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Identifying Employer’s Identifying Employer’s Discrete Needs to Discrete Needs to Customize the JobCustomize the Job

NCWD/A NCWD/A Customized Employment; Mini SeriesCustomized Employment; Mini Series

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Three Parts to Today’s Discussion:Three Parts to Today’s Discussion:

1.1. Outline steps to presenting an Outline steps to presenting an employment proposal that is attractive employment proposal that is attractive to the employerto the employer

2.2. Keys to finalizing the negotiation so Keys to finalizing the negotiation so that it meets employer needsthat it meets employer needs

3.3. Illustrative examplesIllustrative examples

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REVEWREVEW

1.1. Complete a Complete a discoverydiscovery process that process that documents a job seeker’s interests, skills, documents a job seeker’s interests, skills, preferred working environments, supports preferred working environments, supports and accommodations needed, etc.;and accommodations needed, etc.;

2.2. Create an initial Create an initial task listtask list that represents an that represents an individual’s potential contributions to an individual’s potential contributions to an employer’s operation;employer’s operation;

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REVEWREVEW3.3. Complete an individualized Complete an individualized job search planjob search plan

based on discovery – and driven by the based on discovery – and driven by the types of tasks an individual might perform,types of tasks an individual might perform,

4.4. Conduct Conduct informational interviewsinformational interviews to get a to get a foot in the door of prospective employers foot in the door of prospective employers and find out about specific operational and find out about specific operational needs; andneeds; and

5.5. Refine the task listRefine the task list based on subsequent based on subsequent employer visits. employer visits.

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Negotiations begin when the Negotiations begin when the job developer recognizes the job developer recognizes the value a prospective applicant value a prospective applicant

can offer a business.can offer a business.

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An employer may consider An employer may consider customizing job tasks if: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 Helps the operation to run more

efficiently; and/orefficiently; and/or Improves customer relationsImproves customer relations

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Employment Proposal StepsEmployment Proposal Steps

Step 1 - Present tasks (from a refined Step 1 - Present tasks (from a refined task list) that might be assigned, or re-task list) that might be assigned, or re-assigned.assigned.

Step 2 – Outline how these tasks might Step 2 – Outline how these tasks might be assigned to the jobseeker you be assigned to the jobseeker you represent.represent.

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Employment Proposal StepsEmployment Proposal Steps

Step 3 – Highlight the skills of the Step 3 – Highlight the skills of the candidate and how they can match the candidate and how they can match the tasks needing to be done.tasks needing to be done.

Step 4 – Delineate the potential benefits Step 4 – Delineate the potential benefits to the employer as a result of assigning to the employer as a result of assigning identified tasks to the job candidate. identified tasks to the job candidate.

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Employment Proposal StepsEmployment Proposal Steps

Step 5 – Discuss your role (and your Step 5 – Discuss your role (and your organization’s role) in supporting the job organization’s role) in supporting the job candidate.candidate.

Step 6 – Make the “ASK”Step 6 – Make the “ASK”

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Employment Proposal StepsEmployment Proposal Steps

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

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““Nothing beats showing me Nothing beats showing me how you can make how you can make

my life easier!”my life easier!”

- A hiring manager who hired an - A hiring manager who hired an individual through a customized individual through a customized

arrangementarrangement

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Negotiation is successful when all Negotiation is successful when all agree to:agree to:

What tasks need to be doneWhat tasks need to be done What tasks the individual can doWhat tasks the individual can do What hours the individual will workWhat hours the individual will work Production requirementsProduction requirements

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Negotiation is successful when all Negotiation is successful when all agree to:agree to:

How much the individual will be paidHow much the individual will be paid What accommodations and supports will What accommodations and supports will

be necessarybe necessary The benefit to the businessThe benefit to the business

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ColinColin

Enjoys peopleEnjoys people Basic reading skillsBasic reading skills Number recognitionNumber recognition Likes to use his handsLikes to use his hands Interested in retail Interested in retail Likes to be organizedLikes to be organized Physically strong Physically strong Likes to move aroundLikes to move around

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Colin – Preliminary Task ListColin – Preliminary Task List Core work skillsCore work skills

Stocking and organizingStocking and organizing Lifting heavy boxesLifting heavy boxes Locating requested itemsLocating requested items Putting items in proper locationPutting items in proper location Basic maintenance skillsBasic maintenance skills

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Steps in finding a customized matchSteps in finding a customized match

Scanned Colin’s geographical area for Scanned Colin’s geographical area for stores that might have tasks matching his stores that might have tasks matching his initial task list initial task list

Conducted informational interviews, Conducted informational interviews, including at Ross Dress for Lessincluding at Ross Dress for Less

Identified specific areas of operational Identified specific areas of operational difficulty at Rossdifficulty at Ross

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Ross Dress for LessRoss Dress for Less

Shoe department a mess – receiving Shoe department a mess – receiving customer complaintscustomer complaints

Regular shoe shipments stocking up in the Regular shoe shipments stocking up in the back roomback room

Merchandise put on sales floor haphazardlyMerchandise put on sales floor haphazardly Customer service representatives pulled off Customer service representatives pulled off

the floor to take care of shoe shipmentsthe floor to take care of shoe shipments

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Next Steps for Customizing JobNext Steps for Customizing Job

Matched the store's needs with Colin’s Matched the store's needs with Colin’s skills to create a refined task listskills to create a refined task list

