1 / 41

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.

randall-baxter
Download Presentation

Solutions Based Business Services— Working Together as One Unit to Meet Business Needs

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Solutions Based Business Services—Working Together as One Unit to Meet Business Needs ,

  2. 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 Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  3. What Makes a Bad Workforce DevelopmentSales 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 Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  4. What Makes A Great Workforce DevelopmentSales 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 Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  5. 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 Points We Will Cover Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  6. Characteristics of Successful Business Relationships Employers Want Business Reps Who: • Educate • Are Knowledgeable • Are Knowledgeable About Business Needs • Understand Job Requirements • Get to Know the Company • Have Tested and Know Applicant’s Abilities • Show up Quickly When Needed • Make Frequent Contact/Follow-up Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  7. Business Customers Expect… • Speed • Efficiency • Acceptable Costs • Convenience • Choice • Quick Problem Solving • Flexibility Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  8. 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?” Buyers Require: Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  9. 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 Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  10. What’s Standing In Our System’s Way of Premier Business Services? • Limited understanding of business needs • History/current practice of “social work” and “sales approaches” • Siloed approaches by partners--even when they come together to the business Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  11. Discovering Expanded Business Services/Products • With your assigned group, list products and services that the workforce systemcan deliver to businesses • The group with the largest number of varied services/ products will win a prize! Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  12. History and Changing Role of Job Developer Solution Manager Social Worker Sales Representative Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  13. Changing Role of Job Developer Sell Programs/ Services/Funding Sources Solve Problems Sell “Warm And Fuzzies” Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  14. Selling “Warm and Fuzzies” to Businesses • Appeal to their sense of • Altruism • Civic duty • Guilt Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  15. 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. Selling “Warm and Fuzzies” Common Mistakes Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  16. Selling Programs/Services/Funding Sources • In-school Youth Program/Single Fathers Program/ TAA • TJTC/WOTC/OJT/ Work Experience/ Co-Op/CWEP/ Internships • DWD/WIA/Voc Rehab/CDBG Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  17. Why Is Selling… • “Warm and Fuzzies” • Services/Programs/Funding Sources NOT ENOUGH?????? Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  18. Recruiting Methods – Employer % Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  19. Informal Internal Market Networking Direct Application Formal Public Employment Service Newspaper Ads Private Agencies Recruiting Methods Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  20. Which Do Employers Prefer? • Informal? • Formal? Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  21. To control applicant numbers > size and variety of pool, >costs To confirm applicant’s skills, motivation and character 3rd party assurance Increased “screening” to “filter” applicants Why Prefer Informal Methods To Fill High Skill Positions Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  22. This Requires Us To Be… PROBLEM SOLVERS / SOLUTIONS MANAGERS Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  23. How to Become a Solutions Manager • Establish relationship with business • Help them identify problems they face • ID solutions we offer to each problem • Sell benefits to the solutions Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  24. Step 1. Establish Relationship With Business • Develop Rapport • Learn Company Culture • Establish Trust • Maintain Trust Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  25. Occur over time due to perceived competence due to presence Require and foster shared interests Gradually eliminate labels Promote shared secrets or inside information Provide self esteem Overcome anxiety negative aspects services Serve mutual needs Establish Relationships - Rapport Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  26. Establish Relationship - Learn Company Culture • Spend time there • Learn hierarchy • Literature Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  27. Establish Relationship - How to Establish Trust • Under promise and over deliver • Make self available • Not, “What can you do for me?” But, “What can I do for you?” • Talk up previous successes • Be organized • Socialize • LISTEN Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  28. Establish Relationship - How To Maintain Trust • Make self available • Be there: Follow up • Offer alternatives • Do joint problem solving • Mutual commitment Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  29. Step 2. Help Them Identify Problems/Issues They Face • Ask initial open-ended questions • Formulate open-ended follow-up/ probing questions • Listen • Summarize/ rephrase Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  30. Initial Open-Ended Questions To Identify Issues What issues do you face in • Recruiting? • Interviewing? • Hiring? • Retention? • Promotions? Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  31. Identifying Business Issues Activity • With members of your group, identify the issues/problems businesses face for your assigned topic • Recruitment • Interviewing • Hiring • Retention • Promotions • Report out Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  32. Step 3. ID Solutions We Offer--Questions to Help Create Solutions • Which of these issues/ problems can the One Stop solve? • Which One Stop services and products will solve each issue? • How can I promote these solutions to the employer? Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  33. Practicing Finding Solutions • With members of your group, identify the solutions for each of the problems you identified earlier for your assigned topic • Recruitment • Interviewing • Hiring • Retention • Promotion • Report out Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  34. Solution The product or service they will receive and its Requirements/standard Features Funding source Benefit How receiving the product or service will help them The outcome(s) of receiving the product or service Step 4. Sell the Benefits—Not the Solutions Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  35. Changing Solutions to Benefits • Using the solutions to your assigned business issues, identify the benefit for each solution • Report out Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  36. Collaborative, Integrated Approach • Commitment from Partners • Business Accounts • Share information at least monthly • Common database for employer information Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  37. Change is not whatyou know, it’s what you do with what you know! Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  38. System Self Assessment Activity • When you get back to your office, review the System Self Assessment Sheet with your partners • Mark “yes” for any item that your local system has addressed • Mark “No” for those items that your local system needs to address Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  39. Personal Contract Activity • Complete the Personal Contract for Becoming a Solutions Manager • Share verbally with a witness • Have the witness sign your form Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  40. What I Wanted to Learn…. Questions? Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

  41. THE MAN WHO REMOVES A MOUNTAIN BEGINS BY CARRYING AWAY SMALL STONES. -A Chinese Proverb Accelerating Higher Achievements Consulting 134 W. Third Street Peru, IN 46970 Ph: 765-472-1495 Fax: 765-472-1457 Email: kozumplik@iquest.net

More Related