Griffin-Hammis Associates, LLC
Linking Discovery & Self-Employment:
From Vocational Themes to Business Planning
Most folks with significant disabilities get only one or two chances at securing employment. Therefore, our efforts at finding a quality ecological fit require precision. The Discovering Personal Genius (DPG) process reveals an individual’s skills, tasks they perform, interests, support and instructional strategies that work, and the vocational options that match these conditions. This session reviews critical Discovery actions, helps translate the information into both wage and self-employment development strategies, then details feasibility studies, funding and benefits/work incentives options, the business planning process and basic financial statements that meet the needs of individuals and systems alike.
Tentative Agenda
Day One
8:30 am
Welcome, Introductions, Agenda Review, Handouts
Activity: Critical Concerns
9:00 am
Overview of Customized Employment (Case Studies)
Self-Employment
Exploitability in the Labor Market
Self-Employment Myths & Opportunities
Circumventing Comparative Employment Processes
9:30 am
Introduction to Discovering Personal Genius (DPG)
Activity: Smooth Listening Exercise
Stages of DPG
Flow Chart & Guide to First Visits
Home Visits & Neighborhoods
The Three Vocational Themes
Lists of Twenty
Going Where the Career Makes Sense
10:45 amBreak
11:00 - Noon
Discovery Essentials
Determining the Ideal Conditions of Employment
Skills & Tasks
Preferences
Resources (Benefits, Family, Friends, Experiences…)
Supports
Funding
Activity: Framing the Conversation
Examples of DPG and Information Interviews
Activity: Inventory personal skills and tasks
NoonLunch
12:30 pm
Unlimited Employment Opportunities
Activity: Identifying Vocational Themes
Combining Themes
Three Places where the Career Makes Sense
Informational Interviews for Refinement
First Use: Theme Refinement, Interest-check, Work Experience Development, Training Strategies, AT ideas…
Second Use: Career Planning, Job Development, Business Idea Development, Resource Ownership
Activity: Design your Informational Interview conversation
1: 45 pm
DPG Reporting & Career Planning
The Discovery Staging Record
Performance Benchmarks: Funding & Team Management
Personal Narratives
The Contradictions of Complexity
2:30 pm Break
2:45 pm
Overview of SSA Benefits
Self-Employment Funding with PASS
Reporting, Record Keeping
Integrating Income Effects with Financials
5:00 pmAdjourn
Day Two
8:30 amTeam Formation/Business Idea Selection (casual discussion will occur evening before)
Bring the Team together by having a conversation about the business idea and support approaches. A Team Leader and a Recorder should be selected. These roles will remain fluid and can change throughout the training. All Team members are expected to work collectively and individually.
A note of caution: Much of the background work should have been done prior to this work session. This discussion is only for clarification, to raise critical questions and point out knowledge gaps that need attention today, and to bring all the Team members up to speed.
The answers won’t come during this 30-minute session. This time is used to frame the research and writing that will occur throughout the day. Topics likely requiring conversation include:
How this business fits the PBO’s Themes, personality and life circumstances;
How family and friends might provide support;
The amount of money needed monthly for living expenses;
The rehabilitation supports available and/or necessary;
The PBO’s vision of the business and his/her life in 5 years….
9:00 amThe Business Mission
In one or two sentences, describe the business’ purpose. The description should fit on a bumper-sticker. Start by answering the question: What problem does this business solve for its customers?
Consider writing 2 or 3 Goals for the business. (The Team may need to revisit this task throughout the day and add/refine the Goals after much of the research is completed).
9:30 amDefine the Business’ Products and Services (Who, What, When, Where, How, Why?)
Write at least a sentence for each product or service.
10:00 amCustomers/Competitors/Marketing/Sales
Describe 4 key characteristics of the Products/Services;
Describe 4 key characteristics of the Primary Customer (who, what, where, when?);
Describe 4 key characteristics of the Secondary Customer (who, what, where, when?);
Describe 2 things your Products/Services won’t do (just to bring clarity to the plan);
Describe why people will buy from your business;
Describe how this business is different from other similar businesses;
Describe how customers will find you.
Shape this discussion into a description of your Marketing Mix.
NoonWorking Lunch/Business Feasibility
Surveys, test sales, Internet research, historical data, and other methods alone or in combination are used to measure business feasibility. Decide on the techniques to be employed, or why previous activity substantiates the business idea. Write out your description of feasibility testing to be used (and what’s been done to date), and include a fall-back position or the possible business modifications planned should the data not support a launch.
1:45 pmPrepare for Business Visits: Develop Interview Questions concerning: Owner’s background, business plan and financing, employees, training, customers & competitors, etc. Discuss Team’s business idea and get advice. Tour.
2:30 pm Business Feasibility Visits: Owner Interviews/Tours
4:00 pmDebrief
5:00 pmAdjourn
Day Three
8:30 pm Promotion & Distribution
Write this section by considering the following:
Types of advertising and listing you’ll use (you’ll need prices later…);
Where your customers are likely to look for or find your promotions;
What value your business is establishing with its customers;
How customers will find/acquire your product/service;
How to make buying the product/service as easy and convenient as possible;
Who we’ll need to help get the product to market (and what will this cost?);
Plans for expansion in the coming years.
10:00 am – 11:00 am Sales Forecasting
Develop a twelve month sales forecast. Explain briefly why sales may increase or fall depending upon season. Use the 12 Month Sales Calculator.
11:00 amBudget Development
Identify start-up and on-going operating costs by reviewing these and other likely expenses: Starting inventory, tools and equipment, transportation, shipping, space, utilities, insurance, business services (legal, accounting, marketing, sales), taxes, licensing, communications, etc.
11:30 amCosting Research
Team members select assignments and individually research all costs. This activity must include a discussion of findings and how costs come together into a Pricing Strategy.
NoonWorking Lunch/Budget & Breakeven
Complete the Consolidated Budget Page and the Breakeven Analysis. Include the costing data, sales projections, financial support from sources including SSA Work Incentives, Vocational Rehabilitation, One-Stop, School Transition program, CRP, personal savings, loans, et al. Note that this is a 12-month budget and that most funding/support agencies will require projections of 36 months or more.
1:30 pm PASS, SSA & Financials, Blended Funding opportunities
2:30 pmFinal Plan Revisions
3:00 pmTeam Reports, Discussion, Next Steps
Discuss the key opportunities and the possible limiting factors for the business. Discuss the Team’s business plan with a reasonable assessment of challenges and a prediction of future growth.
4:00 pmAdjourn
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