Developing Sales Tools for Customizing Employment: The Portfolio and Visual Resume Michael Callahan Marc Gold & Associates Employment for All October 27, 2011

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 2 Two Distinct Portfolios Communicates concept of CE Gives visual examples of CE and persons with disab. Outlines essential selling points Describes supports Introduces, visually, job seeker Shows competent performance Shows unique features of job seeker Presents Task List Agency PortfolioVisual Resume

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 3 The Agency Portfolio The agency portfolio is basically a sales tool, similar to a “pitch book” used in generic sales, that can be used by job developers to communicate CE to employers, to pace presentations, to clarify essential selling points and to provide a visual confidence builder.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 4 Determining Your Negotiables The first step of negotiation is to determine the negotiables that you will use when contacting employers. Remember, Customized Employment principles ask us to individually determine those negotiables related to the job seeker. However, you will have negotiables related to your agency.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 5 Components of Negotiation Essential Selling Points Sweeteners Hole Cards Non-negotiables

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 6 Essential Selling Points These are inherent features offered to the employer by both the provider organization and the applicant. These features are offered to any and all employers who are called on for the applicant. Essential selling points are outlined during the initial presentation to the employer.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 7 Essential Selling Points: Examples Job seeker discovery Task/need matching Customized planning Employment site/culture/environ. match Job site supports, initially/as necessary Job analysis Negotiation of a customized job description On-going problem solving Naturally referenced supports

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 8 Sweeteners These are additional features offered by the provider and/or the applicant to enhance the attractiveness of the deal for the employer. Sweeteners go beyond the essential selling points, but do no create an undue burden on either the provider or applicant. They are most often offered during follow-up negotiations.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 9 Sweeteners: Examples Transportation coordination Problem solving technology, accommodations and accessibility WOTC eligibility* WOTC contact and providing paperwork Team of employment professionals for employer contact Budget funds to buy:  Targeted support and personal assistance  Small tools  Work clothes/uniforms  Short term transportation Assistance in PR activities Employer orientation - specifics

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 10 Hole Cards These are features of an employment negotiation that will likely create undue hardship, expense or complexity for the provider and/or the applicant in relation to a desired job. They are offered as a last-ditch effort to secure an otherwise ideal job for an applicant. They must be held in reserve and used only sparingly during final negotiations.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 11 Hole Cards and the Contingent Close The delivery of a Hole Card provides the job developer a powerful tool – the “contingent close” – that can be offered as an condition of delivering any hole card to an employer. Always attempt a contingent close before agreeing to offer or implement any hole card level negotiable.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 12 Hole Cards: Examples Researching:  Transportation assistance  Other employer issues: i.e. liability Bonding & insuring staff/students Training: credential OJT funds Payment of less than entry wage Extended probation Long term training and support for employee WOTC paperwork assistance Internship startup Providing employer classes on disability issues Employer partner luncheon

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 13 Non-Negotiables Non-negotiables are those aspects of a negotiation that you or the job seeker are not willing to bend on. It is critical that you plan for these in advance and find gentle ways to explain to the employer why you’re not able to negotiate on those items.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 14 Examples of Non-Negotiables Sub-minimum wages Assuring production Providing a substitute worker for student Assuring on-going transportation Anything illegal Guaranteeing success of any sort Charity relationship

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 15 Why is an Agency Portfolio Useful? It represents a shift from an agency marketing strategy to an individualized, customized marketing strategy. Traditional expectations of employers make it difficult for applicants with significant disabilities to benefit from typical strategies. Helps makes sure that job developers give consistent info to employers. Teaches employers how to think about customization.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 16 Why is an Agency Portfolio Useful? (cont.) Helps explain natural supports Provides additional avenues for giving information to employers beyond verbal explanation. Requires agencies to come to terms with the manner in which they support and represent individuals, use language and negotiate. Outlines Essential Selling Points

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 17 Structure of the Agency Portfolio Images – important that they say what we intend to convey Narrative summaries of information Information about the school/agency Support strategies Essential selling points

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 18 The Importance of Images In your school/agency portfolio, make sure to use your best photos/images of individuals you’ve been successful with Take images of performance, not with individuals looking at camera Take lots of pictures – for every work experience, job, business, volunteer job Reference images with employer task language

