CREATING A REAL TRIFECTA!! CREATING A REAL TRIFECTA!! – Build a Winning Team. – Build a Winning Team.

Howard GreenHoward GreenUSBLN ConferenceUSBLN ConferenceOCTOBER 6-8, 2008OCTOBER 6-8, 2008

TOP TEN LIST FOR TOP TEN LIST FOR PARTNERINGPARTNERING

#10 – 85% OF Fortune 500 #10 – 85% OF Fortune 500 companies have existing companies have existing partnerships to identify, recruit and partnerships to identify, recruit and train workers for their specific hiring train workers for their specific hiring needsneeds

Number nineNumber nine

#9 Job Flexibility …all workers do #9 Job Flexibility …all workers do not have to work 40 hours each not have to work 40 hours each week!!!!week!!!!

Number eight Number eight

# 8 Assessments do determine skill # 8 Assessments do determine skill levels and aptitude are state of the levels and aptitude are state of the art. art.

Number sevenNumber seven

# 7 Refer to # 8---- that is the # 7 Refer to # 8---- that is the dreaded four letter word ( TEST) dreaded four letter word ( TEST) giving you and your customer giving you and your customer excellent feedback & appropriate excellent feedback & appropriate training capabilities/opportunities. training capabilities/opportunities.

Number 6 Number 6

# 6 You will improve efficiency of # 6 You will improve efficiency of matching workers to jobs. Job matching workers to jobs. Job matching is the key to successful matching is the key to successful placements in any hiring situation.placements in any hiring situation.

Number fiveNumber five

# 5 You will be able, with one # 5 You will be able, with one resource, to expand your base of resource, to expand your base of businesses and job categories businesses and job categories available to your customers.available to your customers.

Number fourNumber four

#4 40% of workers assigned to a #4 40% of workers assigned to a job will be hired by the customer in job will be hired by the customer in some capacity!some capacity!

Number threeNumber three

# 3 The Staffing Industry needs # 3 The Staffing Industry needs “YOU” as much as “YOU” need them “YOU” as much as “YOU” need them ( Tell me why)( Tell me why)

Number twoNumber two

# 2 You need to move forward with # 2 You need to move forward with the economic indicators – that is the economic indicators – that is where the hiring is happening!where the hiring is happening!

NUMBER ONE!!!!!!!!NUMBER ONE!!!!!!!!

# 1 – It will increase the employment # 1 – It will increase the employment of people with disabilities!!!!!!!!!!of people with disabilities!!!!!!!!!!

ALL I NEED TO KNOW!ALL I NEED TO KNOW!

Staffing companies employ some 3 Staffing companies employ some 3 million temporary and contract million temporary and contract employees per day & 12 million over employees per day & 12 million over a course of a year!a course of a year!

US Bureau of Labor Statistics shows US Bureau of Labor Statistics shows staffing industry will grow faster & staffing industry will grow faster & add new jobs in coming years than add new jobs in coming years than any other industry.any other industry.

Why is Staffing Industry Why is Staffing Industry Growing? Growing?

Workforce flexibility!Workforce flexibility! Workers want it!Workers want it! Businesses need it!Businesses need it! It is good for the economy!It is good for the economy!

Benefits offered to Benefits offered to businessesbusinesses

JobsJobs FlexibilityFlexibility Bridge to regular employmentBridge to regular employment Alternative work arrangementsAlternative work arrangements Training opportunitiesTraining opportunities

IMPORTANCE OF BUILDING A IMPORTANCE OF BUILDING A RELATIONSHIP WITH STAFFING RELATIONSHIP WITH STAFFING

NEW POOL OF LABOR FOR STAFFING NEW POOL OF LABOR FOR STAFFING INDUSTRY!INDUSTRY!

OPENS DOORS FOR PEOPLE WITH OPENS DOORS FOR PEOPLE WITH DISABILITIES WHO NEED OPTIONS DISABILITIES WHO NEED OPTIONS FOR WORK!FOR WORK!

JOBS, JOBS, JOBS, JOBS, & JOBS!!!JOBS, JOBS, JOBS, JOBS, & JOBS!!! INCREASES EDUCATION OF INCREASES EDUCATION OF

BUSINESSES ABOUT DISABILITY!BUSINESSES ABOUT DISABILITY!

