1. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 Customized Employment: Engaging and Negotiating with Employers Engaging Employers from the Applicant’s side of the Equation

2. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Two Distinct Approaches Labor Market Job Development: Responding to the needs of employers with applicants who are “qualified” to meet those general needs. Customized Job Development: Discovering the “strengths, needs and interests” of applicants and negotiating a job description that meets both the applicant’s and employer’s specific.

3. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Labor Market Job Development This approach is primarily employer focused in that employer needs set the play. Applicants must successfully compete against both the essential responsibilities of the job and the other applicants who might want that job.

4. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Customized Job Development This approach is primarily focused on the applicant in that the applicant’s complexities are considered to be a barrier to labor market competitiveness. A proposal is offered to potential employers that seeks to negotiate a customized job description that meets both employer and applicant needs.

5. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Individually-Driven Customized Job Development Pool of Potential Applicants Potential Employers Job Developer In Customized Job Development, Job Developers gets to know one applicant at a time through discovery before meeting with potential employers in the community. Applicant of Concern

6. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Discovery allows us to determine who the applicant is, their complexities as well as their potential contributions to employers. Discovery Process Responsibilities Challenges Transportation Complexities Hobbies Skills Interest Areas Education

7. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Developing a customized plan A customized plan identifies the job seeker’s tasks and conditions as well as the interests that comprise an ideal job situation.

8. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Customized Job Development A Task List from the planning meeting is used to identify job seeker contributions. The Job Developer then meets with specific employers in an effort to negotiate a customized job description. From a list of potential employers identified during the Customized Plan.

9. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Customized Job Development Customized Employment is successful when there is a negotiated fit between the applicant’s “strengths, needs and interests” and the “specific needs of an employer”.

10. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Using a “Template” Strategy The Applicant’s skills, interests and conditions – their contributions - for employment are presented to the prospective employer for consideration. The Employer’s needs provide the basis for the applicant’s contributions to be considered as an overlay or template. A customized job description can then be negotiated.

11. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 A cardinal rule of negotiation Effective customized employment representation must balance two distinct perspectives – the job seeker’s and the employers. Identify and meet employer needs first, then negotiate job seeker conditions.

12. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 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.

13. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 The Role of the Customized Employment Plan Engaging employers is enhanced by a clear plan that results in critically important outcomes. The framework of a proposal, the tasks to be offered for employer consideration, and the employers to be contacted

14. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Tasks: Customized Contributions Discovery and planning must result in a concrete task list. This list provides the raw materials for the development of a customized job description, negotiated with an employer.

15. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Skills and Tasks Skills: Performance activity that the individual can currently perform. Tasks: Performance activity that an individual should be able to learn in a reasonable timeframe, based on skills that they currently can do.

16. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Conditions: The job seeker’s negotiables Conditions refer to the aspects of the employer’s expectations that need to be negotiated in order to make the employment relationship feasible and successful. These aspects are identified during the Customized Planning Meeting.

17. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Identifying potential employers By bringing the identification of potential employers into the customized employment plan, we increase the likelihood that job developers obtain jobs the applicants want. It also helps qualify employers and helps them understand why they were chosen for contact.

18. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Developing a proposal Customized employment depends on the development and subsequent presentation of a proposal to employers. There are many different formats for customized proposals. We are recommending using a representational portfolio as the primary tool for proposals.

19. We match applicant skills With employer needs..... The people we represent have unique skills to contribute to your business. Our job is to determine whether you have specific needs which match these skills. If a match is identified, a job description is customized to suit both you and the applicant with a disability.

20. Customized Employment The US Department of Labor is encouraging employers and applicants to consider negotiating an employment relationship when current job descriptions and other expectations create a barrier. This concept is known as customized employment.

21. Tour and Needs Analysis Before any agreement is made, we offer a free needs assessment. We can either observe your various business procedures, or we can assist you to do so, to identify potential needs within your company.

22. Customized Employment can target specific worksite issues:  Episodic and targeted duties  Slower components of tasks  Back-ups and Bottlenecks  Material/tool supply  Interruptions/waiting  Additional assistance to meet high work demands  Unattended materials/products  Waste/scrap materials  Misplaced materials/goods  Dusty, broken, dirty goods/materials  Unsafe or unsightly conditions  Inconvenient location of materials

23. Job Analysis: The foundation of success Once a customized job description has been negotiated and approved by you, we spend time in your business looking at the way you do things, the means you use to train and support employees and the people you assign for supervision.

24. Benefits to employers and employees To Employers  Assistance in identifying workplace needs that might be met by applicants  Identification of support providers, as necessary, for customized employees  Recruitment and matching of the skills of applicants to employer needs  Assistance in customizing job roles for current employees who become disabled To Employees:  In-depth discovery of the applicant’s strengths, needs and interests  Customized planning assistance to target potential employers and contributions  Representation assistance to negotiate customized relationships  Resource identification to pay for necessary supports

25. A Recap of Customized Employment...  Targeting specific unmet needs with an employee who is matched to the job tasks  Negotiating of a customized job description  Analyzing on your company’s culture and needs  Supporting both you and your new employee, as needed  Committing to do things your way with open communication

26. Ms. Guthrie is looking for an employer who has needs in the following areas: 1.Material/product delivery 2.Envelope stuffing 3.Stapling/stamping 4.Production tasks 5.Packing, unpacking, labeling 6.Sorting/folding 7.Putting things up/straightening 8.Material sorting 9.Recycling 10.Assisting/helping

27. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Conducting an Employer Needs Analysis This process can be conducted in two ways:  As a part of individualized job development, during the tour, one employer at a time  As a part of informational, “discovery” interviews with employers, concurrent with individualized job development

28. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Employer Needs Analysis Strategies Target individuals performing job tasks to identify possible areas that might need additional support: Episodic duties Slower components of tasks Back-ups/Bottlenecks Material/tool supply Interruptions Wasted motions

29. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Employer Needs Analysis based on an Informational Interview Notice non-task related issues: Unattended materials Waste/scrap materials Customers waiting Misplaced materials/goods Dusty, broken, dirty goods/materials Missed opportunities Unsafe or unsightly conditions

30. MG&A Marc Gold & Associates 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS 39553 (228) 497-6999 Employer Needs Analysis based on an Informational Interview Engage employer in a self-analysis of the workplace. Ask employer to consider: Unmet needs Extraneous actions by employees Complaints by employees/customers Things that need to get done that are not getting done