On this episode of this week in workforce development, I discuss tips and tricks to make business service teams more efficient. The areas of focus are:

  1. Mastering Email
  2. Developing Social Selling Skills
  3. An Introduction to Funnel Management

The biggest takeaway from this session is to continue to focus on demand driven service delivery. A lot of organizations are still using supply driven models, once the focus switches to demand driven. Use these tips and tricks to enhance your demand driven strategies and get people back to work.


One of the biggest no no’s with sending mass emails is using the send all and the reply all button.  Sending a mass email for a job fair or other recruiting event to every contact in your data base or on your contact list is the fastest way to get your message blocked as spam. There is a more efficient way to use email, especially if your organization utilizes a crm system.

Begin by categorizing businesses and contacts by

  • Industry
  • Buyer Persona

Buyer Personas are a method of classifying contacts by demographic, in this case, influence level. For business services, buyer personas tend to be broken down into Hiring Managers, the recruiter, and the H.R. Representative.  Each of these personas have different interests so segmenting these personas is important in order to send more focused,  targeted emails.

Social Selling

Social selling is connecting with business contacts through online networks. Social selling functions similar to offline networking by not pitching through social media, but developing and cultivating the relationships.  The primary goals of social selling is to reach and to teach. Your Linkedin profile should have information about how your current position helps prospective employers meet needs, as should the content you share. In today’s modern age, Businesses don’t need to be sold to. Thanks to the modern age of information, 57% of consumers seeking information do extensive research and Workforce development agencies should share information related to workforce development news highlighting program successes, and program information through social media. This type of media will attract prospective businesses to your services.

Job Order Funnell Management

Organizing job orders is one of the most important weekly tasks a business service representative or case manager will do each week. This allows the rep. to easily identify the stages of each job order and to prioritize activities and tasks. The job order funnel is a type of report that organizes information in stages from entry to close, with new job orders being closer to the top of the funnel, and those closest to being filled near the bottom. When creating funnel stages, you want to create a linear path that sorts job orders from newest orders to those that are closest to closing.  Here is an example of funnel stages and what each stage represents.

  1. Job Leads – Job leads that have not been secured that are on the radar
  2. Job order taken – Fresh Job orders to begin working to fill
  3. Interview stage- Job orders with qualified candidates interviewing for the position
  4. Job Offers – The employer has conditionally offered the job to a candidate
  5. Background Check – The employer is performing due diligence and paperwork to ensure the candidate can be employed.
  6. Placement – Job order has been filled.

We tend to find that organizing job leads in this manner yields the best results and gives the clearest snapshot of job orders and positions users for success.


Apply these tips to your demand driven model and you will see increased outcomes in your organization.

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