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:
Part Three: “Providing and Selling Workforce Solutions“
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 .
A collection of approaches and resources from refugee employment volunteer and mentor programs around the country.
World Relief DuPage/Aurora, IL
Materials given to volunteers who mentor employment clients unable to attend regular job skills training class. It generally takes 5-6 one hour meetings to complete, and adaptations are made according to the English level and prior experience of the client. The portfolio contains some paperwork and tests that can provide additional practice for the client.
Catholic Charities Diocese of San Diego, CA
Resources to help volunteers, who are usually assigned to do interview practice with clients, help clients complete online applications, or do applications on behalf of clients with low English or computer skills. Both documents are provided to volunteers as part of initial training. In addition, the training includes review of a Walmart application so they learn how to navigate employer websites and complete pre-employment assessments correctly.
*Includes the following: Passing Assessment Tests; Walmart Interview Questions; Hilton Hotels Interview Questions; Martha’s Go To Interview Questions; Walmart Cashier Interview Questions and Answers; 9 Popular Interview Questions and Answers
New American Pathways, Atlanta, GA
A couple of years ago, we created a binder called “Employment Client Waiting Services.” We conduct walk-ins once a week for clients to meet with Case Managers and Employment Specialists, and sometimes clients have to spend a while in the waiting room. When volunteers and interns are available on a walk-in day, they use the binder to find activities to take advantage of that time–there are sheets to establish basic workplace vocabulary, assess math skills, and determine the client’s employable skills to prepare for interviews. Since volunteers’ schedules don’t always match up with the times we are most in need of their assistance, it’s good to have a packet put together so they can be working on something important even while staff members are otherwise occupied.
Integrated Refugee and Immigrant Services (IRIS) New Haven, CT
A few documents used in IRIS’ Employment Mentor Program
African Community Center, Denver, CO
Documents from ACC’s employment volunteeer training program
Download a tip sheet summarizing advice from 120 refugee employment professionals about Professional Development, Time Management and the support they hope to get from their supervisors.
Holiday eCard graphic you can use in your own branded thank you message to employment partners. Happy Holidays and Thank You from Higher.
Click here to open the JPEG Version and then right click to save the image to your computer.)
The optional day at Higher’s Second Annual Refugee Employment Workshop was focused on job development strategies that can be used for individuals who have serious barriers to employment. Allen Anderson, international job development expert and President of DTG-EMP, trained attendees on what he calls the “Consultative Selling Model.” For an overview of his presentation, check out this PowerPoint Presentation:
A collection of presentations and resources from Higher’s Second Annual Refugee Employment Workshop, held November 4 – 6, 2015 in Omaha, Nebraska. We learned a lot in Omaha and hope you’ll find these resources as useful as we do. We will keep adding content, so be sure to check back often to see what’s new. See you next year!
Innovations and Opportunities
Refugees are a part of a global conversation about immigration and integration. Learn how employment fits into a national policy framework established by the White House Task Force on New Americans and the Workforce Innovation and Opportunities Act (WIOA). Explore ways you can take advantage of those trends and build on existing job development innovations in Colorado and Nebraska while planning for an increase in arrivals, including Syrians.
Client Choice: When, Why and How
Integrate client choice into your job readiness activities to boost outcomes and client career success.
Interactive Innovations in Job Readiness Class
Experience the freshest ways your peers are incorporating video, volunteers and Higher eLearning resources to keep job readiness classes fun, client-centered AND results-oriented.
Career Laddering Research: Refugee-Tested Strategies that Work
The Director of an academic research program at a well-respected university shares what finding about long-term economic integration and professional development success for refugees.
Work Authorization Documentation
Federal employment protections and strategies to help refugees resolve Form I-9 and E-Verify issues.
Hear insights from a panel of employers who believe in hiring refugees!
Speed Dating: Audience Selected Table Topics
Marshmallow Challenge – Video
Daylight Savings Time (Fall 2015) signs are available in the following languages:
Haitian Creole – coming soon
Nepali – coming soon
Swahili – coming soon
English – blank for additional language versions
We’ve included a blank version you can use for additional language versions. Send them to and we’ll upload them to expand the collection. Thanks to colleagues at the Pars Equality Center, Ascentria Care Alliance, Episcopal Diocese of Los Angeles, Catholic Charities Diocese of San Diego and LIRS for helping with translations.
Here is a list of helpful Job Readiness Resources in Arabic that we have collected from our network:
- Employment Orientation
- Goal Setting
- Job Readiness Feedback Form
- Job Search Contact Log
- Personal Information Sheet
- Ready to Work Checklist
- Skills Inventory Page
- Walmart Interview Questions
- Work Preferences
Many thanks to Ali Abid and Brittani Mcleod at Catholic Community Services of Utah and Carol Tucker at Lutheran Family Services, Nebraska. If you have other Arabic language resources that you would like to share please email us at .
WIOA, the first new federal workforce legislation in more than a decade, offers opportunities to collaborate with the mainstream workforce system. We have a lot in common, but don’t know each other very well. Higher has created the first refugee employment infographic to help you make meaningful connections with these potential partners. Just like working with employers, we have to “speak their language”. This infographic highlights numbers that we field tested with a mainstream workforce audience. Download a PDF version here or click to link to a blog post with more detail.
Models of Collaboration between Workforce Investment and Refugee Resettlement Stakeholders: Jointly commissioned by ORR and ETA, this report highlights three models employed by workforce investment and refugee resettlement stakeholders that are collaborating to support refugees in finding employment. Each model contains elements that could be replicated in any number of settings throughout the country.