Head, Heart, Hands: A Strategy for Employer Conversations

When I was a rookie job developer just starting out I came up with a little strategy that I would use when approaching employers. I called it Head, Heart, Hands, and it represented 3 simple messages that I wanted to communicate to employers:

  1. Head: It makes good business sense to hire refugees- it will be a good investment.
  2. Heart: I’m doing something positive by hiring refugees- I’m helping someone rebuild their life.
  3. Hands: It will make my life easier to work with this job developer and hire refugees.

Original Sketch, Daniel Wilkinson, Circa 2011

While I had initially thought of the elements of Head, Heart and Hands as the three points on my employer pitch outline, what I began to realize was that it wasn’t as important to hit all three points, but rather to identify which of the elements was the driving motivation for the employer.

Some employers’ primary concerns may be business issues such as high turnover, frequent employee absences, lazy workers, or issues affecting their bottom line. For these employers you take the “Head” approach and emphasize how your clients will meet the employers’ need where past employees have fallen short. You might highlight client retention rates, strong work ethic or the Work Opportunity Tax Credit incentive.

Other employers just need workers fast. They’re looking for an easy solution to their current labor shortage. For those employers, you take the “Hands” approach, and emphasize how you can solve that problem by getting them work-authorized, motivated and dependable employees quickly.

Finally, there are employers out there who get really excited about the “Heart” aspect. Some may be immigrants or descendants of immigrants and identify with the struggle from that perspective. Others may just have a strong motivation to help others. Although the “business case” is typically much more effective than the “charity pitch,” if you can tell that an employer is really excited to help refugees from more of a humanitarian perspective, then run with it!

Do you have a go-to strategy that you use when walking into a meeting with an employer? Let us know at information@higheradvantage.org or in the comments section below!

5 Mapping Strategies for Employer Outreach

Aside from language, literacy, and cultural adjustment issues, transportation is one of the most significant barriers to employment that our clients face. While not always possible, finding employment that is easily accessible by foot, bike, or public transportation is ideal. Here are a few mapping strategies that you can use to help your clients overcome this employment barrier:

1. Explore the area immediately surrounding your client’s home. Type your client’s address into Google Maps and zoom in and out to look for grocery stores, restaurants, gas stations, factories, etc. that would be easily accessible for clients. After familiarizing yourself with a neighborhood through Google maps, it’s a good idea to visit the neighborhood, since there are things you will notice in person that you wouldn’t see just by looking at a map on a computer screen.

2. Use a map of your city’s public transportation system to inform your employer outreach efforts. Start by looking at a paper map or maps that may be available on your city’s public transportation website. Then go to Google Maps, and find transportation lines near where your clients live and follow them to see what businesses are along these routes. Another fun thing to do is to drive public transportation routes as you are doing employer outreach. Sometimes you will see businesses that may not be listed on Google Maps.

A sample of results for Google Maps search: “manufacturing near Chicago”

3. Search for target industries or major employers in the neighborhood, city or region where your clients live. For example you could search for “manufacturing near Pittsburgh, PA” or “Hotels in New Orleans.” Research the largest employers are in your area to see how accessible these employers are for your clients. Where Are the Jobs? is a very helpful website that you can use to obtain labor market information for your area.

4. Start with areas of the city your clients are already familiar with. Take a look at a map with your client or just have a conversation to find out which areas of the city they travel to on a regular basis. If a job opportunity were to open up in an area they are already familiar with and comfortable traveling to, chances are they will be positive about that job and will be likely to be successful there.

5. Use maps to advocate for your clients. Maps can come in handy as visuals in conversations with employers or with your R&P (Reception and Placement) department. With employers, you can use maps to prove that transportation will not be a problem, pointing out the exact transportation lines that your clients will use, and that the transportation schedule will coordinate with the work schedule. With your R&P colleagues, you can use maps to show which neighborhoods are best situated for easy access to employment opportunities. Employment departments and R&P departments may want to consider doing strategy 1 (above) together as a strategy for increasing collaboration on housing and employment.

One rule of thumb for public transportation: Try to keep commute times to an hour or less and avoid having clients take more than two modes of transportation (e.g. switching buses). When the commute is longer than an hour and clients have to take more than 2 modes of transportation, it is almost inevitable that they will struggle to make it to work on time or that they will end up quitting their jobs because the commute is just too overwhelming.

Hopefully, these tips will help you find jobs closer to home for your clients, as well as improve job satisfaction and retention. Let us know if you have other innovative mapping strategies at information@higheradvantage.org!

Body Language Tips for Job Developers – Infographic

In most cases, as a Job Developer, you essentially do the first interview for your clients. If you make a good impression, that employer will want to meet your clients. If not, it’s game over.