SERVICES FOR JOB SEEKERSSERVICES FOR JOB SEEKERS

TEMPORARY HELPTEMPORARY HELP TEMPORARY TO PERM HIRETEMPORARY TO PERM HIRE LONG TERM STAFFINGLONG TERM STAFFING DIRECT PLACEMENTDIRECT PLACEMENT

OCCUPATIONAL CATEGORIESOCCUPATIONAL CATEGORIES

HEALTH CAREHEALTH CARE INDUSTRIALINDUSTRIAL INFORMATIONAL TECHNOLOGYINFORMATIONAL TECHNOLOGY OFFICE – CLERICALOFFICE – CLERICAL PROFESSIONAL – MANAGEMENTPROFESSIONAL – MANAGEMENT TECHNICALTECHNICAL

SERVICES FOR STAFFING SERVICES FOR STAFFING CUSTOMERS (Businesses)CUSTOMERS (Businesses)

HR CONSULTINGHR CONSULTING LONG TERM & CONTRACT HELPLONG TERM & CONTRACT HELP MANAGED SERVICESMANAGED SERVICES OUTPLACEMENTOUTPLACEMENT PAYROLLINGPAYROLLING RECRUITMENT & PLACEMENTRECRUITMENT & PLACEMENT TEMPORARY HELPTEMPORARY HELP TEMPORARY TO HIRE TEMPORARY TO HIRE

OCCUPATIONAL CATEGORIESOCCUPATIONAL CATEGORIES

HEALTH CAREHEALTH CARE INDUSTRIALINDUSTRIAL INFORMATIONAL TECHNOLOGYINFORMATIONAL TECHNOLOGY OFFICE – CLERICALOFFICE – CLERICAL PROFESSIONAL – MANAGEMENTPROFESSIONAL – MANAGEMENT TECHNICALTECHNICAL

STAFFING MYTHS & FACTSSTAFFING MYTHS & FACTS

CLIENT/CONSUMER/PERSON WITH A CLIENT/CONSUMER/PERSON WITH A DISABILITY HAS TO PAY FOR SERVICE!DISABILITY HAS TO PAY FOR SERVICE!

IT IS ONLY TEMPORARY WORK!IT IS ONLY TEMPORARY WORK! THERE ARE NO BENEFITS!THERE ARE NO BENEFITS! STAFFING AGENCIES WILL STAFFING AGENCIES WILL

AUTOMACTIALLY DECRIMINATE AUTOMACTIALLY DECRIMINATE AGAINST THE PERSON WITH A AGAINST THE PERSON WITH A DISABILITY!DISABILITY!

STAFFING MYTHS & FACTSSTAFFING MYTHS & FACTS

STAFFING AGENCIES HAVE ONLY A STAFFING AGENCIES HAVE ONLY A FEW JOBS!FEW JOBS!

STAFFING AGENCIES DO NOT WANT STAFFING AGENCIES DO NOT WANT TO WORK WITH REHABILITATION!TO WORK WITH REHABILITATION!

STAFFING AGENCIES ARE DISABILITY STAFFING AGENCIES ARE DISABILITY EXPERTS!EXPERTS!

STAFFING AGENCIES ARE ONLY STAFFING AGENCIES ARE ONLY INTERESTED IN THE BUSINESS INTERESTED IN THE BUSINESS CUSTOMER!CUSTOMER!

FACTSFACTS

STAFFING AGENCIES CHARGE THE STAFFING AGENCIES CHARGE THE BUSINESS CUSTOMER NOT THE BUSINESS CUSTOMER NOT THE APLLICANTS!APLLICANTS!

STAFFING AGENCIES OFFER A VARIETY STAFFING AGENCIES OFFER A VARIETY OF PLACEMENT OPTIONS!OF PLACEMENT OPTIONS!

STAFFING AGENCIES FOLLOW ADA STAFFING AGENCIES FOLLOW ADA GUIDELINES GUIDELINES

FACTSFACTS

STAFFING AGENCIES OFFER GOOD STAFFING AGENCIES OFFER GOOD SALARIES AND PROVIDES BENFITS SALARIES AND PROVIDES BENFITS TO THEIR WORKERS!TO THEIR WORKERS!

