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

7 Tips if You’re New To Job Development

If you’re new to refugee job development, welcome to what is sure to be one of the most challenging and rewarding chapters of your career!

Maybe you’re fresh out of college or perhaps you’re a career changer looking for more meaningful work. You are likely very excited about your new position but you’ve probably also had a few moments of wondering what you’ve gotten yourself into.

You have a long and growing list of clients that you need to place and many of them have significant barriers to employment. You’re beginning to think that your title should be Miracle Worker instead of Job Developer. Well guess what? We’ve all been there!

Here are 7 tips to get you through your first few crazy months as a Job Developer:

1. Breathe! What you are experiencing is normal. The work that we do is not easy, but it is rewarding! Murphy’s Law (“whatever can go wrong, will go wrong”) will summarize many of your days as a Job Developer, but there will also be many days where you will celebrate amazing successes with clients and coworkers.

2. Realize that there is a seasonal nature to the work that we do. Ask your coworkers or a supervisor to help you know what to expect at different times in the year. There are times in the year that will be slow and times that will be insane, both in terms of employer hiring and refugee arrivals. October and November will be crazier because of the recent bulge in refugee arrivals and also because employers do a lot of hiring in the fall. December and January are typically slow months in terms of employer hiring.

3. Get a mentor. Mentors are good for your clients, and they are good for you. Find a coworker who is more experienced and ask if they can share what has worked for them, and how they’ve dealt with the challenges of the job. Find an opportunity to “shadow” them as they do employer outreach. After watching them make their pitch to a few employers, try taking the lead on the next few employer visits, and ask your mentor for feedback.

4. Get out of the office! After going out to do employer outreach with your mentor once or twice, get out there and do it yourself. It will be scary. You’ll stumble over your words. You’ll get strange stares and doors slammed in your face. But you’ll get better. Success will come through practice and through getting out there and building relationships with employers. These relationships will not happen by looking at craigslist or doing online job applications; they will happen by you getting out there and “pounding the pavement.”

5. Focus on the Needs of Employers. While there is a humanitarian aspect to the work that we do, focusing on the difficult circumstances of our clients when we speak to employers is not likely to lead to long term partnerships. Employers become partners when they see that you understand the needs and challenges of their business, and can offer them consistent and effective solutions (i.e. motivated, reliable and dependable employees). Over time they may become passionate about helping refugees, but your job is to help them take the first step by convincing them that hiring a refugee is good for their business.

6. Have balanced expectations of your clients. Never underestimate your clients. Don’t be too pessimistic. Refugees are survivors and some of the most resilient people on the planet. You will feel like it’s impossible for some of your clients to get and keep jobs. Many of your clients will prove you wrong. On the other hand, be careful about being overly-optimistic about your clients with higher levels of English and literacy. Starting over in a new culture is a huge challenge for all refugees. Higher skilled clients have their own share of challenges, whether those be unrealistic expectations, trauma, or cultural adjustment issues. Regardless of skill level, the key is to identify barriers to employment early and work with your clients to develop an employment strategy that helps them overcome these challenges.

7. Sign up for Higher’s Online Learning Institute. Our eLearning modules will get you up to speed on best practices in the field ranging from conducting employability assessments, to communicating with employers, to writing effective case notes. Learn more about Higher’s Online Learning Institute here.

 

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.

New Mapping Tool from IMPRINT

Looking for resources and partners that can help you serve highly skilled refugees? Our friends at IMPRINT recently released an interactive map that allows you to see what organizations and resources are available for skilled immigrants in your area and nationally.

The tool also provides state-by-state data about college educated foreign-born individuals, based on 2015 American Community Survey data.

Explore this awesome tool by clicking on the map below:

 

Webinars This Week: Refugee Legal Rights & Career Tips for Skilled Immigrants

There are two webinars this week that you or your clients may be interested in. The first webinar is on Wednesday evening, and will share important information designed to help refugees, asylees and SIV recipients understand their rights in the U.S. The second webinar is on Thursday afternoon, and will share essential strategies that skilled immigrants with foreign credentials can use to advance in their careers.

Here is the information for each webinar:

Photo: www.mirovni-institut.si/

What Does it Mean to be a Refugee in the U.S.? Refugee Legal Rights Discussion Post-Election

Wednesday, January 18, 2017, 6:00 PM – 7:00 PM EST

Upwardly Global, in collaboration with the International Refugee Assistance Project, is organizing a virtual webinar to educate the refugee, asylee and SIV populations as well as interested community members about refugee rights and their eligibility as U.S. residents. Please join us in the discussion about what it means to be a refugee, asylee and/or SIV; how to protect oneself from discrimination and how to create more welcoming communities for refugees. To register, click here.

