Achieving Sustainability on the Work Programme


        The Work Programme is the Government’s new initiative to help some of the most challenging customers get back in to work through schemes delivered by public, private and third sector organisations. It represents a step change from previous Government initiatives, with higher rewards for getting the most challenging customer groups into sustained jobs.


        Through our new Sustainability and the Work Programme workshops we will be exploring the key features of the Work Programme, how it differs from previous interventions, and what main changes are needed in order for providers to meet the demands of the new contracts.


        We will focus on the role of front line staff, highlighting the work that needs to be done at the early stages of customer intervention to ensure people are not just getting a job, but staying in a job.


        Ensuring customers are ready for work, barriers are removed and post job support is in place has critical importance if sustained outcomes are to be achieved. It is also imperative that more emphasis is placed on establishing effective employer engagement techniques.  This intervention will work through the ‘must do’ activities for front line staff, looking at sales theory and its place within Welfare-to-Work delivery.



        Day 1


        The Work Programme and Sustainability


        • How the WP differs from previous interventions

        • Key points in the customer’s participation on the WP in relation to outcomes (claims) 

        • Investigating why people leave jobs voluntarily

        • How important it is that the customer is properly matched to the right employment opportunities in terms of ability and experience.

        • Identifying STABLE and HIGH RISK employment opportunities – particularly in relation to agency work, fixed term contracts and interim work.

        • Advanced barrier identification and removal/limitation methods


        Day 2

        Employer Engagement and Sales Skills for Advisers


        • Planning business development activity

        • Identifying growth sectors

        • Identifying opportunities in the hidden market

        • Caseload analysis

        • Sales Theory – (selling styles, getting past the gatekeeper, identifying the decision maker, establishing need, selling features and benefits, predicting and handling objections.)

        • Cold-calling techniques


        Costs can either be charged at a per delegate rate or an inclusive group rate:


        Per Delegate rate = £350 + VAT per delegate (minimum 6 delegates, maximum 16 delegates)


        Inclusive group rate = £2400 per 2 day course + VAT (maximum 16 delegates per day)


        In some case we may be able to reduce costs by condensing some aspects of the course. We also offer reduced and flexible payment terms for charities and voluntary organisations. Please contact us if you wish to discuss this further.