STAFFING AGENCIES NEED TO STAFFING AGENCIES NEED TO IDENTIFY MORE SOURCES OF LABOR IDENTIFY MORE SOURCES OF LABOR AND ARE WILLING TO FORM AND ARE WILLING TO FORM PARTNERSHIPS WITH PARTNERSHIPS WITH REHBAILITATION PROGRAMS!REHBAILITATION PROGRAMS!

FACTSFACTS

STAFFING AGENCIES NEED A PUBLIC STAFFING AGENCIES NEED A PUBLIC PARTNER TO BE THEIR DISABILITY EXPERT PARTNER TO BE THEIR DISABILITY EXPERT AND ASSIST WITH QUESTIONS FROM END AND ASSIST WITH QUESTIONS FROM END USERS!USERS!

STAFFING AGENCIES HAVE MANY STAFFING AGENCIES HAVE MANY CONTRACTS WITH A VARIETY OF JOB CONTRACTS WITH A VARIETY OF JOB OPPORTUNITIES AND SKILL LEVELS!OPPORTUNITIES AND SKILL LEVELS!

STAFFING AGENCIES HAVE TO BE STAFFING AGENCIES HAVE TO BE CONCERNED WITH BOTH CUSTOMERS!CONCERNED WITH BOTH CUSTOMERS!

FACTSFACTS

JOBSJOBS 2.9 MILLION PEOPLE PER DAY ARE 2.9 MILLION PEOPLE PER DAY ARE

EMPLOYED BY STAFFING COMPANIES.EMPLOYED BY STAFFING COMPANIES. 12 MILLION TEMPORARY & CONTRACT 12 MILLION TEMPORARY & CONTRACT

EMPLOYEES ARE HIRED OVER A PERIOD EMPLOYEES ARE HIRED OVER A PERIOD OF A YEAR.OF A YEAR.

79% OF STAFFING EMPLOYEES WORK 79% OF STAFFING EMPLOYEES WORK FULL TIME- VIRTUALLY THE SAME AS FULL TIME- VIRTUALLY THE SAME AS OTHERS IN WORKFORCE.OTHERS IN WORKFORCE.

FACTSFACTS

FLEXIBILITYFLEXIBILITY PEOPLE CAN CHOOSE WHEN, WHERE, PEOPLE CAN CHOOSE WHEN, WHERE,

AND HOW THEY WANT TO WORK. AND HOW THEY WANT TO WORK. 66% OF STAFFING EMPLOYEES SAY 66% OF STAFFING EMPLOYEES SAY

FLEXIBLE WORK TIME IS IMPORTANT.FLEXIBLE WORK TIME IS IMPORTANT. 64% OF STAFFING EMPLOYEES REPORT 64% OF STAFFING EMPLOYEES REPORT

THAT THEIR WORK GIVES THEM THE THAT THEIR WORK GIVES THEM THE SCHEDULING FLEXIBILITY & THE TIME SCHEDULING FLEXIBILITY & THE TIME FOR FAMILY.FOR FAMILY.

FACTFACT

BRIDGEBRIDGE TEMPORARY AND CONTRACT WORK PROVIDES A TEMPORARY AND CONTRACT WORK PROVIDES A

BRIDGE TO PERMANENT EMPLOYMENT. PEOPLE BRIDGE TO PERMANENT EMPLOYMENT. PEOPLE CAN TRY OUT AN EMPLOYER AND SHOWCASE CAN TRY OUT AN EMPLOYER AND SHOWCASE THEIR SKILLS FOR A PERMANENT JOB. THEIR SKILLS FOR A PERMANENT JOB.

88% SAY TEMPORAY OR CONTRACT WORK 88% SAY TEMPORAY OR CONTRACT WORK MAKES THEM MORE EMPLOYABLEMAKES THEM MORE EMPLOYABLE

77% OF STAFFING EMPLOYEES AND 80% OF 77% OF STAFFING EMPLOYEES AND 80% OF STAFFING CLIENTS SAY IT IS A GREAT WAY TO STAFFING CLIENTS SAY IT IS A GREAT WAY TO BECOME PERMANENT WORKERSBECOME PERMANENT WORKERS

FACTFACT

CHOICECHOICE 67% OF STAFFING EMPLOYEES SAY CHOICE OF 67% OF STAFFING EMPLOYEES SAY CHOICE OF

ASSIGNEMENTS WAS AN IMPORTANT FACTOR ASSIGNEMENTS WAS AN IMPORTANT FACTOR IN JOB DECISION.IN JOB DECISION.