Set up a “working interview” so Colin Set up a “working interview” so Colin could show his capacity to perform the could show his capacity to perform the taskstasks

Negotiated hours, duties, pay, training, Negotiated hours, duties, pay, training, and productionand production

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Ross Proposal Ross Proposal

COLIN’S SKILLSCOLIN’S SKILLS Physically strongPhysically strong

Number recognitionNumber recognition

Likes organization and Likes organization and to use his hands to use his hands

Enjoys moving around Enjoys moving around

REFINED TASK LISTREFINED TASK LIST Receives and unpacks shoe Receives and unpacks shoe

shipmentsshipments Sorts shoes into size Sorts shoes into size

categoriescategories Censors and tags shoesCensors and tags shoes

Delivers shoes to proper rack Delivers shoes to proper rack on sales floor – and retrieves on sales floor – and retrieves returned shoesreturned shoes

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Benefit to RossBenefit to Ross

Fewer “shoe” complaints from customersFewer “shoe” complaints from customers Ross work flow was reorganized in a way Ross work flow was reorganized in a way

that was sequential to assist Colin do his that was sequential to assist Colin do his job – and created a smoother operation job – and created a smoother operation for other stafffor other staff

Improved customer satisfaction, Improved customer satisfaction, increased salesincreased sales

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JasonJason High School DiplomaHigh School Diploma Work ExperienceWork Experience

3 months as nursery 3 months as nursery assistantassistant

2 months as 2 months as receptionist assistantreceptionist assistant

Motivated to workMotivated to work Wanted office workWanted office work Enjoys a variety of Enjoys a variety of

concrete tasksconcrete tasks Likes to stay busyLikes to stay busy

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Jason’s Discovery – Initial task listJason’s Discovery – Initial task list

Answer telephone and direct calls appropriatelyAnswer telephone and direct calls appropriately Operate copy/fax machinesOperate copy/fax machines Shredding documentsShredding documents Prepare folders for storage using alphabetical Prepare folders for storage using alphabetical

indexingindexing Label, sort and collate documentsLabel, sort and collate documents Receive and sort and deliver incoming mailReceive and sort and deliver incoming mail Deliver interdepartmental mailDeliver interdepartmental mail Alphabetic and numerical filingAlphabetic and numerical filing

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The Pewett CompanyThe Pewett Company

Marketing support service companyMarketing support service company Expanding businessExpanding business Staff taking on additional dutiesStaff taking on additional duties Called CE specialist for advice on creating Called CE specialist for advice on creating

two positionstwo positions Fulfillment departmentFulfillment department Database management departmentDatabase management department

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TPC ProposalTPC Proposal

Refined Task ListRefined Task List Labeling new client Labeling new client

filesfiles Matching personalized Matching personalized

inserts to file labelsinserts to file labels Packing, sealing, and Packing, sealing, and

weighing mailing weighing mailing piecespieces

Jason’s SkillsJason’s Skills Labeling and Labeling and

alpha/numeric filingalpha/numeric filing Attention to detailAttention to detail Enjoys very concrete Enjoys very concrete

taskstasks Good fine and gross Good fine and gross

motor skillsmotor skills Basic math and reading Basic math and reading

skillsskills

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Benefit to TPCBenefit to TPC

Senior staff members no longer have to Senior staff members no longer have to perform duties that keep them from perform duties that keep them from critical customer service activities. critical customer service activities.

Business orders are filled faster – Business orders are filled faster – increased client satisfaction.increased client satisfaction.

Increased profit marginsIncreased profit margins

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Once the hire is Once the hire is complete, the work complete, the work

is not done!is not done!

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After the HireAfter the Hire

Seek continuous feedback from employer Seek continuous feedback from employer about how arrangement is workingabout how arrangement is working

Help make adjustments as necessaryHelp make adjustments as necessary Re-negotiate tasks, supports, production Re-negotiate tasks, supports, production

requirements, etc. if necessaryrequirements, etc. if necessary

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REMEMBERREMEMBER

The employer is a customer – try to see the The employer is a customer – try to see the situation through employer’s lens.situation through employer’s lens.

Ask yourself: How would this arrangement Ask yourself: How would this arrangement look to me if I was the employer?look to me if I was the employer?

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More CE case examples:More CE case examples:

www.marylandcep.orgwww.marylandcep.org

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Job Development SummaryJob Development Summary Research the businessResearch the business Set the appointment up for an initial Set the appointment up for an initial

presentationpresentation Provide the initial presentation requesting a Provide the initial presentation requesting a

tour and presentation of the job seekertour and presentation of the job seeker Tour to identify unmet needsTour to identify unmet needs Present employment proposalPresent employment proposal Create a job description Create a job description

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Customized Employment SummaryCustomized Employment Summary

Discovery and exploration of the job Discovery and exploration of the job seekerseeker

Employment planningEmployment planning Creation of representational materialsCreation of representational materials Job DevelopmentJob Development Job Analysis and Job SupportJob Analysis and Job Support

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After Job DevelopmentAfter Job Development

Job AnalysisJob Analysis Clarifying tasksClarifying tasks Learning the tasks for best teaching Learning the tasks for best teaching

strategies strategies Learning from the “natural trainer”Learning from the “natural trainer”

Job SupportJob Support Facilitating the employer’s support planFacilitating the employer’s support plan

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Customizing Customizing EmploymentEmployment

For all persons with complexities For all persons with complexities in their livesin their lives