,73359,9783,2456%3%$14.22 Waiters and Waitresses39,17039,9497802% $9.57 Janitors and Cleaners, Except Maids and Housekeeping Cleaners 37,88839,1301,2423%2%$11.22 Secretaries and Administrative Assistants, Except Legal, Medical, and Executive 37,06037,3903301%2%$14.24 Military occupations36,96231,919-5,043-14%2%$15.14 Customer Service Representatives 33,65135,0421,3914%2%$15.01 Heavy and Tractor-Trailer Truck Drivers 29,73730,8521,1144%1%$18.03 St. Louis - Top 20 Largest Occupations requiring no more than high school diploma or equivalent

14. Detroit - Top 20 Fastest Growing Occupations requiring no more than Associate's degree

15. Core Mission Strategy Skills Attainment Business Engagement

17. Uses of Labor Market Information Strategic Planning Grant Proposals Program Planning Job Placement

18. Examples Columbus GA – define partnerships, sector emphasis, retail growth Strategic Planning Charlotte NC – identify emphasis for training while entering new territory Program Planning Ready to Work Grants (H1B) – approach businesses in targeted industries Grant Proposal Career Pathway – use the data to paint a longer tail for participants Job Placement

19. Business Engagement Quantitative Data Labor market data Proactive economic trend navigation Sector analysis Qualitative Data B2B Relationships Enterprise-wide value proposition Systems

20. Maximizing the Mission 2007-2008-2009 – Period of recession –Many Goodwills, and other workforce development agencies, experienced decreases in placement However - several Goodwills showed placement increases during this timeframe We wanted to know: –What were they doing differently to contribute to growth? –Is it replicable?

21. Maximizing the Mission 2010 survey of 23 Goodwills that saw double digit percent growth in placement and hard numbers over the previous three year period What did we find? Two key factors: Strategic capacity development Social enterprise expansion and community resources Intentional business engagement Collaborator and solution approach

22. Business Engagement Survey findings pointed to three key strategies: Deepen knowledge of business needs in local areas Focus staff responsibilities on business relationship development Go where businesses congregate

23. Deepen Local Business Knowledge Each industry sector has its own jargon, skill standards, expectations and needs. External data analysis –Community needs assessment –Labor market information analysis Economic development information –Business permit filings –First source/local hiring ordinances –Local business journals Placement data analysis –Repeat placements at specific employers – titles, skills, churn

24. Focus Staff Responsibilities Realignment of staff responsibilities with a greater focus by employment services staff on employer need. Position impact –Job descriptions modified to include sales skills –Shift from generalists to specialists with specific skills sets Sharpening staff competency –Business/sales background –Training – sales skills focused Approach impact –Establish and reinforce business message –Shared leads/relationships –Brand representatives

25. Be Present to Business To be recognized as a business solution, businesses must be engaged in ways that are meaningful to them. Go where business congregates –After-hours events, networking groups Staff (not just senior leaders) need to engage businesses on their turf –Chambers of Commerce, business associations Create opportunities for business to congregate

26. Quantitative Data Qualitative Data Optimized Business Engagement

27. THANK YOU! Brad Turner-Little Goodwill Industries International Brad.turner-little@goodwill.org