23% OF STAFFING EMPLOYEES HAVE LITTLE OR 23% OF STAFFING EMPLOYEES HAVE LITTLE OR NO INTEREST ON PERMANENT JOBNO INTEREST ON PERMANENT JOB

33% SAY THEY WORK FOR A STAFFING 33% SAY THEY WORK FOR A STAFFING COMPANY BECAUSE THEY LIKE THE DIVERSITY COMPANY BECAUSE THEY LIKE THE DIVERSITY AND CHALLENGE OF DIFFERENT JOBS.AND CHALLENGE OF DIFFERENT JOBS.

FACTFACT

TRAININGTRAINING THE STAFFING INDUSTRY PROVIDES FREE THE STAFFING INDUSTRY PROVIDES FREE

TRAINING FOR MILLIONS OF TEMPORARY TRAINING FOR MILLIONS OF TEMPORARY WORKERS & CONTRACT EMPLOYEES. WORKERS & CONTRACT EMPLOYEES.

90% OF STAFFING COMPANIES PROVIDE FREE 90% OF STAFFING COMPANIES PROVIDE FREE TRAINING.TRAINING.

65% OF STAFFING EMPLOYEES SAY THEY 65% OF STAFFING EMPLOYEES SAY THEY DEVELOPED NEW OR IMPROVED SKILLS DEVELOPED NEW OR IMPROVED SKILLS THROUGH THEIR ASSIGNMENTS.THROUGH THEIR ASSIGNMENTS.

REHABILITATION CONCERNS & REHABILITATION CONCERNS & ISSUESISSUES

CONFIDENTIALITYCONFIDENTIALITY TRUSTTRUST COMPETITIONCOMPETITION JARGONJARGON USING CRP’S FOR COORDINATING USING CRP’S FOR COORDINATING

SERVICES WITH STAFFING COMPANYSERVICES WITH STAFFING COMPANY CLOSURESCLOSURES

STAFFING COMPANY STAFFING COMPANY CONCERNS & ISSUESCONCERNS & ISSUES

CONFIDENTIALITYCONFIDENTIALITY COMMUNICATIONCOMMUNICATION DISCLOSUREDISCLOSURE UNDERSTANDING JOB COACHINGUNDERSTANDING JOB COACHING WORKING WITH END USERS WORKING WITH END USERS

(BUSINESS CUSTOMERS)(BUSINESS CUSTOMERS)

BUILDING RELATIONSHIP TIPSBUILDING RELATIONSHIP TIPS

DIALOGUE ( NETWORKING & DIALOGUE ( NETWORKING & TALKING)TALKING)

QUALITY OF SERVICESQUALITY OF SERVICES FRIENDSHIP & TRUSTFRIENDSHIP & TRUST RELATIONSHIP RELATIONSHIP VALUEVALUE

COMMUNICATION & REFERRAL COMMUNICATION & REFERRAL TIPSTIPS

DEVELOP A TOOL TO USE FOR DEVELOP A TOOL TO USE FOR COMMUNICATION AND TRACKING COMMUNICATION AND TRACKING REFRRALS AND OUTCOMESREFRRALS AND OUTCOMES

SPEND TIME IN STAFFING OFFICESSPEND TIME IN STAFFING OFFICES LEARN STAFFING AGENCIES INTAKE LEARN STAFFING AGENCIES INTAKE

AND ASSESSMENT PROCESSAND ASSESSMENT PROCESS INQUIRE ABOUT JOINT MEETINGS WITH INQUIRE ABOUT JOINT MEETINGS WITH

STAFFING AGENCIES END USERS.STAFFING AGENCIES END USERS.

COMMUNICATION & REFERRAL COMMUNICATION & REFERRAL TIPSTIPS

OFFER TO DO IN-SERVICE TRAINING OFFER TO DO IN-SERVICE TRAINING ON ROLE AND FUNCTION OF A JOB ON ROLE AND FUNCTION OF A JOB COACHCOACH

OFFER TO DO IN-SERVICE ON OFFER TO DO IN-SERVICE ON DISABILITY AWARENESS FOR DISABILITY AWARENESS FOR STAFFING AGENCIES BUSINESS STAFFING AGENCIES BUSINESS CUSTOMERS.CUSTOMERS.

