THE EMPLOYMENT OUTCOMES PROFESSIONAL Achieving Employment Outcomes - The Marketing & Sales Skills THE Need Effective marketing and sales skills are needed by job developers to secure employment outcomes with employers. The Employment Outcomes Professional (EOP) program teaches the practical marketing and sales skills required to secure jobs for clients with any level of employment barrier. Persuading employers to hire outside a traditional strategy requires managing employer interactions. This includes knowing how to open employers to non-traditional decisions and guiding them to see value in candidates they may initially view with skepticism. Learning how to market and sell is what gives professional job developers these skills. The key word in EOP training is “practicality.” Does it work? Can you get more jobs? This program ensures the answer to both questions is “Yes.” The focus of the program is on the practical marketing and essential sales skills that help you: 1. Construct new long-term relationships with employers 2. Enhance and expand existing employer relationships 3. Position new choices and options for employers 4. Ensure confidence in the solutions you propose to employers 5. Understand employer's needs and expectations in greater depth 6. Maximize your organizational strengths to benefit all EOP is an adaptive and flexible training program. It recognizes that job development is unique in each community, with each employer and by each job developer. Every interaction identifies distinct needs that require custom solutions. As you face your distinctive challenges, the EOP skills enable you to adapt and resolve these situations in ways that work for you. THE Strategy EOP views employment from the perspective of two systems: 1. A System of Service Delivery Leading to Employment EOP skills enhance the service delivery system so that it works for everyone needing your help. This includes: • Working with all levels of employment barriers • Building from existing efforts to maximize employment outcomes 2. A System for Creating and Maintaining Employment Relationships Job development is dependent on effective relationships between three parties: the candidate, the employer and the job developer. Job developers facilitate relationships centered on employment outcomes. This includes: • Helping the employer perceive value in job development services and candidates as the key to employment outcomes • Using a win/win solution for everyone involved in a hiring decision THE Training Many veteran job developers learned their skills through trial and error. A lot of new job developers also have only this learning option. The trial and error learning curve is often long, arduous and full of negative employer experiences. Many job developers do not survive. Learning the appropriate skills early through a strategic format, and then using these skills to continuously increase success is a better educational process. EOP has the critical marketing skills needed by job developers to achieve employment outcomes for people with any level of employment barrier. These skills are taught over three-days in a highly interactive, supportive learning environment. EOP participants, building from their own strengths, learn, practice and perfect the EOP skills specific to their own needs. The EOP workshop consists of a short pre-work package and three days of training on the following: • Understanding employment barriers and selecting placement strategies • Applying Marketing Exchange Theory and the Marketing Model • The four step process for job development selling • Accessing higher opportunity employment markets • Determining better prospective employers • Planning effective selling interactions • Effecting good communications • Designing effective probes • Determining employer needs • Designing features and benefits solutions • Handling objections • Getting a hiring decision • Building on your ongoing evolution from previous job development experiences Post-Workshop Support (No additional professional fee) We will support what you learn with post-workshop assistance. You can call or email us for solutions and implementation suggestions as you apply EOP to your own situations. Post-Workshop Coaching (Additional professional fees) We provide onsite support by coming to your office to help the job developer prepare and then going with them on employer sales calls. We then debrief the job developer on improvements in their employer interactions and the marketing process. YOUR Benefits EOP delivers the following benefits through investing in this training: 1. Increased employment outcomes for all clients and organizations 2. Better marketing and sales techniques specifically adapted to the human services environment 3. Confidence that EOP is proven, effective training 4. Flexible training that responds to your learning needs 5. Makes work easier through a systematic approach to job development 6. Saves time and money by using resources more productively 7. Job developers have more control over generating employment outcomes 8. Produces better and longer-term relationships with employers 9. Enjoyable experiences within a supportive learning environment Participants often say: "you definitely are the how-to guys” or "we finally know how to do job development” Manager comment: "now we know how to get jobs for most people on our caseloads" OUR Customers EOP represents a 12-year evolution of job development training by Allen Anderson. He initiated the design of the Building Trust Relationships (BTR) program and has now upgraded job development training with the Employment Outcomes Professional program. Allen and his colleague Bill Santos have trained over 15,000 job developers across North America. Their systems approach to job development is used by many state, provincial VR agencies and CRP's. All these organizations want to engage in a more systematic and long-term approach to generating employment outcomes. Organizations that have been involved with either Allen or Bill and their systems approach, include: • ACL's Ontario, Manitoba, Alberta • Department of Health, Supported Employment, New Mexico • Department of Labor, New Mexico • Division of Blind Services, Florida • Division of Vocational Rehabilitation, Kansas • HRDC’s Ontario, Manitoba, Alberta, British Columbia, New Brunswick, Nova Scotia • Meadowlark Mental Health Services, Kansas • Ministry of Training Colleges & Universities, Ontario • Ontario Disabilities Support Program, Ontario • Ontario March of Dimes, Ontario • Ontario Municipalities Welfare to Work Programs, Ontario • Services for the Blind, North Carolina • State Services for the Blind, Minnesota THE Next Step Think about how more effective job development skills could help you, your organization and your clients. Please contact us to see how we can assist you in getting more employment outcomes for your organization. Bill Santos Executive Vice President EMP Inc. Tel: (905) 434-8442 Email: williamsantos@cogeco.ca Allen Anderson President EMP Inc. Tel: (416) 538-3791 Email: aclanderson@sympatico.ca Employment Management Professionals Inc 470 Dovercourt Road Toronto, Ontario, M6H 2W4 Tel: (416) 538-3791 Fax: (416) 538-5786 Email: info@employmentoutcomes.com www.employmentoutcomes.com