Using Data to Optimize Business Engagement Strategy

1. Using Data to Optimize Business Engagement Strategy Brad Turner-Little Goodwill Industries International October 21, 2014

2. Core Mission Strategy Business Engagement

3. Skills Attainment Credentialing via: • High school • Goodwill • Community college • University • Apprenticeship • Alternative delivery methods

5. Optimized Business Engagement Quantitative Data • Labor market data • Proactive economic trend navigation • Sector analysis Qualitative Data • B2B Relationships • Enterprise-wide value proposition • Systems

6. Optimized Business Engagement Quantitative Data • Labor market data • Proactive economic trend navigation • Sector analysis Qualitative Data • B2B Relationships • Enterprise-wide value proposition • Systems

7. LMI Reports for Goodwill Members

9. Spokane – Largest Industries

10. Las Vegas – Fastest Growing Industries

11. Las Vegas – Fastest Growing Industries

12. St. Louis - Top 20 Largest Occupations requiring no more than high school diploma or equivalent

13. St. Louis - Top 20 Largest Occupations requiring no more than high school diploma or equivalent

14. Detroit - Top 20 Fastest Growing Occupations requiring no more than Associate's degree

15. Core Mission Strategy Business Engagement

17. Uses of Labor Market Information

18. Examples

19. Business Engagement Quantitative Data • Labor market data • Proactive economic trend navigation • Sector analysis Qualitative Data • B2B Relationships • Enterprise-wide value proposition • Systems

20. Maximizing the Mission • 2007-2008-2009 – Period of recession • Many Goodwills, and other workforce development agencies, experienced decreases in placement • However - several Goodwills showed placement increases during this timeframe • We wanted to know: • What were they doing differently to contribute to growth? • Is it replicable?

21. Maximizing the Mission 2010 survey of 23 Goodwills that saw double digit percent growth in placement and hard numbers over the previous three year period What did we find? Two key factors: • Strategic capacity development • Social enterprise expansion and community resources • Intentional business engagement • Collaborator and solution approach

22. Business Engagement Survey findings pointed to three key strategies: • Deepen knowledge of business needs in local areas • Focus staff responsibilities on business relationship development • Go where businesses congregate

23. Deepen Local Business Knowledge Each industry sector has its own jargon, skill standards, expectations and needs. • External data analysis • Community needs assessment • Labor market information analysis • Economic development information • Business permit filings • First source/local hiring ordinances • Local business journals • Placement data analysis • Repeat placements at specific employers – titles, skills, churn

24. Focus Staff Responsibilities Realignment of staff responsibilities with a greater focus by employment services staff on employer need. • Position impact • Job descriptions modified to include sales skills • Shift from generalists to specialists with specific skills sets • Sharpening staff competency • Business/sales background • Training – sales skills focused • Approach impact • Establish and reinforce business message • Shared leads/relationships • Brand representatives

25. Be Present to Business To be recognized as a business solution, businesses must be engaged in ways that are meaningful to them. • Go where business congregates • After-hours events, networking groups • Staff (not just senior leaders) need to engage businesses on their turf • Chambers of Commerce, business associations • Create opportunities for business to congregate

27. Brad Turner-Little Goodwill Industries International Brad.turner-little@goodwill.org Thank You!