Job Development
in a Recession for
Mature Workers
May, 2009
Challenge
 Fear, fear, fear
 Fewer jobs
 Feel don’t deserve to work
 Potential increase in employer resistance
 Competition
 All the old problems too
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Solutions
 Strategies for recessions
 Target
the bottom and work to top
 Prospect
 Build
like crazy
relationships
 Maximizing job development skills
 Prospecting
planning
 MRD
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Assumptions to Abandon
 Get jobs via skills
 Need to win a competition to get a job
 Public information accurate about hiring needs
 There is a better candidate than yours
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The Markets
 Open – jobs brought to the public’s attention
 These
jobs disappear in a recession
 Maximum
20% of jobs in good times
 Hidden – jobs filled through connections not
through public offering – “Jobs in Transition”
 80%
 No
-100% of all jobs
competition
 Better
jobs
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Prospecting is the Key
 Enter through basic entry level jobs – more in
a recession and less competition
 How much and where you prospect
determines how successful you are
 Continually re-evaluate job market penetration
success – reposition your message
 Work at generating leads – random calling or
relationship building
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Prospecting Techniques
 Faster: repeat business and referrals
 Slower and slowest:
 Cold
calling by in person or on the
telephone
 Group
 Mail,
 Job
presentations (churches)
fax, email campaigns
fairs, advertising
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Prospecting in a Recession
 Multilayered approach of continual prospecting
– mix the techniques so something is always
running
 Offer to Help
 Build the relationship as it builds the trust and
opens more hidden opportunities
 Do not focus on charity or altruism – focus on
a solution
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Public Speaking
 Presentation to any group
 Have resources and want to help
 Your supports to businesses if hire your
candidate group
 Added value of older workers (not diamond in
the rough focus) which employers may not
have thought about
 Unique solutions not well known to other
employers (part time/ benefits already paid)
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Use JD Advantages
 Maximize talking to more employers – you
have a lot of knowledge
 Sweeteners - your services, labor pool,
funding
 Available to assist on a regular bases and
support the relationship through commitment
 Partnership focus will be activity looking to add
value
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M R D – product confidence
 Motivated – willing to got to work and do the tasks
involved – (M)
 Reliable – will show up to work every day (R)
 Dependable – will stay on task (D)
 Baseline for employability
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Minuses in a Recession
 Minuses:
 Placing
one candidate at a time
 Looking
only at the present
 Starting
and stopping prospecting based on
what ever reason
 Lack
a clear “help you” message
 Too
little being done and no consistency in
process
 No
adventurism, spine, or preparation
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Relationship Styles – After the
Recession
 Price – you are the least expensive labor
option
 Service – you provide extra services to the
hiring decision
 Partnership – you anticipate needs and
provide extra value to the relationship
 Partnership is the strongest of the
relationships
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More Information
Allen Anderson
DTG-EMP Inc.
416-922-3791
Website:
www.DTG-EMP.com
[email protected]
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