1 Identifying Employer’s Discrete Needs to Customize the Job NCWD/A Customized Employment; Mini Series

2 Three Parts to Today’s Discussion: 1. Outline steps to presenting an employment proposal that is attractive to the employer 2. Keys to finalizing the negotiation so that it meets employer needs 3. Illustrative examples

3 REVEW 1.Complete a discovery process that documents a job seeker’s interests, skills, preferred working environments, supports and accommodations needed, etc.; 2.Create an initial task list that represents an individual’s potential contributions to an employer’s operation;

4 REVEW 3.Complete an individualized job search plan based on discovery – and driven by the types of tasks an individual might perform, 4.Conduct informational interviews to get a foot in the door of prospective employers and find out about specific operational needs; and 5.Refine the task list based on subsequent employer visits.

5 Negotiations begin when the job developer recognizes the value a prospective applicant can offer a business.

6 An employer may consider customizing job tasks if: It saves the company money; It saves the company money; Helps the company to make money; Helps the company to make money; Helps the operation to run more efficiently; and/or Helps the operation to run more efficiently; and/or Improves customer relations Improves customer relations

7 Employment Proposal Steps Step 1 - Present tasks (from a refined task list) that might be assigned, or re- assigned. Step 1 - Present tasks (from a refined task list) that might be assigned, or re- assigned. Step 2 – Outline how these tasks might be assigned to the jobseeker you represent. Step 2 – Outline how these tasks might be assigned to the jobseeker you represent.

8 Employment Proposal Steps Step 3 – Highlight the skills of the candidate and how they can match the tasks needing to be done. Step 3 – Highlight the skills of the candidate and how they can match the tasks needing to be done. Step 4 – Delineate the potential benefits to the employer as a result of assigning identified tasks to the job candidate. Step 4 – Delineate the potential benefits to the employer as a result of assigning identified tasks to the job candidate.

9 Employment Proposal Steps Step 5 – Discuss your role (and your organization’s role) in supporting the job candidate. Step 5 – Discuss your role (and your organization’s role) in supporting the job candidate. Step 6 – Make the “ASK” Step 6 – Make the “ASK”

10 Employment Proposal Steps Step 7 – Reiterate the potential benefits of the arrangements to the employer – e.g., how others can produce more, money can be saved, more sales will be generated, etc. Step 7 – Reiterate the potential benefits of the arrangements to the employer – e.g., how others can produce more, money can be saved, more sales will be generated, etc.

11 “Nothing beats showing me how you can make my life easier!” - A hiring manager who hired an individual through a customized arrangement

12 Negotiation is successful when all agree to: What tasks need to be done What tasks need to be done What tasks the individual can do What tasks the individual can do What hours the individual will work What hours the individual will work Production requirements Production requirements

13 Negotiation is successful when all agree to: How much the individual will be paid How much the individual will be paid What accommodations and supports will be necessary What accommodations and supports will be necessary The benefit to the business The benefit to the business

14 Colin Enjoys people Enjoys people Basic reading skills Basic reading skills Number recognition Number recognition Likes to use his hands Likes to use his hands Interested in retail Interested in retail Likes to be organized Likes to be organized Physically strong Physically strong Likes to move around Likes to move around

15 Colin – Preliminary Task List Core work skills Stocking and organizing Lifting heavy boxes Locating requested items Putting items in proper location Basic maintenance skills

16 Steps in finding a customized match Scanned Colin’s geographical area for stores that might have tasks matching his initial task list Scanned Colin’s geographical area for stores that might have tasks matching his initial task list Conducted informational interviews, including at Ross Dress for Less Conducted informational interviews, including at Ross Dress for Less Identified specific areas of operational difficulty at Ross Identified specific areas of operational difficulty at Ross

17 Ross Dress for Less Shoe department a mess – receiving customer complaints Shoe department a mess – receiving customer complaints Regular shoe shipments stocking up in the back room Regular shoe shipments stocking up in the back room Merchandise put on sales floor haphazardly Merchandise put on sales floor haphazardly Customer service representatives pulled off the floor to take care of shoe shipments Customer service representatives pulled off the floor to take care of shoe shipments

18 Next Steps for Customizing Job Matched the store's needs with Colin’s skills to create a refined task list Matched the store's needs with Colin’s skills to create a refined task list Set up a “working interview” so Colin could show his capacity to perform the tasks Set up a “working interview” so Colin could show his capacity to perform the tasks Negotiated hours, duties, pay, training, and production Negotiated hours, duties, pay, training, and production

