successfully sourcing and screening physician candidates
DESCRIPTION
Successfully Sourcing and Screening Physician Candidates. June 12, 2014. Jim Stone is president of The Medicus Firm and is the c urrent president of the National Association of Physician Recruiters . Presented By:. Agenda:. The Affordable Care Act’s implications on physician recruitment - PowerPoint PPT PresentationTRANSCRIPT
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SUCCESSFULLY SOURCING AND SCREENING
PHYSICIAN CANDIDATESJune 12, 2014
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PRESENTED BY:
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Jim Stone is president ofThe Medicus Firm and is the current president of the National Association of Physician Recruiters.
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AGENDA:1.The Affordable Care Act’s implications
on physician recruitment2.Sourcing3.Screening4.Vetting5.Recap
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DISCLAIMER
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5
It is not necessary to change. Survival is not mandatory.~W. Edwards Deming
Decreasing Physician Supply Aging physicians, female physicians, younger physician
lifestyle demands, residency graduation ratesIncreasing Demand for Healthcare ServicesCoordinated Care, EMR
THE AFFORDABLE CARE ACT
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THE AFFORDABLE CARE ACTVolume
Quality
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THE AFFORDABLE CARE ACTMedical practice shiftingPhysician choicesM&A creates larger orgs, ACOs
etcPhysician supply
I recently went to a new doctor and noticed he was located in something called the “Professional Building.” I felt better right away.~George Carlin
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THE AFFORDABLE CARE ACTPrimary Care Income vs Specialists:
Family Practice: $195,000 Internal Medicine: $221,000 Pediatrics: $196,000
Gastroenterology: $425,000 Orthopedic Surgery: $515,000 Neurosurgery: $699,000
Source: The Medicus Firm 2012 Physician Compensation & Relocation Survey
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THE AFFORDABLE CARE ACT
Healthcare job market? Historic cuts Dec 2013-today.
15+ Delays & Changes to ACA since April 2013
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SOURCING AND SCREENING
Planning Sourcing
Screening Interviews Offer/
contract
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BEFORE YOU GET STARTEDPlanningVerification of NEED to recruit (vs. wants)Practice set upCompensation (offered and potential)ParametersSourcing budget Timing and alternatives
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PLANNINGWhat Physicians Want: Physicians prefer SSG or employment Physicians prefer major metro (500+k
pop) Physicians’ priorities in securing a
practice are:1. Compensation2. Geographic location3. Call/Coverage
Physicians prefer the Northeast and Southeast
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PLANNING
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SOURCING
I am completely satisfied in my current job and not interested in new job opportunities.
Super Passive
I am not looking for a new job, but would be open to discussing selective opportunities.
Explorer
I am thinking about changing jobs, but have only started to network with close associates.
Tiptoer
I am casually looking for a new job, spending some time on job searching activities 1-2 days/week or less.
Semi Active
I am aggressively looking for a new job, spending some time on job searching activities 3 days/week or more.
Very Active
JOBSEEKER SEGMENTS DEFINED
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SOURCINGJOBSEEKER SEGMENTDISTRIBUTION
2,969 Physicians
30%
47%
9%
10% 4%
Super Passive Explorer Tiptoer Semi ActiveVery Active
86% 77%
77% of physicians are not actively looking for employment; including Tiptoers it’s 86%
Job seeking activity is low among physicians
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SOURCING
* Source: AMA physician count as of 6/9/2013
4%10%
9%
47%
30%
Jobseekers
Very Active Semi Active Tiptoer ExplorerSuper Passive
Super Passive
Explorer
Tiptoer
Semi Active
Very Active
273,146
433,180
86,077
96,021
34,182
Total # Physicians 922,605*
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SOURCING
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SOURCING
Comprehensive
Sourcing
Telephone Calling
Direct Mail
Personalized Email
Social Media Facebook,
Linked in, etcTraining
Programs
Internet/Job Boards
Journal Advertising
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SOURCING
TMF Emails3,727,548Outsourced
Emails1,057,658
Direct Mail Let -ters
1,705,833
Journals- 10-12 with web exposure
Job boards- NAPR WJB Doc Café Md Jobsite Mdlinx Physicianjobboard.com Healthecareers TheMedicusFirm.com
Residency Programs- ALLSocial Media- Doximity, LI,
facebook, Twitter
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SCREENING
In the first call:
What does a physician want from you?
What do you want from a physician?
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SCREENINGPresent
Screen
Source
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SCREENINGPhysician’s wants
and needs Spouse? Finances?
FIT
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SCREENINGMotivation? Timeframe?Uncovering painUp front contract
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VETTINGBehavioral interviewingPersonality assessments
ReferencingBackground Checks
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VETTING- BEHAVIORAL IV
Team- oriented
Coachable
Prevention focused
Tech-savvyQuality- driven providers
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VETTING-REFERENCINGGet a releaseHave a standard process
and standard questions that you always ask
Customize and explore… tell me more
Don’t be shy
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RECAPACA presents some unique challengesSourcing means casting a wide netTarget passive and active job seekers Screen with purpose, present laterInterview with an eye on the prizeReferencing to seal the deal