1. Conducting an Employer Needs Analysis and Job Development Strategies for Customized Employment Negotiating a customized employment relationship based on employer needs Michael Callahan Marc Gold & Associates January 13, 2010

2. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 2 From the Employer’s Side Unmet workplace needs Customized Employment provides a strategy for employers to focus on the unmet needs that inevitably occur in a time of multi- tasking, high expectation demand.

3. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 3 From the Employer’s Side Tasks better performed by others Customized Employment can focus on the discrete tasks of job descriptions relating to highly skilled and credentialed positions in workplaces.

4. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 4 From the Employer’s Side Specific employee competencies Customized Employment can utilize specific job seeker competencies based on discovering their “strengths, needs and interests” and matches and negotiates with existing employer needs.

5. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 5 Value Added to Employers: The Customized Process Discovery Capturing discovery through profiles Customized employment planning Portfolio/visual resume development Job development representation/ Needs Analysis Workplace analysis, accommodations, support

6. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 6 All workplaces have unmet needs, even when fully staffed, but particularly in difficult economic times Employer Needs Analysis (pt.1)

7. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 7 Employers can turn each unmet need into a task: 1.Excess data entry 2.Assisting receptionist during heavy calling 3.Performing episodic duties: collating for meeting 4.Augmenting low producing employees 5.Relieving employees during break Employer Needs Analysis (pt.2)

8. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 8 During Job Development, the Job Developer negotiates to perform Needs Analysis Each unique workplace has needs Employer Needs Analysis (pt.3)

9. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 9 Conducting an Employer Needs Analysis This process can be conducted in three ways: As a part of informational, “discovery” interviews with employers, concurrent with individualized job development As a part of individualized job development, following the tour, one employer at a time As a part of general activity in the community by job developers, family members and job seekers

10. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 10 Employer Needs Analysis : Informational Interview Contact employer with a rationale of community need Discuss the role of a needs analysis to determine unmet needs for CE Spend discussion time with employer to understand the business Tour the business, thoroughly, noting the culture and various tasks Arrange for an opportunity to spend several hours observing in various work areas

11. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 11 Job Based on an Informational Interview Identified general needs in: Reception DJs area Advertising Station manager’s office

12. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 12 Employer Needs Analysis: During Each Contact An Employer Needs Analysis most often negotiated during job development. The analysis typically occurs on the second or third interaction with an employer and often follows the tour of the business. A Needs Analysis may take from 1 – 3 hours or more to conduct, depending on the number of workplace areas to be examined and the size of the business.

13. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 13 Job developers can offer three options for conducting a Needs Analysis: 1.Conduct the Analysis at no charge to the employer 2.Conduct the Analysis in a partnership between employer representative and provider 3.If desired, have the employer conduct the Analysis without assistance Negotiating a Needs Analysis

14. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 14 Employer Needs Analysis: Employee/ Task focus Target employees performing job tasks to identify possible areas that might need additional support: Episodic duties Tasks better performed by others at a lower pay grade Tasks needing additional production assistance Back-ups/Bottlenecks Material/tool supply Interruptions Wasted motions

15. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 15 Episodic Task: Setting up a drum set

16. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 16 Slower Component/ Task Better Performed by Others: Inserting background greenery

17. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 17 Material Supply: Stocking cash registers

18. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 18 Wasted Motions: Tool/task assistance

19. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 19 Employer Needs Analysis: Environmental Focus Notice non-task related issues: Unattended materials/documents Waste/scrap materials Consistent errors Misplaced materials/goods Dusty, broken, dirty goods/materials Missed opportunities Unsafe or unsightly conditions

20. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 20 Unsafe Conditions: Sweeping laminate chips

21. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 21 Customers Waiting: Medical Imaging

22. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 22 Employer Needs Analysis: Customer focus As appropriate, focus on customers who use the business Customers waiting Customers confused Customers needing specific information Customers angry or with complaints Customers needing assistance

23. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 23 Employer Needs Analysis Employer Engagement Engage employer in a self-analysis of the workplace. Ask employer to consider: Unmet needs – ”Things that need to get done that are not getting done” Tasks better performed by others at a lower pay grade Tasks needing specific productivity assistance

24. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 24 Unmet Need: Delivery of Faxes

25. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 25 Unmet Need: Filing and Sorting

26. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 26 Employer Needs Analysis: General observations in Community Employment staff can take the opportunity to observe unmet needs in a variety of publicly available settings in the community: Outside areas of businesses Inside retail settings, common areas such as malls, etc. While receiving services in community or at home While traveling around community

27. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 27 The Sales Aspect of Job Development Customized job development is primarily a negotiation interaction with employers that seeks to find an intersection between employer needs and job seeker contribution.

28. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 28 Sales focused steps… Prospecting: research and Planning Making employer contacts: getting in the door Holding the initial meeting; making your pitch to explain customized employment Follow-up negotiations- making the final match: Employer / Job-seeker Closing the deal Successful Job Development

29. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 29 Elements of Successful, Individualized Prospecting Determine your negotiables relating to customized employment services. Research the targeted business to obtain information necessary for successful negotiations and matching. Identify already-existing linkages which may be of help in more narrowly targeting and securing jobs.

30. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 30 Elements of Successful, Individualized Prospecting (cont.) Obtain and use referrals which can assist in getting appointments and job opportunities. Develop a system/strategy for compiling and organizing information on employers. Develop and use a business vocabulary and strive to view employment issues both from a business and human service perspective.

31. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 31 Decide on the type of initial contact to use to get an appointment for a face-to-face meeting Third party connection Informal Contact Drop-in Visit Telephone Contact with letter of self-referral Getting in the Front Door

32. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 32 Initial Presentation Outline (1&2) 1. Introductions  Introduce yourself -- business card, referrals  Introduce your agency -- brochure, fact sheets 2. Why you are here  “We match applicant skills with employer needs” through customized employment

33. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 33 Initial Presentation Outline (3&4) 3. How we do what we do  Use portfolio to explain the negotiation and support strategies to be used 4. Introduce applicant represented  Use portfolio to explain the tasks/contributions of the applicant

34. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 34 Initial Presentation Outline (6) 5. Close the initial presentation  Ask for an opportunity to return for additional discussions, a tour of the business and a needs analysis

35. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 35 Offer in-depth information about the training, facilitation and support procedures which are to be offered Learn about and assess the company Handle the negotiation stance taken by the employer Target and define the job tasks to be performed Negotiate the conditions and other employer expectations necessary for success Cutting the deal: Follow-up negotiations

36. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 36 Closing the Deal Negotiating customized job descriptions is somewhat different that typical sales. Traditional sales techniques call for “closing the deal” at the end of every sales session. CE requires the development of a relationship and of an understanding between developer and employer.

37. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 37 Closing the Deal (cont.) It is recommended that developers not try to close in the initial, or possibly even after the second, meeting with employers. The “close” is appropriate and necessary when it is felt that the employer has enough information to make a positive decision about a customized job.

38. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 38 Comments & Questions

39. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 39 Contact Information Michael Callahan Marc Gold & Associates Email: MICALLAHAN@aol.com 4101 Gautier-Vancleave Rd. Ste. 102 Gautier, MS 39553 (228) 497-6999

40. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 40 THANK YOU!

41. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 41 Toll-free: (866) 518-7750 [voice/tty] Fax: (404) 541-9002 Web: TACEsoutheast.orgTACEsoutheast.org My TACE Portal: TACEsoutheast.org/myportalTACEsoutheast.org/myportal Email: tacesoutheast@law.syr.edutacesoutheast@law.syr.edu TACE Center: Region IV

42. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 42 Education Credit: CRCC & CEU DEADLINE: Tuesday, January 19, 2010 CRCC Credit (1.5)** 1.Login to MyTACE Portal. 2.Score 80% or better on Post Test within three attempts. 3.Submit online CRCC Request Form. CEU Credit (0.2) 1.Sign Participant List and complete CEU Form (on day of webinar from Site Coordinator, or after webinar login to MyTACE Portal. 2.Submit Participant List and CEU form to TACE: Region IV by Fax (404) 541-9002. MyTACE 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.

43. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 43 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 #H264A080021. 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 75.620 (b)].

44. TACE Center: Region IV, a project of the Burton Blatt Institute. Funded by RSA Grant # H264A080021. © 2010 Marc Gold & Associates All Rights Reserved 44 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.