Working RelationshipsEmployment and Career Development through Employer Partnerships

Employer Perceptions of Disability and Disability Employment ProgramsRichard LueckingTransCen, Inc.Part One

BEGPLACEPRAY

Session ObjectivesTo learn how employers perceive disability and disability employment organizationsTo learn what employers want from employment organizationsTo identify effective marketing messages to employers

What Employers WantRelationships that help meet a particular company needRelationships that help meet an industry-wide needRelationships that help meet a perceived community need that makes it a good place to do business

What Employers Often GetAppeals to hire people with disabilitiesPrograms asking to hire a narrow category of job seekersPrograms of varying qualityConfused and frustrated!

Marketing MaximIt is more effective to find out what customers need and want and match it to what you have to offer,

than it is to get them to buy what you are selling.

The NOT Top TenHelping people with disabilities achieve maximum independence.

Bringing people with disabilities into the mainstream.

8.Hiring people with disabilities makes good business sense.

The NOT Top Ten7.The DuPont survey says people with disabilities are good workers and easy to supervise.

6.We are government funded.

5.We are CARF accredited.

The NOT Top Ten4.Do you job carve? We can help.

3.Serving people with barriers to employment.

2.Providing hope and opportunity to those less fortunate.

The NOT Top Ten1.We help some people get competitive employment, and some depart by way of death.

Mistake: Selling disabilityCompany looking for individual with significant cognitive impairment with extensive history of behavior problems. Supportive co-workers.

Call for an application.HELP WANTED

Employer Perspectives of Disability in the WorkplaceMIXED BAG Employers generally willing to hire, butUnaware of resources to helpConfused about resourcesFeel inexperienced and unprepared

Employer Perspectives of Disability in the WorkplaceMIXED BAG Employers generally express affirmative and humane views, butOften invoke corporate good citizenship as motiveViews are often more negative toward some categories of disability than others

Employer Perspectives of Disability in the WorkplaceEmployers experienced with disability are typically:Very positive about hiring/accommodationsWilling to exceed legal requirements for accommodationLooking for worker competence and service quality of agents (not to do good)Expecting return on investment

Employers View of Rehab OrganizationsAlso a Mixed Bag: Nave, confused, anxiousFrustrated: resent solicitations, lack of business awareness, unreliabilitySatisfied: see rehab as important link, addressing needs, contributing to company operations

Main Message should be about:Competenceand Quality

The Real Top Ten Messages 10. We represent quality.

9.We are here to serve you.

8.We will listen.

The Real Top Ten Messages7. We match applicants with employer need.

6.Meeting company human resource needs since____.

5.We would like to learn more about your business

The Real Top Ten Messages4. Innovative staffing resource.

3. Endorsed by ______ (fill in name of employer)

2.We stand behind our service.

The Real Top Ten Messages1.We believe in our product. (that is, the job seekers we represent and the way we link these individuals with employers)

Next SessionHow to get your foot in the doorWhat to do and say when you are inside employers operationHow to identify opportunities for specific job seekersIntroduction to customer service strategies that wow employers

Contact informationRichard LueckingTransCen, Inc.451 Hungerford Drive, Suite 700Rockville, MD 20850rluecking@transcen.org

Working RelationshipsEmployment and Career Development through Employer Partnerships