Retaining your Employer
Relationships
January 10, 2013
Katherine McCary
Martha Artiles
Managing Partners
C5 Consulting, LLC
www.consultc5.com
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Agenda
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Terminology
Defining a Strong Employer Relationship
Balancing your Time
80/20 rule
Maintaining & Retaining
Moving from Good to Great
Problem Solving the OOPS Issues
Addressing the Problem
Client Loss
Summary
Q&A
About C5
Next Webinar
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Terminology
• Candidate- the person you represent and
support in finding employment (consumer)
• Client- the Business who hires your candidate
(employer)
• Employer Network- Employers with which you
have built positive and on-going relationships
• Sales – you are “selling” a service and product
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Defining a Strong Relationship
What are components to a successful employer relationships?
• Trust
• Mutual Benefit
• Recognize your Responsibility in the Relationship
• Respect
• Professionalism
• Keep Commitments
• Open Dialog
• Open to New Ideas
• Honesty
• Confidentiality
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Employer Expectations
for a Good CBO Relationship
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Focus on the client needs and candidate match
Go Above and Beyond
Provide on-going support (without placement)
Look for non-traditional ways to support
Brand YOURSELF as the expert
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Balancing Your Time
Your time is valuable- Is it productive?
• Are you uncovering new needs?
• Are you learning about the culture?
• Are you creating positive touch points?
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80/20 Rule
Sales performance measures.
Are you practicing?
80% of your time
should be spent
with the top 20% of your clients
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Maintaining & Retaining
• Ask for a meeting when things are going well!
• Stay focused on the business case for inclusion.
• Listen for future opportunities.
•Monitor their website and company news.
• Ask for a testimonial or referral (may I give
your contact info to a new client?).
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Moving from Good to Great
•Be the Go-To-Partner for resources beyond your
scope.
•Ask for opportunities to meet and train hiring
managers and/or HR teams.
•Invite your client to attend informative meetings.
•Become an expert of Section 4212 and Section 503
changes.
•Send news articles of interest or Linked In groups.
•Send personal thank you notes.
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Problem Solving The OOPS Issues
When you place a candidate who is not
successful, what are the typical reasons?
•Skills
•Culture
•Fit
•Candidate unhappy
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Addressing the Problem
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Listen carefully.
Ask open-ended questions.
Apologize and accept the responsibility.
Partner to resolve the situation.
Determine what you need to improve upon.
Ask for the opportunity to continue the
relationship.
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Client Loss
Some business relationships fail, regardless of
your efforts:
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Do Not Burn any Bridges!
Be Professional.
Be Respectful.
Follow up at an Appropriate Time.
Don’t Take it Personally!
Know that Things do Change- Future has Potential.
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Summary
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Its all about relationships
Dynamic and proactive
Continually and consistently add value
Keep educating yourself
Be the community expert
Focus on long term
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Q&A
What questions do you have for us?
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About C5
C5 Consulting, LLC was created by two former senior business
executives steeped in global diversity and disability leadership who
saw the significant need for collaboration of all those engaged in
inclusion strategies to move the employment opportunities forward
for individuals with disabilities and gain return on investment for talent
and shareholder value.
Their combined expertise of more than 65 years in Corporate America
means that clients can rely upon their business acumen to help
promote diversity for business success.
To change the landscape of diversity, disability must be included as a
strategy. C5 takes a collaborative approach to moving the needle to full
inclusion, benefiting business through innovation, access to talent,
increased market share and supplier diversity, therefore improving
organizational performance.
Certified WBE, Disability Owned & Operated
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C5 Consulting, LLC
Our Mission
C5 Consulting helps organizations change their culture to include people with
disabilities in the workforce to ensure diversity and business success
Our Services
Private and Public Sector, Community Based Organizations, Government, Business
Leadership Network Affiliates
Contacts
Martha Artiles, Managing Partner
Martha.Artiles@ConsultC5.com
Katherine McCary, Managing Partner
Katherine.McCary@ConsultC5.com
www.ConsultC5.com
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Upcoming APSE
C5 Webinar
“Crafting Your Elevator Speech - What Works
for Introducing Yourself to an Employer”
February 27, 2013
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