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 19 Agency Portfolio Materials Materials Binder – “Show File” or other binder Presentation paper Vinyl covers Digital Photos PowerPoint pages Business Cards “Leave behind” fact sheets and brochures

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 20 “Show File” Binder Picture: “Show file” binder for Ashley Bass

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 21 Outline for an Agency Portfolio 1. Introduction your agency/school  Introduce your agency -- brochure, fact sheets 2. Explain Customized Employment  “We match applicant skills with employer needs”  Give examples through images

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 22 Outline for an Agency Portfolio (cont.) 3. Explain how we do what we do  Use portfolio to explain employer – employee supports and the seven phase sequence 4. Wrap up with a outline of services offered

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 23 Additional Considerations Taking photos Assuring variety Clarifying your message Layout, length and formatting Focusing on performance Remembering to “hold back” items for negotiation

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 24 MG&A: Twenty Five Years of Serving Employers and Persons with Disabilities Picture: Kim working on computer

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 25 We Match Job Seeker 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.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 26 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.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 27 Business Focus for Customized Employment Unmet Workplace Needs:  This area focuses on tasks that need to get done but are not getting done in the way the employer would like. It also can include tasks that have not been performed but need to be. Tasks better performed by others:  This area focuses on aspects of jobs that might better be performed by others at a lower pay grade. This option can directly save money for employers. Specific benefit to enhance business:  This area focuses on workplace needs for additional productivity in specific tasks. It must be matched with job seeker’s specific competencies

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 28 Stocking Check-Out Islands, Assisting Advertising, Un-Boxing Electronic Equipment, etc.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 29 Mailroom Assistance and Inter- Office Delivery

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 30 Inventory Control Tasks

Targeted Maintenance and Cleaning TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 31

Tasks Providing Assistance to Reception, Professionals, Manager and Sales TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 32

Sorting and Filing of Excess Paperwork TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 33

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 34 Spot Cleaning to Reduce “Slip and Falls”

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 35 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.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 36 Customized Employment targets specific worksite issues: Episodic duties Slower components of tasks Back-ups/Bottlenecks Material/tool supply Interruptions 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

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 37 Job Analysis: The Foundation of Success We focus on: The way you do things The means you use to train and support employees The people you assign for supervision..

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 38 Job Site Supports to Both Employer and Employee

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 39 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

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 40 The Visual Resume The Visual Resume (formerly, Individual Portfolio offers an alternative when applicants do not have persuasive resumes and experiences. This portfolio is a form of a “visual resume” that introduces job seekers who need customized employment to potential employers.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 41 Developing an Individualized Portfolio The visual resume contains a number of ingredients: A portrait of the individual Images of competent performance Narrative pages indicating contributions The applicant’s Task List developed during the Employment Planning meeting

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 42 Developing the Job Seeker’s Visual Resume Relationship to Discovery Gathering and selecting images Individual and family input Task list development

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 43 Sadie Jones

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 44 Sadie is Looking for a Job

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 45 Delivering Mail at NHS

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 46 Volunteering on the Yearbook Staff

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 47 Filing Invoices at Her Dad’s Business

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 48 Volunteering at a Catering Service

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 49 Sadie’s Experiences Sorted and delivered mail at school Assisted in the church day care center Volunteered at food distribution center Participated on yearbook staff Assisted in her dad’s business

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 50 Sadie Offers the Following Office Tasks: 1. Shredding 2. Running errands 3. Delivery 4. Running copier 5. Filing 6. Sorting, collating 7. Faxing 8. Stapling 9. Folding, stuffing, sealing, labeling 10. Light data entry 11. Backing up files to CD 12. Matching checks with invoices

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 51 Mississippi Department of Rehabilitation Services Our agency provides comprehensive services to Mississippians with disabilities. We assist individuals with gaining employment, retaining employment and to live more independent lives.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 52 Customized Employment According to the US Department of Labor: Customized employment means individualizing the employment relationship between the employer and job seeker. It is based on the individualized determination of the strengths, needs, and interests of the job seeker and is designed to meet specific needs of the employer.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 53 Customized Employment Focuses On: Task reflecting business unmet needs - CE provides a strategy for employers to focus on the unmet needs that inevitably occur in a time of multi-tasking and high expectation demand. Tasks better performed by others - CE can focus on the discrete tasks of job descriptions relating to highly skilled and credentialed positions in workplaces. Tasks needing additional productivity - CE can utilize specific job seekers competencies based on discovering their “strengths, needs, and interests” and matches and negotiates with existing employer needs.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 54 Meeting a Need Work that required repotting seedlings for local plant distribution center. This was identified on a tour and the employer indicated “he was behind”

