Indiana Corporate Development Webinar Series 2: Provider Coalitions & CDU

1. Indiana Corporate Development Webinar Series 2: Provider Coalitions & CDU Training 5

2. 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.

3. Think 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

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

6. 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

7. 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?

8. Corporate Development: How can it 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

9. Focus Business Model (Chicago – EmployAlliance) A business that you would like to know more about. A business you feel may someday benefit from services you can offer.

10. Focus Business Model (cont’d) A partnership between your organization and the business A business for which YOU provide a service.

11. What a Focus Business is NOT A business you choose only because you have a candidate who needs a job, and “any job will do.” A business you must “preach to” about why they should hire your candidate.

12. What a Focus Business is NOT (cont’d) A business about which you know very little, or that you choose to assume you know about, just because you’re familiar with the “industry.”

13. The Win-Win for Focus Businesses & Your Organization Provides one point of contact for referring job candidates One “expert” developer for each focus business

14. Focus Business Activity What does the business do? Products/Services? Company goals? Positions they hire for? Required skills for those positions? What makes a good employee? How can WE help?

15. Why Provider Coalitions? Group of providers who collaborate to fulfill the needs of businesses Ability to offer more job opportunities for our consumers Ability to better utilize the Single Point of Contact (SPoC) process Able to better meet business needs and give them access to larger talent pool Ensure long-term relationship (and long-term hiring) with business and potential referrals. Reduce duplication of efforts

16. What are common issues coalitions must overcome? How do coalitions deal with financial concerns? Upfront and Ongoing? What if the quality of the staff is not up to standard? How do coalitions develop the trust between the agencies? MOU’s Creating Standard Policies and Procedures What happens when certain agencies in a community do not want to participate in a coalition?

17. Role 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