FOLLOW-UP ON REFERRALSFOLLOW-UP ON REFERRALS

EXAMPLE OF PILOT EXAMPLE OF PILOT PROGRAMPROGRAM

PREVIOUS PROJECTS WITH PREVIOUS PROJECTS WITH MANPOWER!MANPOWER! DEMONSTRATION PROJECT AND DEMONSTRATION PROJECT AND

RESEARCH BASEDRESEARCH BASED NEW INITIATIVE WITH STATE NEW INITIATIVE WITH STATE

GOVERNMENT!GOVERNMENT!

Promoting Partnerships Promoting Partnerships and Employment for and Employment for

Virginians with DisabilitiesVirginians with Disabilities

Funded by the Virginia Board for Funded by the Virginia Board for People with DisabilitiesPeople with Disabilities

http://www.worksupport.com/projects/http://www.worksupport.com/projects/project.cfm/26project.cfm/26

Partners for State InitiativePartners for State Initiative Virginia Commonwealth University RRTCVirginia Commonwealth University RRTC Department of Rehabilitative Services Department of Rehabilitative Services

(DRS) (DRS) Department for the Blind and Vision Department for the Blind and Vision

Impaired (DBVI)Impaired (DBVI) State Community Rehabilitation State Community Rehabilitation

Programs (CRPs)Programs (CRPs) State Approved Staffing AgenciesState Approved Staffing Agencies State Department of Human Resource State Department of Human Resource

Management (DHRM)Management (DHRM) Other state agencies – VEC & one stop Other state agencies – VEC & one stop

career centers & MHMRDDAcareer centers & MHMRDDA(VCU-RRTC, 2008)(VCU-RRTC, 2008)

Purpose of the GrantPurpose of the Grant

To educate state staffing companies To educate state staffing companies on resources to assist in recruiting on resources to assist in recruiting and hiring people with disabilities.and hiring people with disabilities.

To educate rehabilitation programs To educate rehabilitation programs and agencies on benefits of and agencies on benefits of developing relationships with state developing relationships with state approved staffing companies.approved staffing companies.

(VCU-RRTC, 2008)(VCU-RRTC, 2008)

Purpose of GrantPurpose of Grant To develop products such as web site, To develop products such as web site,

technical assistance materials, desktop technical assistance materials, desktop guide plus an Executive Order from guide plus an Executive Order from Governor to assist partners.Governor to assist partners.

To provide training to partners (on-site To provide training to partners (on-site training and web cast productions)training and web cast productions)

To employ a minimum of 20 individuals To employ a minimum of 20 individuals in state employment.in state employment.

To educate state agencies’ HR To educate state agencies’ HR personnel.personnel.

(VCU-RRTC, 2008)(VCU-RRTC, 2008)

Expand existing efforts for recruiting, Expand existing efforts for recruiting, accommodating, retaining and advancing people with accommodating, retaining and advancing people with disabilities for positions available in state governmentdisabilities for positions available in state government

Encourage participation in training offered by the Encourage participation in training offered by the Department of Human Resource Management. Department of Human Resource Management.

Examine existing practices Examine existing practices recruitment efforts, recruitment efforts, interviewing criteria, interviewing criteria, testing procedures and testing procedures and resources to assist in accommodating workers with resources to assist in accommodating workers with

disabilities. disabilities. Must report to the Secretary of Administration yearly Must report to the Secretary of Administration yearly

(see handout)(see handout)(VCU-RRTC, 2008)(VCU-RRTC, 2008)

Executive Directive 8 (2007)

TrainingsTrainings Web CastsWeb Casts

Job Coaching - What is it and How does It Affect Job Coaching - What is it and How does It Affect Businesses and State Agencies?  Businesses and State Agencies? 

