Job Development in a Recession for Mature Workers

1. Job Development in a Recession for Mature Workers May, 2009

2. Challenge • Fear, fear, fear • Fewer jobs • Feel don’t deserve to work • Potential increase in employer resistance • Competition • All the old problems too

3. Solutions • Strategies for recessions • Target the bottom and work to top • Prospect like crazy • Build relationships • Maximizing job development skills • Prospecting planning • MRD

4. Assumptions to Abandon • Get jobs via skills • Need to win a competition to get a job • Public information accurate about hiring needs • There is a better candidate than yours

5. The Markets • Open – jobs brought to the public’s attention • These jobs disappear in a recession • Maximum 20% of jobs in good times • Hidden – jobs filled through connections not through public offering – “Jobs in Transition” • 80% -100% of all jobs • No competition • Better jobs

6. Prospecting is the Key • Enter through basic entry level jobs – more in a recession and less competition • How much and where you prospect determines how successful you are • Continually re-evaluate job market penetration success – reposition your message • Work at generating leads – random calling or relationship building

7. Prospecting Techniques • Faster: repeat business and referrals • Slower and slowest: • Cold calling by in person or on the telephone • Group presentations (churches) • Mail, fax, email campaigns • Job fairs, advertising

8. Prospecting in a Recession • Multilayered approach of continual prospecting – mix the techniques so something is always running • Offer to Help • Build the relationship as it builds the trust and opens more hidden opportunities • Do not focus on charity or altruism – focus on a solution

9. Public Speaking • Presentation to any group • Have resources and want to help • Your supports to businesses if hire your candidate group • Added value of older workers (not diamond in the rough focus) which employers may not have thought about • Unique solutions not well known to other employers (part time/ benefits already paid)

10. Use JD Advantages • Maximize talking to more employers – you have a lot of knowledge • Sweeteners - your services, labor pool, funding • Available to assist on a regular bases and support the relationship through commitment • Partnership focus will be activity looking to add value

11. M R D – product confidence • Motivated – willing to got to work and do the tasks involved – (M) • Reliable – will show up to work every day (R) • Dependable – will stay on task (D) • Baseline for employability

12. Minuses in a Recession • Minuses: • Placing one candidate at a time • Looking only at the present • Starting and stopping prospecting based on what ever reason • Lack a clear “help you” message • Too little being done and no consistency in process • No adventurism, spine, or preparation

13. Relationship Styles – After the Recession • Price – you are the least expensive labor option • Service – you provide extra services to the hiring decision • Partnership – you anticipate needs and provide extra value to the relationship • Partnership is the strongest of the relationships

14. More Information Allen Anderson DTG-EMP Inc. 416-922-3791 Website: www.DTG-EMP.com allen@DTG-EMP.com