19 Ross Proposal COLIN’S SKILLS Physically strong Physically strong Number recognition Number recognition Likes organization and to use his hands Likes organization and to use his hands Enjoys moving around Enjoys moving around REFINED TASK LIST Receives and unpacks shoe shipments Sorts shoes into size categories Censors and tags shoes Delivers shoes to proper rack on sales floor – and retrieves returned shoes

20 Benefit to Ross Fewer “shoe” complaints from customers Fewer “shoe” complaints from customers Ross work flow was reorganized in a way that was sequential to assist Colin do his job – and created a smoother operation for other staff Ross work flow was reorganized in a way that was sequential to assist Colin do his job – and created a smoother operation for other staff Improved customer satisfaction, increased sales Improved customer satisfaction, increased sales

21 Jason High School Diploma High School Diploma Work Experience Work Experience 3 months as nursery assistant 3 months as nursery assistant 2 months as receptionist assistant 2 months as receptionist assistant Motivated to work Motivated to work Wanted office work Wanted office work Enjoys a variety of concrete tasks Enjoys a variety of concrete tasks Likes to stay busy Likes to stay busy

22 Jason’s Discovery – Initial task list Answer telephone and direct calls appropriately Answer telephone and direct calls appropriately Operate copy/fax machines Operate copy/fax machines Shredding documents Shredding documents Prepare folders for storage using alphabetical indexing Prepare folders for storage using alphabetical indexing Label, sort and collate documents Label, sort and collate documents Receive and sort and deliver incoming mail Receive and sort and deliver incoming mail Deliver interdepartmental mail Deliver interdepartmental mail Alphabetic and numerical filing Alphabetic and numerical filing

23 The Pewett Company Marketing support service company Marketing support service company Expanding business Expanding business Staff taking on additional duties Staff taking on additional duties Called CE specialist for advice on creating two positions Called CE specialist for advice on creating two positions Fulfillment department Fulfillment department Database management department Database management department

24 TPC Proposal Refined Task List Labeling new client files Matching personalized inserts to file labels Packing, sealing, and weighing mailing pieces Jason’s Skills Labeling and alpha/numeric filing Labeling and alpha/numeric filing Attention to detail Attention to detail Enjoys very concrete tasks Enjoys very concrete tasks Good fine and gross motor skills Good fine and gross motor skills Basic math and reading skills Basic math and reading skills

25 Benefit to TPC Senior staff members no longer have to perform duties that keep them from critical customer service activities. Senior staff members no longer have to perform duties that keep them from critical customer service activities. Business orders are filled faster – increased client satisfaction. Business orders are filled faster – increased client satisfaction. Increased profit margins Increased profit margins

26 Once the hire is complete, the work is not done!

27 After the Hire Seek continuous feedback from employer about how arrangement is working Seek continuous feedback from employer about how arrangement is working Help make adjustments as necessary Help make adjustments as necessary Re-negotiate tasks, supports, production requirements, etc. if necessary Re-negotiate tasks, supports, production requirements, etc. if necessary

28 REMEMBER The employer is a customer – try to see the situation through employer’s lens. Ask yourself: How would this arrangement look to me if I was the employer?

29 More CE case examples:

30 Job Development Summary Research the business Research the business Set the appointment up for an initial presentation Set the appointment up for an initial presentation Provide the initial presentation requesting a tour and presentation of the job seeker Provide the initial presentation requesting a tour and presentation of the job seeker Tour to identify unmet needs Tour to identify unmet needs Present employment proposal Present employment proposal Create a job description Create a job description

31 Customized Employment Summary Discovery and exploration of the job seeker Discovery and exploration of the job seeker Employment planning Employment planning Creation of representational materials Creation of representational materials Job Development Job Development Job Analysis and Job Support Job Analysis and Job Support

32 After Job Development Job Analysis Job Analysis Clarifying tasks Clarifying tasks Learning the tasks for best teaching strategies Learning the tasks for best teaching strategies Learning from the “natural trainer” Learning from the “natural trainer” Job Support Job Support Facilitating the employer’s support plan Facilitating the employer’s support plan

33 Customizing Employment For all persons with complexities in their lives