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This presentation explores how Employment Specialists can use storytelling, relationship-building, and business-focused communication to strengthen employer partnerships and “earn the ask” when promoting employment supports and talent. Rather than relying on traditional sales approaches or leading with disability-focused language, participants will learn how to build authentic connections by first understanding an employer’s business needs, workforce challenges, and workplace culture.
The session emphasizes person-centered and business-centered language that highlights a job seeker’s skills, experience, interests, and value to the employer. Participants will explore practical strategies for connecting with employers in industries that may not be easily accessible through traditional walk-in networking, including warehouse and logistics companies, manufacturing environments, and commercial construction businesses.
Through real-world examples and discussion, this webinar will demonstrate how Employment Specialists can research companies, identify relationship opportunities, create networking connections, and develop long-term employer partnerships that extend beyond a single placement. Special attention will be given to the concept of “earning the ask” by listening more than speaking, building trust over time, and positioning employment services as a resource that supports both the business and the job seeker.
The presentation will also examine the dual-customer model of Supported Employment, where Employment Specialists support both the employer and the individual throughout the hiring, onboarding, and training process. Topics will include informational interviews, customized onboarding supports, natural workplace supports, fading strategies, and the importance of blending into the work environment so the focus remains on the employee and employer relationship.
Designed especially for newer Employment Specialists, this session will offer practical tools for developing stronger employer relationships, communicating more effectively with businesses, and creating employment opportunities that support long-term success for both employers and job seekers.
Objectives
Upon completion of this webinar, participants will be able to:
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Identify relationship-building strategies that help Employment Specialists establish trust and credibility with employers before discussing employment supports or job seekers.
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Describe how storytelling can be used to create meaningful employer engagement and communicate the value of supported employment services in business-focused language.
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Apply techniques for researching employers, creating networking opportunities, and connecting with decision-makers in industries that may not allow traditional walk-in engagement.
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Explain the dual-customer approach of Supported Employment and how Employment Specialists can balance the needs of both the employer and the job seeker throughout the hiring and onboarding process.
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Recognize common barriers Employment Specialists face when “earning the ask” and identify practical strategies for follow-up, active listening, and long-term employer relationship development.
About the presenter:
Todd Tolson is a business development professional, trainer, and founder of the Blind Muse Foundation with more than 25 years of experience in relationship-driven sales, customer engagement, organizational development, and community outreach. Throughout his career, he has trained businesses and nonprofit organizations on strategies that strengthen client relationships, improve communication, and build trust-based partnerships that lead to meaningful outcomes.
Todd has delivered presentations and facilitated discussions on accessibility, inclusive communication, and engagement strategies for chambers of commerce, professional organizations, and national disability initiatives. In 2026, he was selected as one of eight presenters at the National Coalition of State Rehabilitation Councils Conference, where he presented on digital storytelling and accessible communication to representatives from 21 states and Guam.
His combined experience in business consulting, sales leadership, disability advocacy, and workforce inclusion provides him with a unique perspective on helping Employment Specialists use storytelling and authentic relationship-building to strengthen employer connections and improve employment opportunities for individuals with disabilities.
