1. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc Working Relationships Employment and Career Development through Employer Partnerships

2. Richard Luecking TransCen, Inc. Employer Perceptions of Disability and Disability Employment Programs Part One

3. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc BEG PLACE PRAY

4. Session Objectives To learn how employers perceive disability and disability employment organizations To learn what employers want from employment organizations To identify effective marketing messages to employers

5. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc What Employers Want Relationships that help meet a particular company need Relationships that help meet an industry-wide need Relationships that help meet a perceived community need that makes it a good place to do business

6. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc What Employers Often Get Appeals to hire people with disabilities Programs asking to hire a narrow category of job seekers Programs of varying quality Confused and frustrated!

7. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc It is more effective to find out what customers need and want and match it to what you have to offer, than it is to get them to buy what you are selling. Marketing Maxim

8. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc 10.“Helping people with disabilities achieve maximum independence.” 9.“Bringing people with disabilities into the mainstream.” 8.“Hiring people with disabilities makes good business sense.” The “NOT” Top Ten

9. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc The “NOT” Top Ten 7.“The DuPont survey says people with disabilities are good workers and easy to supervise.” 6.“We are government funded.” 5.“We are CARF accredited.”

10. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc The “NOT” Top Ten 4.“Do you job carve? We can help.” 3.“Serving people with barriers to employment.” 2.“Providing hope and opportunity to those less fortunate.”

11. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc The “NOT” Top Ten 1.“We help some people get competitive employment, and some depart by way of death.”

12. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc Mistake: “Selling disability” Company looking for individual with significant cognitive impairment with extensive history of behavior problems. Supportive co-workers. Call for an application. HELP WANTED

13. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc Employer Perspectives of Disability in the Workplace MIXED BAG Employers generally willing to hire, but –Unaware of resources to help –Confused about resources –Feel inexperienced and unprepared

14. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc Employer Perspectives of Disability in the Workplace MIXED BAG Employers generally express affirmative and humane views, but –Often invoke corporate good citizenship as motive –Views are often more negative toward some categories of disability than others

15. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc Employer Perspectives of Disability in the Workplace Employers experienced with disability are typically: –Very positive about hiring/accommodations –Willing to exceed legal requirements for accommodation –Looking for worker competence and service quality of agents (not to “do good”) –Expecting return on investment

16. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc Employers’ View of Rehab Organizations Also a Mixed Bag: –Naïve, confused, anxious –Frustrated: resent solicitations, lack of business awareness, unreliability –Satisfied: see rehab as important link, addressing needs, contributing to company operations

17. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc Main Message should be about: Competence and Quality

18. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc The Real Top Ten Messages 10. “We represent quality.” 9.“We are here to serve you.” 8.“We will listen.”

19. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc The Real Top Ten Messages 7. “We match applicants with employer need.” 6.“Meeting company human resource needs since____.” 5.“We would like to learn more about your business

20. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc The Real Top Ten Messages 4. “Innovative staffing resource.” 3. “Endorsed by ______ (fill in name of employer)” 2.“We stand behind our service.”

21. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc The Real Top Ten Messages 1.“We believe in our product.” (that is, the job seekers we represent and the way we link these individuals with employers)

22. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc Next Session How to get your foot in the door What to do and say when you are inside employer’s operation How to identify opportunities for specific job seekers Introduction to customer service strategies that “wow” employers

23. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc Contact information Richard Luecking TransCen, Inc. 451 Hungerford Drive, Suite 700 Rockville, MD 20850 rluecking@transcen.org

24. Working Relationships: Employment and Career Development for Job Seekers with DisabilitiesCopyright © 2004 by TransCen, Inc Working Relationships Employment and Career Development through Employer Partnerships