Presented By Richalene (Ricki) M. Kozumplik Tara Bradley Owner, AHA Consulting CFO, EmployIndy 134 West Third Street Peru, IN 46970 151 North Delaware, Suite 1600 Indianapolis, IN 46204 (765) 472-1495 (317) 684-2313 [email protected][email protected]Solutions Based Business Services— Working Together as One Unit to Meet Business Needs ,
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Solutions Based Business Services— Working Together as One Unit to Meet Business Needs
Solutions Based Business Services— Working Together as One Unit to Meet Business Needs. ,. Introductory Activity. Find a partner Determine what is the top complaint of businesses about how we approach them when approached by workforce development business representatives Report out. - PowerPoint PPT Presentation
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Presented By
Richalene (Ricki) M. Kozumplik Tara Bradley
Owner, AHA Consulting CFO, EmployIndy
134 West Third Street Peru, IN 46970
151 North Delaware, Suite 1600 Indianapolis, IN 46204
Working Together as One Unit to Meet Business Needs
,
Accelerating Higher Achievements Consulting134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]
Introductory Activity
Find a partner
Determine what is the top complaint of businesses about how we approach them when approached by workforce development business representatives
Report out
Accelerating Higher Achievements Consulting134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]
What Makes a Bad Workforce Development Sales Experience?
They don’t understand my business, but they expect me to know theirs!I’m not hiring now—what else can they offer me? Multiple agencies coming on different days for the same reason—Don’t they talk to each other?
Accelerating Higher Achievements Consulting134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]
What Makes A Great Workforce Development Sales Experience?
I don’t have to know what they offer—just tell them my needs and they help me!
They give me products and services even when I am not hiring!
My contact represents all of the agencies!
Accelerating Higher Achievements Consulting134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]
Points We Will Cover
Characteristics of Premier Business Services
Changing Role of Agency/System Staff With Business Sector
Discovering Business Services/Products
Recruitment Methods
Steps to Become a Solutions Manager
Establish Relationship
ID Issues Businesses Face
ID Solutions We Offer
Change solutions to Benefits
System Self-Assessment
Personal Contract
Accelerating Higher Achievements Consulting134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]
Characteristics of Successful Business Relationships
Employers Want Business Reps Who:EducateAre KnowledgeableAre Knowledgeable About Business NeedsUnderstand Job RequirementsGet to Know the CompanyHave Tested and Know Applicant’s AbilitiesShow up Quickly When NeededMake Frequent Contact/Follow-up
Accelerating Higher Achievements Consulting134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]
Business Customers Expect…
Speed
Efficiency
Acceptable Costs
Convenience
Choice
Quick Problem Solving
Flexibility
Accelerating Higher Achievements Consulting134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]
Buyers Require:
Clear Choice-
“Why are you different?”
Concise Benefit
“How is this going to solve my problems as an employer?”
Convenience of Purchase and Use
“Is the service easy to get? Do I have to become an expert?”
Support“Will I get service after
the sale?”
Accelerating Higher Achievements Consulting134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]
What Are Premier Business
Services?
Products and services beyond job matching and referrals
Solutions management approach practiced collaboratively by all partner agencies
One contact person from the entire system per business
Accelerating Higher Achievements Consulting134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]
What’s Standing In Our System’s Way of Premier Business Services?
Limited understanding of business needsHistory/current practice of “social work” and “sales approaches” Siloed approaches by partners--even when they come together to the business
Accelerating Higher Achievements Consulting134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]
Discovering Expanded Business Services/Products
With your assigned group, list products and services that the workforce system can deliver to businessesThe group with the largest number of varied services/ products will win a prize!
Accelerating Higher Achievements Consulting134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]
History and Changing Role of Job Developer
Social
Worker
Sales
Representative
Solution
Manager
Accelerating Higher Achievements Consulting134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]
Changing Role of Job Developer
Sell “Warm
And Fuzzies”
Sell Programs/
Services/Funding
Sources
Solve
Problems
Accelerating Higher Achievements Consulting134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]
Selling “Warm and Fuzzies” to Businesses
Appeal to their sense of
Altruism
Civic duty
Guilt
Accelerating Higher Achievements Consulting134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]
Selling “Warm and Fuzzies” Common Mistakes
Help Wanted:
Company looking for individual with psychiatric disability with extensive
history of hospitalization. Delusional behavior okay. Supportive co-workers,
Call for application
Help Wanted:
Company looking for economically
disadvantaged individual who has no work history nor work skills and has transportation and child care problems. Apply in
person.
Accelerating Higher Achievements Consulting134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: [email protected]