Now that we know what Business Services are and why they were added to our service menu, let's start the building process, beginning with relationships.

Relationship Rules of Thumb

The WIOA aims to increase the number of youth with disabilities who secure competitive integrated employment by meeting employers' labor needs. To work with employers, we must cultivate strong relationships built on trust and integrity.

Toward that end, here are some simple Rules of Thumb:

1. If you don't know, say so.

In our practice, we may be asked questions for which we don't know the answers. That's okay. Nobody can know all the answers. If you don't know, say so. Employers will appreciate your honesty.

2. Do what you say you're going to do.

When employers ask questions or raise concerns you can't address, kindly let them know you'll find the answer and get back to them by a specified date. Then, do as you said you would. Along that same line, if you promise to take only 10 minutes of their time for a meeting, take not one minute more. They will appreciate your follow-through and courtesy.

3. Don't make promises you can't keep.

When trying to connect an employee with a disability and an employer, we may find ourselves overselling an idea or solution. We must be honest with ourselves, the employee, and the employer. We're building real-life linkages, not the perfect connections featured in the movies. Consequently, despite our best efforts, we may encounter imperfect fits and snags along the way. When we do, we acknowledge the fact and adjust course.

4. Gather information about the employer's businesses before you meet with them. (See information below under the heading Personal Business Perspective.)

5. Regulate your approach, matching the employer's affect (e.g., vocal pace and tone). Research has shown that matching another's expressed affect vocally is disarming and creates a compatible communication experience.

6. Don't forget your OARS!

• Ask open-ended questions to gather information about the employer's interests, needs, and concerns,
  
• affirm their input by offering positive feedback (e.g., "You've worked hard to offer the best service for the best value."),
  
• reflect the employer's interests, needs, and concerns, paraphrasing what they say to ensure your understanding, and
• summarize what was shared and agreed to during the meeting to ensure a smooth transition from one meeting to the next
  

Know Your Customer

National Business Perspective

The WIOA requires that we address the demand side of the employment equation: the employer's side. The employer is our new customer. Likewise, it's essential to know who our customers are.

According to entities that follow small business trends, we observe the following:

• The vast majority (99.9 %) of US businesses are small businesses. (Small Business Administration-SBA)
• Nearly half (47.3%) of the US workforce is employed by small businesses. (SBA)
• Over half (65%) of net new jobs have been generated by small businesses in the past 26 years. (Forbes)
• The top 5 small business industries include food and restaurants (12%), retail sales (11%), business services (11%), health, beauty, and fitness (9%), and residential and commercial services (6%). (Guidant Financial)
• More than 50% of small enterprises fail in the first year, and more than 95% of small startups fail within the first five years (Convergehub).
• Half of the small business owners say it's hard to find qualified individuals to hire. (CNBC)

Given the statistics cited above, it's likely that you will engage with small business owners.

According to Small Biz Trends, the top 3 concerns for small businesses in 2021 are:

1. 1. Securing new customers
   2. Lingering effects of the Covid-19 pandemic
   3. Lower consumer demand and lower sales
      

Local Business Perspective

Now that you have an idea of business from a national perspective, it's important to tailor your approach to the local employers with whom you may meet. Gather information about employers before meeting with them. The best way to build credibility is to determine what's essential to the employer. Knowing a bit about their product or service will build credibility and facilitate conversation.