# Employer–Provider Match Conversation Script

*Community Engagement Hub — Coalition Brokering Tools*

For the coalition leader making the introduction. A warm, structured first
conversation converts; a cold intro email dies. 45 minutes, three parts.

## Before you book it

- Confirm fit privately first: workforce geography (employees actually near
  the program), age groups needed vs. available, rough budget vs. rough
  pricing. A mismatch meeting burns both parties' trust in you.
- Send each side the other's one-pager (employer: needs summary; provider:
  capacity one-pager) 48 hours ahead.

## Part 1 — Frame it (5 min, you talk)

"Thanks for making time. [Employer] is losing people to care gaps and wants
a real option near the plant. [Provider] runs a licensed program with
capacity headroom and wants predictable enrollment. My job today is to see
whether there's a fit worth writing down — not to close anything."

## Part 2 — Structured exchange (30 min, they talk)

Ask the employer first (providers hear demand before being asked to give):
1. How many employees, what shifts, what ages of kids? (from their survey)
2. What's the problem costing you — roughly?
3. What structure interests you: reserved slots, priority access, subsidy?

Then the provider:
4. What capacity exists or could exist with guaranteed revenue?
5. What does a workable deal look like from your side? (fee structure,
   term, notice)
6. What would make this NOT work for you?

Watch for the two classic failure points and name them out loud if you see
them: employers wanting operational control (not on the table), providers
underpricing the guarantee (point them at the pricing worksheet).

## Part 3 — Land the next step (10 min, you talk)

- Summarize the fit in two sentences, honestly — including "this isn't a
  fit" if it isn't. A clean no keeps both parties in your network.
- If it's a maybe or yes: "Next step is a term sheet from the template —
  [name] drafts by [date], both sides bring it to their own counsel/CPA."
- Book the follow-up date before anyone leaves.

## After

Log it (your action log): parties, structure discussed, next step, date.
This is exactly the kind of countable progress your funders never see
unless you write it down.

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*Demonstration content — adapt to your region.*