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American Job Center
3 Components:
Welcome Team
Career Services Team
Business Services Team
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Business Services Team Structure
OSO
Team Lead
Anyone Who Visits Employers
Functional Alignment
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Business Services
Business Services Team Purpose
Engage Employers
Establish Relationships
Provide Analysis
Provide Solutions/Options
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Talking With Businesses
How Do You see Yourself?
Are You:
“From The Government And Here to Help”
Or Are You:
A “Business Professional” Who Can Provide Meaningful Assistance.
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Business Services
Transformational vs. Transactional Relationship
Transactional – Want something in return from employer
Transformational – Develop a relationship with a business. Gain an understanding of their needs and position yourself to provide assistance when needed.
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What to do first?
Why are businesses in business?
You have to establish credibility.
Speak the language of business.
EBITDA?
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EBITDA - Earnings Before Interest, Taxes, Depreciation and Amortization.
EBITDA is calculated by taking net income and adding interest, taxes, depreciation and amortization expenses back to it.
EBITDA is used to analyze a company's operating profitability before non-operating expenses (such as interest and "other" non-core expenses) and non-cash charges (depreciation and amortization).
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Another business example
High turn-over rate…What could be the cause?
1. Low Pay
2. No Benefits
3. Use of Staffing Company
4. Work Culture
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Small Business
For a small business you can talk about saving money by having them allow you to be their staffing company.
1. Review resumes
2. Pre-screen applicants
3. Ensure qualified candidates
4. Assist with lower tax liability
5. Assist with lower workers compensation (Drug Free TN)
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Large Business
For a large business you can discuss saving them 10% on their recruiting costs.
1. Review resumes
2. Pre-screen applicants
3. Ensure qualified candidates
4. Assist with lower tax liability
5. Assist with lower workers compensation (Drug Free TN)
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After you sell the services…
Now you have to deliver!
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Record All Activities In Jobs4TN
When you conduct a visit or provide assistance to an employer, you must annotate what you did by using the appropriate E-Codes in the system.
Write thorough case notes.
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Question?
What Are The Three Business Services Performance Measures As Set By US DOL?
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WIOA Sec. 116(b)(2)(A)(i)(VI) Requires The Departments To Establish A Primary Indicator Of Performance For Effectiveness In Serving Employers.
1. Retention
2. Repeat Business Customers
3. Employer Penetration Rate
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Performance Measures
The two performance measures TN has chosen are:
Penetration Rate
Repeat Customers
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ETA 9169 Effectiveness in Serving Employers Indicators - Summary Report
- Program Year: 2018
- Date Range: 07/01/2018 - 06/30/2019
Employer Services Type Establishment Count
Employer Information and Support Services 1,653
Workforce Recruitment Assistance 6,821
Strategic Planning/Economic Development
Activities
935
Untapped Labor Pools Activities 132
Training Services 83
Incumbent Worker Training Services 43
Rapid Response/Business Downsizing Assistance 6
Planning Layoff Response 4
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Performance Results Numerator
Rate Denominator
Retention with the same employer in the 2nd and 4th Quarters After the Exit Quarter
0.00%
Employer Penetration Rate 7,303 0.00%
N/A
Repeat Business Customer Rate 5,239 20.20%
25,981
ETA 9169 Effectiveness in Serving Employers Indicators - Summary Report - Program Year: 2018
- Date Range: 07/01/2018 - 06/30/2019
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Employer Penetration
You Must Get Out Of The Office!
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Repeat Business Customers
A unique count of employers who use WIOA core programs more than once.
Follow-up with Businesses to Maintain The Relationship.
Case manage an employer just like you would a client.
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“You can judge a professional by the books that they read”
Don Brown, Mentor
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Business Professional
As a business professional, what do you read to stay current with the business community?
Industry Newsletters:
1. SupplyChainDive.com
2. Jobs For The Future at: JFF.org
3. TechRepublic.com
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The Future of Business
Be able to talk about the future of business
1. Automation
2. Technology
3. The Internet of Things (IoT)
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Summary –
Transformational vs. Transactional
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Be knowledgeable of the business services that the A JC can provide.
IWT – Incumbent Worker Training
OJT – On the Job Training
Apprenticeship
TAA – Trade Adjustment Assistance
WARN – Worker Adjustment and Retraining Act
Rapid Response
WOTC – Work Opportunity Tax Credit
Federal Bonding
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Questions?