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Developing Sales Tools for Customizing Employment:
The Portfolio and Visual Resume
Michael Callahan Marc Gold & Associates
Employment for AllOctober 27, 2011
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Two distinct portfolios
• Communicates concept of CE
• Gives visual examples of CE and persons with disab.
• Outlines essential selling points
• Describes supports
• Introduces, visually, job seeker
• Shows competent performance
• Shows unique features of job seeker
• Presents Task List
Agency Portfolio Visual Resume
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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The Agency Portfolio
The agency portfolio is basically a sales tool, similar to a “pitch book” used in generic sales, that can be used by job developers to communicate CE to employers, to pace presentations, to clarify essential selling points and to provide a visual confidence builder.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Determining your Negotiables
The first step of negotiation is to determine the negotiables that you will use when contacting employers.
Remember, Customized Employment principles ask us to individually determine those negotiables related to the job seeker. However, you will have negotiables related to your agency.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Components of Negotiation
• Essential Selling Points• Sweeteners• Hole Cards• Non-negotiables
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Essential Selling Points
These are inherent features offered to the employer by both the provider organization and the applicant. These features are offered to any and all employers who are called on for the applicant. Essential selling points are outlined during the initial presentation to the employer.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Essential Selling Points: Examples
• Job seeker discovery• Task/need matching• Customized planning• Employment
site/culture/environ. match
• Job site supports, initially/as necessary
• Job analysis• Negotiation of a
customized job description
• On-going problem solving
• Naturally referenced supports
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Sweeteners
These are additional features offered by the provider and/or the applicant to enhance the attractiveness of the deal for the employer. Sweeteners go beyond the essential selling points, but do no create an undue burden on either the provider or applicant. They are most often offered during follow-up negotiations.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Sweeteners: Examples
• Transportation coordination• Problem solving
technology, accommodations and accessibility
• WOTC eligibility*• WOTC contact and
providing paperwork• Team of employment
professionals for employer contact
• Budget funds to buy:
Targeted support and personal assistance
Small tools
Work clothes/uniforms
Short term transportation
• Assistance in PR activities
• Employer orientation - specifics
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Hole Cards
These are features of an employment negotiation that will likely create undue hardship, expense or complexity for the provider and/or the applicant in relation to a desired job. They are offered as a last-ditch effort to secure an otherwise ideal job for an applicant. They must be held in reserve and used only sparingly during final negotiations.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Hole Cards and the Contingent CloseThe delivery of a Hole Card provides the job
developer a powerful tool – the “contingent close” – that can be offered as an condition of delivering any hole card to an employer.
Always attempt a contingent close before agreeing to offer or implement any hole card level negotiable.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Hole Cards: Examples
• Researching:
Transportation assistance
Other employer issues: i.e. liability
• Bonding & insuring staff/students
• Training: credential• OJT funds• Payment of less than
entry wage• Extended probation
• Long term training and support for employee
• WOTC paperwork assistance
• Internship startup• Providing employer
classes on disability issues
• Employer partner luncheon
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Non-negotiables
Non-negotiables are those aspects of a negotiation that you or the job seeker are not willing to bend on. It is critical that you plan for these in advance and find gentle ways to explain to the employer why you’re not able to negotiate on those items.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Examples of Non-negotiables
• Sub-minimum wages• Assuring production• Providing a substitute worker for student• Assuring on-going transportation• Anything illegal• Guaranteeing success of any sort• Charity relationship
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Why is an Agency Portfolio useful?• It represents a shift from an agency marketing strategy
to an individualized, customized marketing strategy.• Traditional expectations of employers make it difficult for
applicants with significant disabilities to benefit from typical strategies.
• Helps makes sure that job developers give consistent info to employers.
• Teaches employers how to think about customization.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Why is an Agency Portfolio useful? (cont.)• Helps explain natural supports• Provides additional avenues for giving
information to employers beyond verbal explanation.
• Requires agencies to come to terms with the manner in which they support and represent individuals, use language and negotiate.
• Outlines Essential Selling Points
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
17
Structure of the Agency Portfolio
• Images – important that they say what we intend to convey
• Narrative summaries of information• Information about the school/agency• Support strategies• Essential selling points
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
18
The importance of images
• In your school/agency portfolio, make sure to use your best photos/images of individuals you’ve been successful with
• Take images of performance, not with individuals looking at camera
• Take lots of pictures – for every work experience, job, business, volunteer job
• Reference images with employer task language
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Agency Portfolio Materials
Materials• Binder – “Show File” or other binder• Presentation paper• Vinyl covers• Digital Photos• PowerPoint pages• Business Cards• “Leave behind” fact sheets and brochures
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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“Show File” binder
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
21
Outline for an agency portfolio
1. Introduction your agency/school
Introduce your agency -- brochure, fact sheets
2. Explain Customized Employment
“We match applicant skills with employer
needs”
Give examples through images
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
22
Outline for an agency portfolio
3. Explain how we do what we do
Use portfolio to explain employer – employee supports and the seven phase sequence
4. Wrap up with a outline of services offered
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Additional considerations
• Taking photos• Assuring variety• Clarifying your message• Layout, length and formatting• Focusing on performance• Remembering to “hold back” items for
negotiation
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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MG&A: Twenty five years of serving employers and persons with disabilities
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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We match job seeker skills With employer needs.....The people we represent have unique skills to contribute to
your business.