We often focus on content rather than form, preparing our clients for job interview questions or preparing our “elevator pitch” for employers, but we sometimes forget that most communication is actually non-verbal (about 80% according to this Businesstopia article).

So the next time you focus on interview prep in job readiness class or get ready to walk into an appointment with an employer, keep these 27 body language tips in mind:

body-language-tricks-to-be-instantly-likeable-infographic-2

Want to see a couple more cool info-graphics related to body language for job interviews and business interactions? Check out The Basics of Business Body Language and 7 Body Language Interview Mistakes.

We’d love to highlight your success story about a recent exchange you’ve had with an employer. Get in touch at information@higheradvantage.org.

 

Catching Up on Consultative Selling

DTG-EMP Webinar + New Higher Resource Pack

 

Mark your calendars for an upcoming FREE webinar from our friends at DTG-EMP/Kenfield Consulting. The Employment Outcomes Fundamentals webinar will take place on Tuesday, January 31st, from 9-10 AM Pacific Standard Time and will give an overview of the basics of the Consultative Selling model- a job development model designed for those assisting job seekers with significant barriers to employment. To read the full description and register for the webinar, visit www.dtg-emp.com.

 

For those of you who may be new to the Consultative Selling model, we have created a Consultative Selling Resource Pack, located in the Downloadable Resources section of our website. This resource pack includes links to our 4-part Consultative Selling blog series as well as video recordings of 3 presentations from refugee employment peers who participated in Higher’s 2016 Job Development Community of Practice (CoP), which focused on Consultative Selling.

 

*Note: Illustration on front page by Gary Phelps / EMM Wichita, KS

Consultative Selling Resource Pack

In the past couple years Higher has introduced our network to a job development model known as Consultative Selling. In addition to providing training on Consultative Selling at various Higher training events, we also published a four-part blog series and facilitated a 1-year online Community of Practice (CoP) group focused on adapting this model for refugee employment.

In order to continue helping our network learn and practice this approach to job development, we put together this resource pack, including our intitial Consultative Selling blog series and recordings of all 3 CoP calls.

Consultative Selling Blog Series

Click on the links below to read Higher’s 4-part blog series on the four primary aspects of the Consultative Selling model: Prospecting, Needs Analysis, Selling, and Follow-up:

Illustration by Gary Phelps / EMM Wichita

Part One:Hitting the Target: Prospecting Techniques That Work

Part Two:Understanding Employers’ Needs and Providing Solutions

Part Three:Providing and Selling Workforce Solutions

Part Four:Strengthening Employer Relationships Through Effective Follow-up


2016 Job Development Community of Practice (3 Presentations)

In 2016 Higher facilitated a Community of Practice (CoP) for refugee employment staff who had attended the one day training put on by Allen Anderson at our Second Annual Refugee Employment Workshop in November 2015 in Omaha, NE (to hear a little bit from Allen, check out the Innovations and Opportunities panel discussion from our Second Annual Refugee Employment Workshop page).

Over time the CoP expanded to include coworkers of the original members, and other refugee employment staff who received Consultative Selling training from Higher at separate events. You can access video recordings of these three online events below:

 

  

   

For more on Consultative Selling, click here.

If you are using this model, we would love to hear about your experience. Please email us at information@higheradvantage.org.

Holiday Outreach Strategy + Holiday Graphic!

Showing appreciation for your employer partners is easier than ever before.

We designed this holiday graphic to provide you with an easy and quick way to send a thank you email to employers and community partners. 

You can do it in three easy steps:

1. Download a high resolution JPEG by right clicking on the below image and selecting “Save As”.

higher-holiday-card 2016

(or Download a PDF here)

2. Add your agency logo and message to an email.

3. Hit send.

Do you have a holiday outreach strategy that works? Please share in the comments below or contact us with the details!  

Volunteer Engagement: A Two-Part Series

8 Ways Volunteers Can Support Refugee Employment – Part 1

hs-245-laura-1Guest post by Laura Griffin, Program Coordinator for Volunteerism at LIRS 

We all know the feeling of not having enough hours in the day. One way to stretch your ability to serve refugee clients is to make volunteer support a core part of your employment program. 

A few weeks ago, I sat down with dozens of people from refugee employment programs around the country to ask: How do volunteers and interns support your work?

Here are 8 Ways to Leverage Volunteer Support for Refugee Employment:

1. One-on-One Job Readiness Support 

Volunteers can sit down with individual clients to practice for interviews, edit resumes, fill out job applications, and/or practice skills like how to use the computer to search for jobs.

2. Guest Speakers and Experts

Bring in volunteers as guest speakers from relevant fields (like IT) to talk with clients about the skills employers in their industry look for in job applicants.

3. Support for Highly Skilled Clients

Volunteers can provide individualized job readiness and placement assistance to highly skilled refugee clients.

