The document provides tips and strategies for effective employer outreach. It discusses setting measurable goals, building targeted messaging, leveraging various communication platforms like social media and news media, tracking return on investment, and developing global and individualized messaging. Key recommendations include understanding employer needs, highlighting program successes, and establishing internal systems to coordinate outreach efforts.

1. Effective Employer Outreach U.S. Department of Labor Employment and Training Administration Presenter: Celina Shands Gradijan President/CEO Full Capacity Marketing, Inc. 2010 National Reemployment Summit December 14 & 15 - Arlington, VA

2. Welcome!

5. Employer Outreach Evaluation

8. Building the Message Global Messages 1-1 Messages

11. Communication Platforms

22. National Workforce Campaign Leveraging Messages & Successes

23. Imagine having a single virtual repository filled with thousands of workforce success stories from each state and local area accessible to policy makers and other stakeholders that clearly demonstrates the return-on-investment (ROI) of workforce development.

33. Exercise From Global Messaging to 1-1 Communication

34. Everyone Sells?

35. 1-1 Messaging During All Business Cycles

36. If your customer needs a flat screen TV, why are you trying to sell her a radio?

37. Know thy Audience

39. Case Study

41. Tulare WIB Offerings Pre-Employment Solutions WorkKeys Job Profiling Company-owned Skills Testing Customized Training Downsizing & Layoff Aversions Sector-based Strategies

42. EDC Offerings Enterprise Zone Federal/Local Tax Credit Programs Financing/Capital Foreign trade zone Location Assistance Business Attraction Entrepreneurship/Management

43. Referring Partner Offerings Accounting/CPA Services Business/Strategic/Marketing Plan Construction/Engineering/Architectural Services Cost Segregation Analysis/Services Domestic/global marketing and sales Environment/government regulations Information technologies Law enforcement Local government services Operations/production Product development Resource Center - Research State government Transportation/logistics/supply chain Utilities/Energy Savings Web Design/E-Commerce

44. Employment Connection Offerings WorkKeys – WIA client Recruitment Services Training On-the-job (OJT) Occupational Skills Resources & Information Labor Market Trends HR Information EEO Information Labor Relations Government Resources Wellness & Ergonomics Information Employer Incentives Events & Workshops

45. Innovate Tulare County Collective Packaging # 1: Business Incentives #2: Business Services #3: Workforce Solutions

46. Subtle Communication Cues Celina Shands Gradijan – Business Services Representative Employment Connection – Visalia 2222 ABC Street Visalia, CA 22222 Phone (222) 222-2222 [email_address] Partner

47. A Familiar Cycle 2. Connect with them 1. Who might need us? 3. Make a suggestion

48. Sales Process 2. Outreach 5. Engagement/Close 1. Prospect Lists 3. Initial Consultation 4. Solution Selling

50. HGYOI Business Engagement Model

51. Cross-Agency Partnerships

52. New Jersey Ohio Wisconsin Oregon California Texas Oklahoma Colorado Florida Dallas Fort Worth Colorado Springs Stillwater Sierra Vista Phoenix Arizona Cleveland Dayton La Crosse Portland Cherry Hill St. Petersburg Sarasota Hammond Louisiana Imperial Beach The Oregon Consortium

53. Aligning Supply with Demand Our Dual Mission

54. HGYOI Business Engagement Disconnects Lack of market research No systems to capture voice of business Data not used to improve operational structures Weak message strategies and lack of positioning No consultative sales process Lack of prospect lists Lack of business outreach coordination Defining business engagement Tracking ROI

55. Voice of the Customer Employer Outreach Tracking Tool

57. Demand Dashboard

58. Demand Dashboard HGYOI Highlights Outreach & Engagement # of all contacts increased 74% 30-45% - cold calls Future Engagement 30% interested in future engagement New Hires # of part-time or full-time hires increased from 65 to 142 per month

59. Conclusions 1. Businesses want a partner that understands their issues. 2. They want a system that has internal efficiencies among its many partners 3. They will engage with you if they understand the value propositions. 4. Communication platforms are critical in both outreach and 1-1 sales efforts . 5. Credibility and perceived value increases if solutions are identified [ regardless of the funding stream ].

60. Exercise 2. Outreach 5. Engagement/Close 1. Prospect Lists 3. Initial Consultation 4. Solution Selling

61. Tracking ROI Outreach & Education

62. Tracking ROI Sales

64. Resources Online Web Evaluation Tool Complimentary Web Evaluation Web Enhancement Library Social Media Tutorials Marketing Workgroup Quarterly eNewsletter Follow Us www.FullCapacityMarketing.com

65. © 2010 All Rights Reserved Contact Information Celina Shands Gradijan – President/CEO Full Capacity Marketing, Inc. 3525 Del Mar Heights Rd. #296 San Diego, CA 92130 (858) 793-6694 - phone (858) 793-1728 - fax [email_address] Web: www.fullcapacitymarketing.com Questions or Comments? Contact Us!