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 55 Answering Busy Telephone Lines Job negotiated to answer busy phone lines. In her job she uses a headset, portable phone and a cell phone. She works 5 days a week for 1 to 2 hours a day.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 56 Preparing for the Next Day Targeted prep work of trimming flowers to place in arrangements to fill orders for the next day

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 57 Entering Data and Menu Development: Meeting a Business Need Negotiated work at local university. Employer identified needs and a customized job description was made ensuring a good job match.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 58 Sometimes Meeting a Need Does Not Mean Full Time or Wage Employment Creating a business that supports another business; shredding documents for local businesses.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 59 We Match Job Seeker 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 to match these skills If a match is identified, a job description is customized to suit both you and the applicant.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 60 The Way We Look for Job Matches Assist in identifying potential needs within your company by taking a tour and talking to you and your staff.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 61 Customized Employment Targets Specific Worksite Issues: Episodic duties Slower components of a task Back ups/ Bottlenecks Material supply Interruptions Additional assistance to meet high work demands Unattended products Waste/scrap materials Misplaced materials Dusty, broken, dirty goods Unsafe or unsightly conditions Inconvenient location of materials

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 62 Negotiating To Meet Your Needs Use a negotiated approach rather than a competitive approach to finding employment Create a job description that meets both your needs and the job seekers need It is a win win, or it does not work!

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 63 Benefits to Employers and Employees To Employers Identifies workplace needs that might be met by job seeker Identification of support providers, as necessary, for customized employees Recruitment and matching of skills of job seeker to employer needs Assistance in customizing job roles for current employees who become disabled To Employees In-depth discovery of the applicants 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

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 64 Comments & Questions

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 65 Contact Information Michael Callahan Marc Gold & Associates - Employment for All 4101 Gautier-Vancleave Rd. Ste. 102, Gautier, MS (228)

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 66 THANK YOU!

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 67 Upcoming Webinars: Job Development Exchange Preparing for Negotiations with Employers (November 7) Employer Networks: An Overview of Various Types of Employer Networks (December 8) Employer Networks (December 16)

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 68 Archived Webinars: Job Development Exchange An Overview of Employment Approaches and Strategies to Serve all Persons Introducing the Online Toolkit for Job Placement and Employment Professionals Distinguishing Employment Relationships: Competitive and Customized Employment Job Development in Rural Areas Developing Sales Tools for Customizing Employment: The Portfolio and Visual resume

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 69 TACE Talks Transition (TTT) Monthly concise information on best practices to transition counselors available for their own pace learning; – sign-up and start your subscription via the Transition -List ail_list.php Transition -List

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 70 Education Credits CRCC Credit - (2.0) Approved by Commission on Rehabilitation Counselor Certification (CRCC) By Monday November 7, 2011, participants must score 80% or better on a online Post Test and submit an online CRCC Request Form via the MyTACE Portal. My TACE Portal: TACEsoutheast.org/myportalTACEsoutheast.org/myportal **For CRCC credit, you must reside in the 8 U.S. Southeast states served by the TACE Region IV [AL, FL, GA, KY, MS, NC, SC, TN]. If beyond TACE Region IV, you may apply for CEU credit.

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 71 TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Southeast TACE (Region IV) Toll-free: (866) [voice/tty] Fax: (404) Web: TACEsoutheast.org My TACE Portal: TACEsoutheast.org/myportal

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 72 Disclaimer This presentation was developed by the TACE Center: Region IV ©2010 with funds from the U.S. Department of Education, Rehabilitation Services Administration (RSA) under the priority of Technical Assistance and Continuing Education Projects (TACE) – Grant #H264A However, the contents of this presentation do not necessarily represent the policy of the RSA and you should not assume endorsement by the Federal Government [34 CFR (b)].

TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A © Marc Gold & Associates 73 Copyright Information This work is the property of the Marc Gold & Associates Permission is granted for this material to be shared for non-commercial, educational purposes, provided that this copyright statement appears on the reproduced materials and notice is given that the copying is by permission of the authors. To disseminate otherwise or to republish requires written permission from the authors.