T-EST Transfer of Employment Support Tools for People with DisabilitiesLEONARDO DA VINCI - Transfer of Innovation - 01/11/2012-31/10/2014

It is impossible to convince companies,you can only help them to convince themselves.

Workshop, 05.- 06.06.2014

This project has been funded with support from the European Commission. This publication [communication] reflects the views only of the author, and the Commission cannot be held responsible for any use which may be made of the information contained therein.

In general:

• It is worth keeping one's eyes open while walking around

• Looking for conversations about companies• Reading and following of regional economy news • Collecting creative ideas and stimulations

Contacting possible employers

• Possible ways of finding companies:– Personal contacts (through PwD, through SE provider)– Job advertisements– Labour market service announcement – Internet research– Company register (chamber of commerce, index, etc.)– Partner companies (experiences in working togehter with PwD)

• Depends on special needs of the target groups• Working experience placements

Initiation of new contacts • Talks/ presentation/ joining on economic bodies meetings• Fairs• Business round tables, regular meetings• Dissemination – interviews on newspapers, reports, etc.• Regional existing networks (research, contatcs, etc.)• Round tables (municipialities, politics, trade unions, etc.)• Organisation and invitation to an open house event of your

organisation • Active contact to the unemployment agencies (jour fixe?)• Contact to platforms of self-advocates (PwD)• Women´s commitee, gender advocates in companies, etc.• Lions-Club, active contact to senior citizens, associations, etc.• Social associations, clubs, etc.

How to behave?

Give your conversation partner (authentic or best as possible):• Appreciation• Recognition (his/her actions and attitude)• Respect (aception of his/her role)• Benefit (through your support)• Ideas (connection of his/ her and your world of experiences)• Transparence (of all roles and relevant information)• Security (seriousness, responsibility, reliability of your support)• Joy (through your kind of contact)

IMPORTANT:shift completely into the thoughts of another and really try to understand their point of view.

Business languages

• Pre- internet research• Ask „how“ questions, not „if“ questions• Timing: on which time can I contact the

companies? Different timelines in companies?• Short, concisely, reliable

Exercise script p. 27

First sentences on telephone:

Ihre Begrüßungsformel (zB „Christine Pilz, Arbeitsassistenz JAW, guten Tag Herr Mustermann.“) ...• Wir beraten Betriebe und Bewerber bei der Stellenbesetzung. Mit Ihnen

möchte ich gerne über ... ins Gespräch kommen.• Wir beraten engagierte Betriebe und interessante Bewerber mitHandicap

bei der Stellenbesetzung. Mit Ihnen möchte ich gerne über ... ins Gespräch kommen.

• Als Personalberater bin ich daran interessiert die Betriebe in der Region kennen zu lernen

• Wir stellen Betrieben (kostenlos) unser Know-How bezüglich neuem Personal für ...... zur Verfügung

• Ich möchte Sie gerne für unsere Dienstleistung interessieren.• Ich würde Ihnen gerne die Leistungen unseres Fachdienstes vorstellen.• Ich möchte Sie gerne für den Nutzen unseres Angebotes interessieren

(begeistern).• Ich möchte gerne mit Ihnen ins Gespräch kommen, weil ich gehört

(gelesen) habe, dass …

Arguments for employers

• What can we argue?

Benefits for companies: Support from an organisation: organisation of working

experience placements, on-job- support, etc. Financial aspects: wage subsidies, tax reduces and savings,

etc. Social aspects: working athmosphere, image of the company,

advertisment, changed perspective concerning PwD, etc. Performance of the PwD in the company Personal benefit for the employer: networking, personal

satisfaction, „good heart“, personal experiences with PwD (family, friends, neighbours…), etc.

Structure of arguments

• Think about possible objections from the companies – be preparied for the right answers

Attribute Advantage Benefit

Easy installation Easy to install for everyone Save money

New spread healthy Good feel

Employment of a trainee He/she is trained, efficient, in-work

Raise benefit

Support through SE services Get important information Save time, money, brings input

Niche positions

….are additional created working places – there is no official job description now….often a mix of different parts of other regular working places in the company….often easy to handle and repeating tasks….are imbedded and coordinated with the skills and possibilities of the people with disabilities….are normally paid….benefit for company: financial relief (because more expensive workers could be partly replaced)

How to ask for them?

• Where do you have tasks in your company where easy tasks are taken by professionals?

• Which tasks often get left behind?• If your employees have time, they should do……?• Which kind of wishes from your customers you

can not fullfill because of a lack of time?• What kind of work is disliked?

• Example: Skript p. 69- 72

Open questions

Contact:

Christine Pilz, christine.pilz@jaw.or.at Bahnhofgürtel 77/ 5, 8020 GrazTel. +43 664 8000 6 2883www.jaw.or.at