Photo: BEWFAA/The Washington Post

10 Essential Tips for Career Success

Thursday, January 19th, 2017, 2:00 p.m. EST

Over the past year, WES Global Talent Bridge in the US and Canada have shared resources and methods on helping skilled immigrants succeed in their journey to continue their careers using credentials from abroad. As we begin the new year, we will revisit webinars and events hosted in 2016 and share key messages as well as resources that skilled immigrants need to consider as they work to integrate professionally in their new country. To register, click here.

 

Job Opening at Catholic Charities in Fredericksburg, VA

Do you have refugee resettlement experience and are looking to take the next step in your refugee employment career? Laurel Collins at Catholic Charities Diocese of Arlington asked Higher to share this job description with our amazing network. If you have experience and want to be the next Program Manager, Fredericksburg Migration and Refugee Services please consider applying. 

 

To see the full job description and to apply for this position, click here!

Friday Feature: NPR Covers Refugees Working in Chicago Bakery

Photo from the original article: Employees hand-finish cheesecakes on the production line at Eli’s in Chicago.
Deborah Amos/NPR

In 2017, Higher will resume our Friday Features which are stories that are published by the media around the country which highlight refugee employment. We hope to brighten the end of your week with some positive and interesting stories that accentuate the great work of refugees and refugee staff. In the article we chose below, NPR explores the yummy world of cheesecake in Chicago.

Read this NPR piece Refugees Resettled In Chicago Help Make Its Most Famous Cheesecake written by Debora Amos. Stories of refugees succeeding in business is one that deserves the spotlight. This article covers the journey a few refugees learning the highly skilled world of a computerized production line with an old world recipe. 15% of the total workforce are refugees from 5 different countries and there is opportunity for advancement and promotion for workers who remain with the company.

Back to the Basics: Advice for Job Applicants & Job Developers

Jordan“The minute you get away from fundamentals – whether its proper technique, work ethic or mental preparation – the bottom can fall out of your game, your schoolwork, your job, whatever you’re doing.”                                                               -Michael Jordan

Without knocking innovation, sometimes the best way forward is to go back to the basics. A recent Lifehacker article made this point when they asked a couple dozen hiring managers to weigh in on how applicants can stand out from the crowd.

Here are their top 10 suggestions and how they apply specifically to refugee employment:

 1.  Be Prompt, but don’t arrive too early to your interview.

Many cultures have more flexible standards when it comes to punctuality than we do in the US. It’s a good idea to encourage clients to be early to appointments and interviews. But make sure to also discuss the importance of not being too early, as that can also make a negative impression.

2.  Don’t apply for a job unless you meet the qualifications. 

This can be a tricky one when working with refugees, many of whom may have limited English and all of whom lack US work experience when they first arrive. On the surface, it may seem like your clients do not meet the qualifications for many jobs. Don’t give up too easily though. Politely push employers to tell you exactly what competencies are necessary for the job at hand. If you think your clients are capable of performing the duties described, make the argument, and close the deal!

3. Research the company. 

The more you know about the company, the more you will be prepared to make the argument that your clients are a good fit for their needs. Whenever possible, share information about the company with your clients before taking them to an interview. They will perform better if they know who they’re talking to.

4. Make the right match. 

Don’t try to force opportunities that are clearly not a good fit. That will not result in long term partnerships. Making a good connection with an employer is the first step, but showing them that you understand their needs is what will keep them coming back.

5. Come prepared with questions. 

Make sure you are prepared with good questions for employers and coach your clients on good questions to ask before the interview. Part of this coaching also means helping them know what questions not to ask (e.g. Can you give me a different schedule so I can work with my brother?).

6. List all your (software) skills on your resume. 

This tip may apply to some higher skilled clients that have software skills but may not mention them. The basic point though is just to make sure you are using the resume to list any skills that demonstrate that you are motivated, reliable and dependable. So even if your clients don’t have formal work experience, find a way to highlight their skills.

7. If you lie, you’ll probably get caught. 

Pretty straightforward. Don’t lie. Don’t even exaggerate. Do, however, find a way to present your clients in the best light possible, demonstrating their skills, and highlighting the unique ways that they will add value to employers.