Our job is to determine whether you have specific needs which match these skills.
If a match is identified, a job description is customized to suit both you and the applicant with a disability.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Customized Employment
The US Department of Labor is encouraging employers and applicants to consider negotiating an employment relationship when current job descriptions and other expectations create a barrier.
This concept is known as customized employment.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Business Focus for Customized Employment
Unmet Workplace Needs: This area focuses on tasks that need to get done but are not getting done in the way the employer would like. It also can include tasks that have not been performed but need to be.
Tasks better performed by others: This area focuses on aspects of jobs that might better be performed by others at a lower pay grade. This option can directly save money for employers.
Specific benefit to enhance business: This area focuses on workplace needs for additional productivity in specific tasks. It must be matched with job seeker’s specific competencies
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Stocking check-out islands, assisting advertising, un-boxing electronic equipment, etc.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Mailroom assistance and inter- office delivery
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Inventory Control tasks
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
31
Targeted maintenance and cleaning
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
32Tasks providing assistance to reception, professionals, manager and sales
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
33
Sorting and filing of excess paperwork
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Spot cleaning to reduce “slip and falls”
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Tour and Needs Analysis
Before any agreement is made, we offer a free needs assessment.
We can either observe your various business procedures, or we can assist you to do so, to identify potential needs within your company.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Customized Employment targets specific worksite issues:• Episodic duties• Slower components of
tasks• Back-ups/Bottlenecks• Material/tool supply• Interruptions• Additional assistance to
meet high work demands
• Unattended materials/products
• Waste/scrap materials• Misplaced
materials/goods• Dusty, broken, dirty
goods/materials• Unsafe or unsightly
conditions• Inconvenient location of
materials
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Job Analysis: The foundation of successWe focus on:• The way you do things• The means you use to train and support
employees • The people you assign for supervision..
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Job site supports to both employer and employee
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
39
Benefits to employers and employeesTo Employers
Assistance in identifying workplace needs that might be met by applicants
Identification of support providers, as necessary, for customized employees
Recruitment and matching of the skills of applicants to employer needs
Assistance in customizing job roles for current employees who become disabled
To Employees:
In-depth discovery of the applicant’s strengths, needs and interests
Customized planning assistance to target potential employers and contributions
Representation assistance to negotiate customized relationships
Resource identification to pay for necessary supports
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
40
The Visual Resume
The Visual Resume (formerly, Individual Portfolio offers an alternative when applicants do not have persuasive resumes and experiences.
This portfolio is a form of a “visual resume” that introduces job seekers who need customized employment to potential employers.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Developing an Individualized PortfolioThe visual resume contains a number of
ingredients:• A portrait of the individual• Images of competent performance• Narrative pages indicating contributions• The applicant’s Task List developed during the
Employment Planning meeting
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
42
Developing the Job Seeker’s Visual Resume• Relationship to Discovery• Gathering and selecting images• Individual and family input• Task list development
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Sadie Jones
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Sadie is looking for a job
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Delivering mail at NHS
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
46
Volunteering on the yearbook staff
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Filing invoices at her dad’s business
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Volunteering at a Catering Service
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
49
Sadie’s experiences
• Sorted and delivered mail at school• Assisted in the church day care center• Volunteered at food distribution center• Participated on yearbook staff• Assisted in her dad’s business
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Sadie offers the following office tasks:1. Shredding2. Running errands3. Delivery4. Running copier5. Filing6. Sorting, collating7. Faxing8. Stapling9. Folding, stuffing, sealing, labeling10. Light data entry11. Backing up files to CD12. Matching checks with invoices
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
51Mississippi Department of Rehabilitation Services
Our agency provides comprehensive services to
Mississippians with disabilities. We assist
individuals with gaining employment, retaining employment and to live more independent lives.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
52
Customized EmploymentAccording to the US Department of LaborCustomized employment means individualizing the
employment relationship between the employer and job seeker. It is based on the individualized determination of the strengths, needs, and interests of the job seeker and is designed to meet specific needs of the employer.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
53
Customized Employment Focuses on Task reflecting business unmet needs -CE provides a
strategy for employers to focus on the unmet needs that inevitably occur in a time of multi-tasking and high expectation demand.
Tasks better performed by others -CE can focus on the discrete tasks of job descriptions relating to highly skilled and credentialed positions in workplaces.
