3 Things Elite Healthcare Staffing Recruiters do that ... · § On average, how many inbound recruiter inquires (emails, calls, text’s, mailers) do you think an experienced nurse

3ThingsEliteHealthcareStaffingRecruitersdothatSeparatetheBestfromtheRest

LEANHUMANCAPITAL•HEALTHCARESOURCE©

2017

2017

Healthcare Staffing - 2018

Healthcare Staffing - We’re All Playing the Same Game

3© 2017 HealthcareSource · Lean Human Capital

It’s All About the Candidate Supply Chain

Find{Build the TOP OF THE FUNNEL}

Engage{Turn a CONTACT INTO A PROSPECT with a

Quality Conversation}

Build Rapport{Turn a PROSPECT INTO A CANDIDATE}

Timely Credentialing{Do you have an efficient, lean

process}

Put Them To Work{These individuals are perishable items}

© 2017 HealthcareSource · Lean Human Capital

3 million nurses in the United States

How many in your database?

Sourcing Top TalentThere is no silver bullet for finding, engaging and hiring Top Talent


14%Actively Looking

20%Casually Looking

32%Passively Looking

“Listeners”

34%Not

Looking!

Breakdown of candidates in the marketplace – according to BLS & Staffing.org

Tapping into 100% of the Labor Market


All Registered Nurses in California311,796 RNs

Actively Looking43,651

Casually Looking62,359

“Listening”99,775

Not Looking106,011

Deja Vu

1998 – Bureau of Labor Statistics reported 700,000 vacancies in the IT Professional job market

Late 1990s / Early 2000s – advent of MSP and VMS

Ford Motor Company - PeopleNet

The IT Staffing Industry ….


1997 – The Recruiter AcademyThe IT Staffing Industry


2000 - 2009 – The Recruiter AcademyFound us working with leading organizations in industries with similar Supply/Demand Challenges


Banking / Financial Services Consumer Goods

2009 – Lean Human CapitalHealthcare Staffing Industry Experts

HealthcareRecruitmentMetricsBenchmarkStudy

13LEANHUMANCAPITAL•HEALTHCARESOURCE©2017

TheDataFoundationSpanning6KeyPerformanceDimensionsofRecruiting

InReal,MeaningfulMetrics

RelativetoYourPeers

Quarter-to-QuarterandYear-to-Year

UNDERSTANDYOUR PERFORMANCE

LeanHumanCapitalCommunity

LEAN HUMAN CAPITAL • HEALTHCARESOURCE © 2017

CURRENT DAY

✔ The Healthcare Industry

LaborMarket– Openingsvs.Hires

16TALENTSYMPOSIUM2017•©2017HEALTHCARESOURCEHR,INC.ALLRIGHTSRESERVED

33%ofhospitalscurrentlyhaveavacancyrateofgreaterthan10%

Theaveragerecruiteriscarrying49%moreworkloadthanoptimal

BureauofLaborStatistics

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HealthcareHiresvs.Openings

JobOpenings Hires

Healthcaresegmentisadding230,000newjobsannually

through2024

LaborMarket– TurnoverData

BureauofLaborStatistics

OverallTurnover=17.1%BedsideNursing=17.2%CNA’s=23.8%

HealthcareLaborMarketAnnualhiringtransactions

516,000BedsideRNs

64,400(1st YearTurnoverof230kaddedeveryyear)

HealthcareRecruitment- 2017

• MickeyRedmondDetroitRedWings

“Thisisnoplaceforanervousperson.”

3 THINGS ELITE HEALTHCARE RECRUITERS DO

3ThingsthatSeparatetheBestfromtheRest

1. CanengageTopTalentthatishighlyrecruited

2. Bememorable

3. Buildaculturepassionateaboutlifelonglearning

1. FISH!Philosophy• RogerStaubach

“Therearenotrafficjamsalongtheextramile.”

Canengagetoptalentthatishighlyrecruited

§ Onaverage,howmanyinboundrecruiterinquires(emails,calls,text’s,mailers)doyouthinkanexperiencednursegetsaweek?

TheArt&ScienceofEngagingTopTalent


§ What%ofyourpersonalemailsareyoureadingforthefirsttimeonyourmobiledevice?

§ What%ofthetimedoyouansweryourmobilephone(versusletitgotoVM)ifyoudon’trecognizethe#?

ThreeKeystoengagingTopTalentinaqualityconversation.1. Timing

2. Message/ValueProposition

3. Tonality

The Art & Science of Engaging Top Talent


§ Whattimeoftheday/weekcanyoureachTopTalentand/ortheyquicklyrespond?

§ WhatarePrime‘connect’timeswhencontactingnurses!?

§ Areyourrecruitersreachingoutduringthesetimes?



