Indiana Corporate Development Indiana Corporate Development Webinar Series 2: Single Point Webinar Series 2: Single Point

of Contactof ContactTraining 4Training 4

Single Point of ContactSingle Point of Contact

• Key Contact for Businesses– Understands business goals

– Understands operations

– Understands key personnel

• Flow Through Point– Communicates job openings

– May pre-screen applicants

– Always networking

10 Principles of Corporate 10 Principles of Corporate DevelopmentDevelopment

• Do not devalue the services that can be offered by the CDU & the Bureau of Vocational Rehabilitation to business

• Respect each specific Corporate Culture • Take time to learn about the operational aspects

of the company• Build trust – don’t expect to have a trusting

relationship after the first meeting• Do a lot of listening

10 Principles (cont.)10 Principles (cont.)

• Bring good counseling skills to the table – reflecting, encouraging, observing

• Do not overpromise – lean towards under promising and over delivering

• Step up our game with business people – always follow up and follow through

• Be creative and use your diverse skill set as rehab counselors to customize ideas

• Provide specific examples of how disability outreaches impact other companies (i.e. Walgreens, Project SEARCH).

Think Beyond the Label Think Beyond the Label • National Marketing campaign that is sponsored through

the Medicaid Infrastructure Grant (MIG)

• Website http://www.thinkbeyondthelabel.com • Think Beyond the Label is committed to making the

business case for employing people with disabilities. – Through a partnership of health and human service and

employment agencies TBTL is committed to building a uniform national approach that connects businesses to qualified candidates with disabilities.

• Our goal is simple: to raise awareness that hiring people with disabilities makes good business sense. – Employees with disabilities have unique, competitively

relevant knowledge and perspectives about work processes, bringing different perspectives to meeting work requirements and goals successfully.

Think Beyond The LabelThink Beyond The Label• Tri-fold brochures now available

to all providers– Great for use when building

relationships with business

– Email: julie.cook@fssa.in.gov

• Indiana campaign is continuing through June 24th – will run again in the fall to

coordinate with national marketing efforts

• Corporate development will be working with providers on leads that develop from the Think Beyond the Label campaign

When participating in TBTL fulfillment When participating in TBTL fulfillment strategy, what is needed from my strategy, what is needed from my

organization?organization?– Timeliness – Adherence to single point of contact agreement – Adherence to Dual Customer Approach– Adherence to best practices/Code of Conduct – Understanding and use of Business lingo – Adherence to coordination efforts with other providers– Ability to meet/surpass quality indicators – Ability to train businesses on disability awareness

ADA, TTW, etc; or able to help businesses access training

– Tracking and reporting back to CJD– Utilize Indiana Career Connect (ICC) CJD page

Vocational Rehabilitation Corporate Job Development and Provider Coalitions Flow ChartCJD = Corporate Job Development SPOC = Single Point of Contact TBtL = Think Beyond The Label DOL= Dept. of Labor

Business contacts CJD through TBtL

CJD SPOC will contact interested business

within 1 business day

CJD SPOC will contact coalition to pass on

information

CJD will document needs/wants/

expectations of business; pass on to coalition SPOC

Coalition decides within 1 business day who will

contact business

SPOC for coalition will contact business within 2 business days

from receiving lead

SPOC will document needs/

wants/expectaions of business and

pass on that contact was made

to CJD

When business is ready to interview,

coalition SPOC will pass on job

lead within 2 business days.

Providers must go through SPOC

SPOC tracks on spreadsheet information

needed/wanted from CJD. Passes

on weekly

Job offers made: business decides who is job coach. Process continues

as normal RBF placement

CJD tracks satisfaction of

businesses

CJD documents all pros and cons

Consequences when business reports dissatisfaction

Document Milestones as

normal Document to CJD updated spreadsheet for

placements

CJD contacts business through DOL

CJD will document needs/wants/

expectations of business: pass on to coalition SPOC

CJD SPOC will follow-up with

DOL on business participation

What does the business need?What does the business need?

• A Single Point of Contact• A Contact that is knowledgeable about the business

before contact is made– Learn the Corporate Culture– Understand the businesses’ desired outcomes

• Don’t want to be “cold called”• Qualified candidates for open positions.• Approach from a business standpoint, not from a social

service perspective.– Understand how hiring will benefit the business, not just the

consumer– Speak in business language, not social service rhetoric

What does the business need? What does the business need?

• Provide business with accurate assessment skills of the consumer

• Be honest about the consumer and skills– Don’t send just anybody send the right body.

• Match the consumer with the job• Don’t tell the employer what to do

– Meet the needs of the employer-business doesn’t stop on holidays

– Don’t expect employer to conform to your needs– Be prepared to provide solutions to issues-don’t expect the

employer to provide them • Have an accurate, neat resume for each consumer• Learn the business’ hiring parameters

– Are internships or job shadows an option/desirable?– Is hiring a consumer with a criminal history an option?

Corporate Development: How can it Corporate Development: How can it help my agency ?help my agency ?

• What is Corporate Development (CDU)?– A unit within VR that focuses on the development of relations with

businesses– Includes Shirley Olwine, Sharon Porter, and Jean Updike

• Role is to assist businesses in developing their recruitment, training and support strategies in expanding the diversity in their workforce as well as a joint collaboration with coalitions and providers.

• Mission and Scope of CDU – To create systems to better recruit, train and support employees with

disabilities in the corporate setting.

• CDU Initiatives– Lowes– Best Buy– RCI-a Think Beyond the Label contact

What are the benefits of the What are the benefits of the dual customer approach for dual customer approach for

providers?providers?• Ability to leverage partnerships with business based on

existing credibility, trust and deliverability• Opportunities to create stronger career paths and more

opportunities for consumers with disabilities• Local & statewide networking to develop more long-term

relationships within the Indiana business community • A sustainable program where VR delivers quality

services to business with a measure of consistency across city & county lines

• Sustained, long term VR partnerships with business, creating “repeat business” opportunities

 

Schmoozing Your Schmoozing Your Partner BusinessPartner Business

• Do lunch

• Spend time at business

• Invite business team to your facility

• Ask them to be guest speakers

• Go to their meetings

• Be a customer & send your friends/family

• Spread the word….

Role of Single Point of ContactRole of Single Point of Contact

• Know business inside & out• Schmooze • Regular follow-up (even during slow times)• Special project support• Key services• Announcing job openings• Pre-screen (if asked)• Satisfaction & growth