233 participants233 participants Promoting Partnerships & Employment for Promoting Partnerships & Employment for

People with Disabilities in State Government People with Disabilities in State Government  315 participants315 participants

Assistive Technology & Rehabilitation Assistive Technology & Rehabilitation EngineeringEngineering  

265 participants265 participants Talking with First Line Managers who Hire People Talking with First Line Managers who Hire People

with Disabilitieswith Disabilities July 23rdJuly 23rd

Online SeminarsOnline Seminars Disability Awareness HR Management Online Disability Awareness HR Management Online

SeminarSeminar Over 275 participants in last 12 monthsOver 275 participants in last 12 months

(VCU-RRTC, 2008)(VCU-RRTC, 2008)

TrainingsTrainings Face to Face EventsFace to Face Events

Regional Meet and Greet Orientation Regional Meet and Greet Orientation trainingstrainings

Opening New Doors training Opening New Doors training In 1In 1stst year: 2 half day trainings year: 2 half day trainings In 2In 2ndnd year: 2 full day trainings year: 2 full day trainings

DHRM State Conference Session DHRM State Conference Session ““Looking Beyond the Traditional Workforce:  Looking Beyond the Traditional Workforce: 

Recruiting and Hiring People with Disabilities”Recruiting and Hiring People with Disabilities” Rehab Engineer Showcase Rehab Engineer Showcase

Demonstration Demonstration

(VCU-RRTC, 2008)(VCU-RRTC, 2008)

Referral Process: ESO’s, CRP’s, Referral Process: ESO’s, CRP’s, DRSDRS

STEP 1: STEP 1: Complete the online Referral Form. Complete the online Referral Form. http://www.worksupport.com/partnership/index.cfhttp://www.worksupport.com/partnership/index.cfmm

STEP 2:STEP 2: Select which Staffing Agency offices to Select which Staffing Agency offices to submit the information. submit the information.

STEP 3: Click “Submit” at the bottom of the STEP 3: Click “Submit” at the bottom of the

form. form. STEP 4: Either the referring agency or the job STEP 4: Either the referring agency or the job

seeker will receive a phone call from a Staffing seeker will receive a phone call from a Staffing Specialist.Specialist.

Referral Process: Staffing Referral Process: Staffing AgenciesAgencies Step 1: Receive a Referral via emailStep 1: Receive a Referral via email

Step 2: Check to see if the person is already Step 2: Check to see if the person is already registeredregistered

Step 3: Make a Phone CallStep 3: Make a Phone Call

Step 4: Intake/InterviewStep 4: Intake/Interview

Step 5: Create a FileStep 5: Create a File

Step 6: Maintaining Contact is up to the Step 6: Maintaining Contact is up to the customercustomer

Step 7: Placement TrackingStep 7: Placement Tracking Placements are submitted to VCU-RRTC quarterly Placements are submitted to VCU-RRTC quarterly

using the Placement Tracking formusing the Placement Tracking form

(VCU-RRTC, 2008)(VCU-RRTC, 2008)

Employment through the Employment through the ProjectProject

35 Positions Offered35 Positions Offered 25 Positions Accepted to Date25 Positions Accepted to Date

Virginia Employment Commission Virginia Employment Commission Virginia Housing Development AuthorityVirginia Housing Development Authority Virginia Department of TransportationVirginia Department of Transportation Virginia Department of the TreasuryVirginia Department of the Treasury Virginia Health Department Virginia Health Department Norfolk State UniversityNorfolk State University Old Dominion UniversityOld Dominion University

(VCU-RRTC, 2008)(VCU-RRTC, 2008)

STAFFING PARTNERS APPROVE STAFFING PARTNERS APPROVE BY VIRGINIA TO SOURCE JOB BY VIRGINIA TO SOURCE JOB

WITH STATE AGENCIESWITH STATE AGENCIES CALIPERCALIPER

ABACUSABACUS

MAXIM HEALTH ( one of 8 approved MAXIM HEALTH ( one of 8 approved by state of Virginiaby state of Virginia

QUESTIONS & ANSWERSQUESTIONS & ANSWERS

WHERE DO WE GO FROM HERE?WHERE DO WE GO FROM HERE?

HOW CAN IT BE REPLICATED?HOW CAN IT BE REPLICATED?

IS IT COSTLY?IS IT COSTLY?

WHAT IS THE BIGGEST ISSUE FACED?WHAT IS THE BIGGEST ISSUE FACED?