8. Say thank you. 

Sometimes you should be the one to say it. Sometime your client should be the one to say it. It might be a handwritten note. It might be an email. It might even be a text message to your employer connection saying “Thanks for your time today. I really appreciate your partnership.” There are many ways to say thank you. The point is that you should.

9. Don’t be pushy. 

Following up is part of the process. Either you or your clients should follow up after interviews. Just keep in mind that being persistent and being pushy are two different things. If your client is going to be the one to follow up, make sure to coach him/her on how to do this professionally.

10. Put yourself in the Hiring Manager’s shoes. 

Perhaps the most important tip on this list. You should always be asking yourself questions like “What does the employer want?”, “What would make their life easier?”, “What do my clients bring to the table that would really add value to this company?” If you do this consistently, employers will love working with you, and your clients will get jobs.

If you’d like to read the Lifehacker article in its entirety, you may do so here.

Resource Post: Workforce Innovation and Opportunity Act State Plans

The Workforce Innovation and Opportunity Act (WIOA) State Plans are now available to the general public on the Department of Education’s site. States submitted their four-year WIOA State Plans for Federal review and approval in early 2016. State Plans provide valuable information about the various investments, programs, and initiatives underway to serve our job seekers, students, and businesses across the country.

By taking the time to familiarize yourself with how WIOA is administered and its requirements in your local Workforce Development region you can gain a better understanding of labor market information and identify high growth industries and high demand jobs in your area.

The state plans are very long and dense, but you may find it helpful to learn about what your state plans to do with its mainstream workforce development programs over the next 4 years.

Higher has reviewed the state plans and identified three important sections of each plan that we’d encourage you to look at in order to learn about your local workforce area: Economic and Workforce Analysis, State Operating Systems, and the Strengths and Weaknesses of Workforce Development Activities. Consider working as a team to review the different sections of your state plan and then report your findings in your next employment staff meeting.

Each section can be found in the table of contents of each state plan. These three sections will help you improve your knowledge of your local labor market, the WIOA programs that exist in your area, and the current strengths and weaknesses of your area’s current mainstream workforce development activities. Here is a brief summary of these three sections:

  1. ECONOMIC AND WORKFORCE ANALYSIS*

This section is great to help job developers identify opportunities for strategic employer partnerships within the fastest growing industries. Employment staff can use labor market information and other data to respond to real world job shortages and local community needs. This section also highlights the number of jobs posted in each sector.

For example from January 1 to October 5, 2015 there were 842 job posting for Registered Nurses in the State of Hawaii. The State Plans then address which areas inside the state saw the largest job growth and those areas that posted the most jobs. The most in demand jobs and their average salary are laid out in this section. As you look at these reports pay attention to wage data to avoid pursuing limited career opportunities or partnerships with employers that may be in high growth industries, but offer low wages.

 The map above is from the North Carolina State plan and its lists the strongest industries in each region across the state and the aver number of people employed within each industry.

  1. STATE OPERATING SYSTEMS

This section describes each tool, program, and resource that each state has created and funneled WIOA money into. Here you will learn about all the core programs your state has, where the American Job Centers are located, and what resources are available through community colleges.

In looking at the plans, each state has very different names for their programs so we did not list any but please take note of this section to find the resources in your state. For example a job center in Colorado is called Colorado Works and in North Carolina its NC Works but each offers a different menu of services.

  1. THE STRENGTHS AND WEAKNESSES OF WORKFORCE DEVELOPMENT ACTIVITIES

In this section, each state was required to highlight the strengths and weaknesses of each of their workforce development activities. In order to make the best use of federal money the states were asked to make a cohesive 4 year plan on how to utilize all their workforce programs and initiatives together so that a job seeker only has to go to one location to receive information about all services they need.

Workforce development staff will create individualized employment plans for job seekers and then enroll them in all necessary vocational training programs, apprenticeships, ESL courses, etc., that each person needs in order to find a job. This section also takes a look at the operating systems that are already in place and discusses the strengths and weaknesses of each.

Pay attention to strengths listed in your state plan to identify opportunities that your clients may be able to take advantage of. For example, many state plans emphasize the expanding role of apprenticeships, especially in non-traditional industries and occupations such as healthcare, IT, and green jobs. The weaknesses are important to note because this is where you will want to advocate for your clients. See what is lacking in the state plans in order to understand what challenges the mainstream system has identified that also might present difficulties for your clients.

We hope this information will allow you to better digest your state plan. If you have any questions please do not hesitate to contact us at information@higheradvantage.org.

*Each state plan will have different headers/tiles for sections but the ones Higher used are the keywords found title and will be easy to find in the table of contents.