§ Lessjargonisbetter.Takeoutunnecessarywords(mustbeabletoread15-20seconds/50-75words)

§ Makesureitisvisuallyappealing(makeeffectiveuseofbullets)

§ Researchcandidatetopersonalizeeachemail

§ TheSUBJECTLINEandfirstlineofbodycontentaremostimportant

§ Thesubjectlineshouldbelessthen50characters.Ideallylessifpossible.Mobiledevicesonlyshowabout35-38characters

§ Personalizebyputtingyourprospect’snameinthesubjectline.Studiesshowtheygeta22%higheropenrate

§ Nextstatementin‘bodyoftext’shouldbenomorethananother40-80charactersinlength

§ Utilizethis‘attentiongrabber’contentwhenleavingvoicemails,socialposts,texts,andinjobpostings

YourMessage– CraftingYourEmail‘AttentionGrabber’


Crafting Your Job Posting – Best Practices The Science of the F Pattern232 Users read/scan thousands of web pages


Crafting Your Job Posting – Best Practices

F for fast. That’s how users read your content. In a few seconds, their eyes move at amazing speeds across your content.

• Source: NNGroup

§ Users first read in a horizontal movement, across the upper part of the content area. This element forms the F’s top bar.

§ Next, they scan a vertical line down the left side of the screen, looking for points of interest in the paragraph’s initial sentences. When they found something interesting they read across in a second horizontal movement that typically covers a shorter area than the previous movement. This additional element forms the F’s lower bar.

§ Finally, users scan the content’s left side in a vertical movement.

The Science of the F PatternHow we read/scan content



• SamuelTaylorColeridge

“Nothingissocontagiousasenthusiasm.”

“Ifyoudon’tbelieve,whywouldthey!?”

ThreeKeystoengagingTopTalentinaqualityconversation.

1. Timing

2. Message/ValueProposition

3. Tonality

The Art & Science of Engaging Top Talent


Post this slide in your recruiters’ offices!

TheArt&ScienceofBeingMemorable

BeingMemorable

“Youcanmakemorefriendsintwomonthsbybecominginterestedinotherpeoplethanyoucanintwoyearsbytryingtogetotherpeopleinterestedinyou.”

- DaleCarnegie

BeingMemorable

“Noonelikestobesoldbuteveryonelikestobuy.”

- JefferyGitomer

§ Don’tpitchjobs

§ Orsellyourcompany(letmetellyouabouthowgreatweare)

§ Understandwhattheywanttodoandofferthatopportunity(Beinterested,notinteresting)

§ CRM– reachoutevery6weeks.MakesurehalfofthesemessagesareNOTsolicitingthemtoworkforyou!

14%Actively Looking

20%Casually Looking

32%Passively Looking

“Listeners”

34%Not

Looking!

Breakdown of candidates in the marketplace – according to BLS & Staffing.org

Tapping into 100% of the Labor Market


Createaculturepassionateaboutlifelonglearningandbeinggreat!

Andhavealotoffunalongtheway!

34

1. BePresent– Whenpeopleneedyou,theyneedallofyou.Settingasidedistractionsandjudgmentstobefullypresentisasignofrespect.Itimprovescommunicationandstrengthensrelationships.

2. Play – Youcanbeseriousaboutyourworkwithouttakingyourselfsoseriously.Playisamindsetmorethanaspecificactivity.Itallowsyoutothrowyourselfwithenthusiasmandcreativityintowhateveryouaredoing,inawaythatisnatural,notforced.

3. MakeTheirDay– Simplegesturesofthoughtfulness,thanksandrecognitionmakepeoplefeelappreciatedandvalued.Whenyoumakesomeoneelsefeelgood,youfeelgoodtoo.

4. ChooseYourAttitude– Toactuallychoosehowyourespondtolife,notjustreact,youmustbeintentional.Whenyougetup,decidewhoyouwantto“be”today.Askyourself,“Whatismyattituderightnow?Isithelpingthepeoplewhodependonme?Isithelpingmetobemosteffective?”

EmbodytheFISH!Philosophies4GuidingPrinciples


Beinggreatatwhatyoudo“Justbecauseyou'vebeendoingsomethingforyearsdoesn’tmeanyoucan'tordon'tneedtoimprove.”

“Often,peoplegetsatisfiedatbeinggoodatwhattheydo.Theystopdoingallthelittlethingsthatmadethemgreat.”

“GoodistheenemyofGreat.”

3ThingsthatSeparatetheBestfromtheRest

1. CanengageTopTalentthatishighlyrecruited

2. Bememorable

3. Buildaculturepassionateaboutlifelonglearning

1. FISH!Philosophy• RogerStaubach

“Therearenotrafficjamsalongtheextramile.”

Healthcare Staffing - 2018

The Recruiter Academy

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The Recruiter Academy

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3 Things Elite Healthcare Staffing Recruiters do that ... · § On average, how many inbound recruiter inquires (emails, calls, text’s, mailers) do you think an experienced nurse