4. Mentoringmentoring

Mentoring can focus on advanced job readiness training or industry-specific mentoring. If you are interested in designing a mentoring program to assist refugees with long-term career planning, see the free LIRS Guide for Employment Mentoring.

5. Assist with Job Development

Volunteers can help establish employer leads through community outreach, targeted calling and online searching. One participant shared that they have volunteers research job opportunities and send initial emails to potential employers to start the conversation.

6. Increase Access to Service

Volunteers can help enable clients to access employment services by providing rides or offering child care during job readiness classes.

7. Career Fairs 

Have volunteers take clients to career fairs and help them follow up with potential job leads

8. Case Support and Service Plans 

While it can seem a bit daunting, many participants shared success stories of having interns and star volunteers manage cases and design service plans.

How do you leverage volunteers and interns?  Leave a comment below or contact us if you use volunteers and interns to support your refugee employment programs.

Part 2 of this series will highlight tips and suggestions for effective volunteer management. 

Related: Additional Employment Volunteer Resources, New Collection of Employment Volunteer Resources

Using Data to Drive Job Development

With such limited time and capacity, you’ve got to make the most out of the time you have for Job Development.

Back in February, we highlighted some online industry research tools available on www.careeronestop.org that can help Job Developers be strategic about what industries they pursue by looking at local labor market information such as fastest growing occupations, most total job openings and occupations with the largest employment.

We’ve recently come across a similar (though less extensive) resource that also presents labor market information, but in a format that is much more user-friendly and more visually appealing.

Where-are-the-jobs.com provides a “graphic representation of occupation employment statistics.” The website was developed by SymSoft Solutions using open data provided by the U.S. Department of Labor’s Bureau of Labor Statistics and U.S. Census Bureau, and provides insights on employment trends and salary information for various occupations.

This helpful website allows you to view big-picture information such as top industries across the nation, or filter search results by occupation group, specific occupation, state or metro areas. For example, here is what you get when you filter results for “Building and grounds cleaning and maintenance occupations” in the San Diego – Carlsbad, CA area:

Where are the Jobs Visual

We hope that this tool as well as the resources available at careeronestop.org will increase your ability to use your time wisely and strategically identify the best opportunities for your clients.

If you have any stories about how you’ve used data-driven strategies to drive your job development efforts we’d love to hear them. Share your story by emailing us at information@higheradvantage.org or by using the comments section below.

 

 

Ramadan Begins June 5th

RamadanStart Now to Help Employers and Clients Prepare

This year, Ramadan begins on June 6 and ends on July 5. Observation will begin at sunset on Sunday, June 5th. That first Ramadan Monday morning will be an especially difficult  start to the work week.

Given the current climate of fear, it will be even more important to help employers – and clients – be proactive, prepared and well informed.  

How to Learn More

Click here for an excellent guide to the basics of Ramadan from an article in The Guardian last year:

http://www.theguardian.com/world/2015/jun/17/ramadan-guide-to-islamic-holy-month-muslims-fast

Don’t be afraid to ask Muslim colleagues or local religious leaders for information or suggestions for how you might help employers anticipate questions and potential workplace issues.

Consider how this religious observation could impact employers, clients, your colleagues and you.

Helping Employers & Clients Prepare

Consider sending employer partners an email explaining Ramadan and providing this years dates and what it might mean for some of their employees. Reach out personally to large employers or those with significant numbers of Muslim employees.

It’s a great excuse to get in touch and they will appreciate receiving another free service from you.

Here are some ideas for special ways you could offer assistance:

  • Local mosques and religious leaders might be willing to speak at an information session for employers or attend an employer staff meeting.
  • Many employers have staff potlucks or other informal gatherings to build team morale. Think about ways to help them incorporate traditional Ramadan foods. Who wouldn’t like free baklava, right?  Consider asking a local bakery or restaurant to donate some and provide it to key employer partners along with a simple sign or announcement about Ramadan.
  • Provide information about local opportunities to learn more during Ramadan. Many mosques host iftar (fast-breaking daily evening meals) dinners that are sometimes open to guests.

In addition to your communications with employers, make sure to remind clients about the need to continue following their employer’s attendance policies and to request any time off they may need in advance.  Ask them what special issues they anticipate around Ramadan in their workplace and respond accordingly.

And don’t forget to use the proper greeting, “Ramadan Mubarak”, which means “Have a blessed Ramadan”!

Tips from a Veteran Job Developer

Need a little mid-week inspiration? Higher Peer Advisor Carol Tucker, Job Developer at Lutheran Family Services of Nebraska in Omaha, shares tips from her 18 years in Job Development:

What tips do you have to share? Share your tips in the comments section or by sending us an email at information@higheradvantage.org.