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Communicating with
Employers: A Shift in Paradigm for Service Providers
If you’re used to the non-profit
lingo, you might find communicating with employers a bit of a culture-shock.
Employers can appear very direct and to the point, as well as assertive and
focused. The key word here is “appears.” This difference is not personal, merely
a product of the different context employers work in. To communicate with
employers more effectively, consider the following tips:
Use
Simple Language
In written prose, people in the non-profit field
tend to write in complex and lengthy sentences. After all, this is the norm when
writing grant proposals and project reports. The audiences that read the
proposals or reports generally have the time to study them, and would likely
take the time to focus on even the smallest detail.
Employers, on the
other hand, have limited time. They need to come up with a concrete plan of
action at the conclusion of every meeting. So, the faster they can understand a
point, the better. They’re also more interested in the here and now; details
like historical or social analysis would likely be considered “too much
information.”
When writing a proposal or sharing information with an
employer, use short sentences (give or take 7 words) and short paragraphs (3-4
sentences). Stick to the major points; get to the “bottom line” at the first
reading. Make all statements self-explanatory. For instance, instead of saying
“this program will mitigate the negative impact of the global economic recession
on a commercial system’s attrition rate,” you can just say “this program will
decrease employee attrition.”
Discuss things in measurable and
quantifiable terms. Do not present abstract benefits. For example, don’t just
say “diversity.” Rather, state how this diversity will be produce measurable
results.
Use Bullet Points
Research has shown
that business executives often write information in short bullet point lists as
opposed to service providers who write in several long paragraphs.
Individuals from the non-profit sector like to tell the story; the process of
how points came about is as important as the points themselves. While a story
can be compelling and is appropriate in some instances, employers, because of
their limited time, prefer things already divided in discrete elements. This is
so they won’t miss anything.
Bulleted points provide quantifiable
overviews of how many things need to be addressed. It’s easier to manage; your
employer could just decide on deliverables per point. Also, if you’re unable to
review all of the key points, you’ll know where you left off so you can discuss
it next time.
Create your Elevator Speech
The
elevator speech, often referred to as an elevator pitch, is a verbal pitch that
can grab the attention of its audience within the time span of an elevator ride
(about 30-seconds). In the case of workforce development professionals, it’s
telling who you are, what you do, and what you can do for the person you’re
talking with. This pitch must be confident, catchy and memorable.
Most
people think that talking for 30-seconds or 150 words is a “piece of cake.”
Wrong! If you listen to the introductions of most people, they generally include
their name, title, agency, and job description. Does that grab your attention?
Does it appeal to your values? Does it communicate a concrete benefit or
competitive advantage? The answer is no, no, and no! Whether you choose to admit
it or not, you’re in sales. You only have one opportunity to make a first
impression. Your goal should be to stand out from the rest. It would be worth
the effort to invest some time in developing your pitch. There are many sites on
the web with information about how to craft your elevator speech. Be sure to
check them out!
Practice, Practice, Practice
Communication, like many other things you do, is a skill; it can only be
polished with practice. If changing your communication style feels foreign to
you, you need to exert a deliberate effort to change your communication style.
Perhaps it’s only a matter of rewriting some of the notes you already have on
paper. Or, maybe you just need to practice your verbal pitch with a co-worker.
Whatever it is, keep your eye on the goal and continue polishing your skills.
You’ll be glad you did!
Would you like to reprint this article?
You may as long as you include this blurb in its entirety:
Lisa Jordan
is a disability and workforce development expert. Lisa uses her keen
ability to
identify challenges and develop solutions so
that workforce development professionals can increase their comfort level,
productivity and effectiveness when working with a diverse clientele.
Download Lisa’s White Paper on 5 Easy Disability Tips to Immediately Increase
Agency Accessibility by visiting
http://www.human-solutions.net.
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