Tasks needing additional productivity -CE can utilize specific job seekers competencies based on discovering their “strengths, needs, and interests” and matches and negotiates with existing employer needs.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Meeting a needWork that required
repotting seedlings for local plant distribution center. This was identified on a tour and the employer indicated “he was behind”
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Answering Busy Telephone Lines
Job negotiated to answer busy phone lines. In her job she uses a headset, portable phone and a cell phone. She works 5 days a week for 1 to 2 hours a day.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Preparing for the next day Targeted prep work of
trimming flowers to place in arrangements to fill orders for the next day
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Entering data and Menu development: Meeting a business need
Negotiated work at local university. Employer identified needs and a customized job description was made ensuring a good job match.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Sometimes meeting a need does not mean full time or wage employment
Creating a business that supports another business. Shredding documents for local businesses.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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We match job seeker skills with employer needs….• The people we represent have unique skills to
contribute to your business• Our job is to determine whether you have specific
needs to match these skills• If a match is identified, a job description is
customized to suit both you and the applicant.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
60
The way we look for job matchesAssist in identifying potential needs within your
company by taking a tour and talking to you and your staff.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
61
Customized Employment targets specific worksite issues:• Episodic duties• Slower components of a
task• Back ups/ Bottlenecks• Material supply• Interruptions• Additional assistance to
meet high work demands
• Unattended products• Waste/scrap materials• Misplaced materials• Dusty, broken, dirty
goods• Unsafe or unsightly
conditions• Inconvenient location of
materials
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
62
Negotiating to meet your needs• Use a negotiated approach rather than a
competitive approach to finding employment• Create a job description that meets both your
needs and the job seekers need• It is a win win, or it does not work!
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
63
Benefits to Employers and EmployeesTo Employers• Identifies workplace needs
that might be met by job seeker
• Identification of support providers, as necessary, for customized employees
• Recruitment and matching of skills of job seeker to employer needs
• Assistance in customizing job roles for current employees who become disabled
To Employees• In-depth discovery of the
applicants strengths, needs, and interests
• Customized planning assistance to target potential employers and contributions
• Representation assistance to negotiate customized relationships
• Resource identification to pay for necessary supports
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
64646464
Comments & Questions
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
65
Contact InformationMichael Callahan
Marc Gold & Associates - Employment for All4101 Gautier-Vancleave Rd. Ste. 102,
Gautier, MS 39553 (228) 497-6999
Email: micallahan@aol.com
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
66
THANK YOU!
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Upcoming Webinars: Job Development ExchangePreparing for Negotiations with Employers
(November 7)
Employer Networks: An Overview of Various Types of Employer Networks (December 8)
Employer Networks (December 16)
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Archived Webinars: Job Development ExchangeAn Overview of Employment Approaches and Strategies to
Serve all Persons
Introducing the Online Toolkit for Job Placement and Employment Professionals
Distinguishing Employment Relationships: Competitive and Customized Employment
Job Development in Rural Areas
Developing Sales Tools for Customizing Employment: The Portfolio and Visual resume
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
69
TACE Talks Transition (TTT) Monthly concise information on best practices
to transition counselors available for their own pace learning; – sign-up and start your subscription via the Transition Email-List http://tacesoutheast.org/network/transition/em ail_list.php
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
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Education CreditsCRCC Credit - (2.0)Approved by Commission on Rehabilitation Counselor
Certification (CRCC) • By Monday November 7, 2011, participants must
score 80% or better on a online Post Test and submit an online CRCC Request Form via the MyTACE Portal.
My TACE Portal: TACEsoutheast.org/myportal
**For CRCC credit, you must reside in the 8 U.S. Southeast states served by the TACE
Region IV [AL, FL, GA, KY, MS, NC, SC, TN]. If beyond TACE Region IV, you may apply
for CEU credit.
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
71
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © 2011
717171
Southeast TACE (Region IV)Toll-free: (866) 518-7750 [voice/tty]
Fax: (404) 541-9002Web: TACEsoutheast.org
My TACE Portal: TACEsoutheast.org/myportalEmail: tacesoutheast@law.syr.edu
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
72
DisclaimerThis presentation was developed by the
TACE Center: Region IV ©2010 with funds from the U.S. Department of Education, Rehabilitation Services Administration (RSA) under the priority of Technical Assistance and Continuing Education Projects (TACE) – Grant #H264A080021. However, the contents of this presentation do not necessarily represent the policy of the RSA and you should not assume endorsement by the Federal Government [34 CFR 75.620 (b)].
TACE Center: Region IV, a project of the Burton Blatt Institute.Funded by RSA Grant # H264A080021. © Marc Gold & Associates
73
Copyright InformationThis work is the property of the
Marc Gold & AssociatesPermission is granted for this material to be shared for non-commercial, educational purposes, provided that this copyright statement appears on the reproduced materials and notice is given that the copying is by permission of the authors. To disseminate otherwise or to republish requires written permission from the authors.
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