1. Job Development in a Down Economy Working with Businesses Training 3 Indiana Vocational Rehabilitation Services

2. Development in Good Times— How Do You Do It??? Individual Strategies  Cold Calls  Beg, Place and Pray  Food, Flour/Flower, Filth Group Strategies  Breakfasts  Business to Business/Referral  Networks Indiana Vocational Rehabilitation Services

3. Building Business Partnerships 1.Trust 2.Win/Win Nature 3.Long-Term Relationship 4.Service Competence 5.Customer Service Orientation Indiana Vocational Rehabilitation Services

4. A Down Economy— Our Perspective 1.Fewer job openings 2.More overall job seekers 3.More job seekers with disabilities 4.Fewer resources 5.More pressure Indiana Vocational Rehabilitation Services

5. 1.Less $ for recruiting, training 2.Layoffs, staff cuts 3.Few customers 4.Everyone doing more 5.Trying to make it through the day 6.Not much future planning Indiana Vocational Rehabilitation Services A Down Economy— The Business World

6. Know the Business World and Your Business 1. Gain business knowledge — e.g., read WSJ, follow the stock market 2. Understand the employer –as an organization and as an individual with his/her own goals and motivators 3.Know your service & benefits Indiana Vocational Rehabilitation Services

7. Know the Business World and Your Business, cont. 4. Recognize multiple sources of business contacts —e.g., Chamber of Commerce, industry associations 5.Let employers know why you are contacting them Indiana Vocational Rehabilitation Services

8. Know the Business World and Your Business, cont. 6. Find out who makes hiring decisions —e.g., department manager, human resource, both? 7. Stay in touch —follow up! 8. Analyze aspects of targeted jobs —so you can match the right candidates to those jobs Indiana Vocational Rehabilitation Services

9. Business World Opportunity 1.Save $ on recruiting, training 2.Develop creative ways to get tasks done 3.Provide marketing support 4.Help current staff accomplish the job 5.Provide short-term solutions 6.Offer long-term planning Indiana Vocational Rehabilitation Services

10. Marketing  Know what employers want  Know your package of services  Study the local business community  Develop business-oriented marketing materials Indiana Vocational Rehabilitation Services

11. Customer Service Orientation  Respond quickly  Customize your services  Give outstanding performance  Learn from other fields  Listen (80/20) Indiana Vocational Rehabilitation Services

12. Always…  Put yourself in the shoes of the business and attempt to truly understand their position.  Learn as much as you can about the business and their goals and motivations.  Acknowledge hard times. Indiana Vocational Rehabilitation Services

13. Ways to Learn More— How Can I Help?  Do research on the Internet  Go shopping at the business if appropriate  Take a tour  “Interview” relevant staff; hiring professionals, managers, workers, etc. Indiana Vocational Rehabilitation Services

14. Mitigating Resistance  Try to understand any reservations the business may have and why they may have them  Educate the business about incentives and the benefits of hiring people with disabilities. Indiana Vocational Rehabilitation Services