Creating a Culture of Performance

Fine tuning the experienced recruiter.

Driving Recruiting Production.

We do have a Good Performance Culture However it could be Better…

1. Team Member Daily Self Accountability

2. Specific Measurable Weekly Targets

3. Align partnership with Team Goals

4. Follow a Progressive Measurement System

5. Experienced Recruiters Produce more with same efforts

Culture of PerformanceAlign teams around your mission, vision and core values. Establish performance goals and workplace behaviors that define success for each recruiter as well as each recruiting team.

Business IntelligenceAn interactive process for exploring and analyzing structured and domain-specific information to discern trends or patterns, thereby deriving insights and drawing conclusions.

The Recipe for Establishing a Culture of Performance

1. Align personal goals with team goals

2. Establish behaviors and expectations

3. Put a system in place to monitor progress

4. Review bi-weekly in one on ones

5. Reward or redirect

What the Numbers Tell Us1. Activity Metrics –

Volume2. Result Metrics –

Applications, Interviews and placements

3. Ratios & Averages

Diving Deeper into the Ratios and Averages

Diving Deeper into the Ratios & Averages1. Presentation to QC Ratio2. QC to Interview Ratio3. Opening to Placement Ratio4. Interview to Placement Ratio5. Contract Out to Inactive Ratio6. Average Days – Interview to

Contract Out7. Average Days – Contract Out

to In

Where Do We Go from Here?1. Gather historical Info2. Calculate Historical

Ratios and Averages3. Set your team goals for

the year4. Align it to each

recruiter’s annual goal5. Commit to it in writing as

partners

RECRUITER “A”Volume Measurement Openings Challenge

Month SMD AMD Phys APP Total Openings

January-15 1.0 0.0 21.0 6.0 28.0

February-15 1.0 0.0 23.5 8.0 32.5

March-15 1.0 0.0 22.0 3.0 26.0

April-15 1.0 0.0 15.0 0.0 16.0

May-15 1.0 0.0 14.0 1.0 16.0

June-15 1.0 0.0 14.0 1.0 16.0

July-15 1.0 0.0 14.0 1.0 16.0

August-15 0.0 0.0 0.0 0.0 0.0

September-15 0.0 0.0 0.0 0.0 0.0

October-15 1.0 0.0 4.0 0.0 5.0

November-15 0.0 0.0 0.0 0.0 0.0

December-15 0.0 0.0 0.0 0.0 0.0

January-16 2.0 0.0 11.5 1.0 14.5

February-16 1.0 0.0 2.0 3.0 6.0

March-16 1.0 0.0 8.0 5.5 14.5

April-16 1.0 0.0 7.5 5.5 14.0

May-16 0.0 0.0 12.5 3.0 15.5

June-16 0.0 0.0 12.5 4.0 16.5

Openings

Month Interviews Contracts Out (Total Offers) Contracts In (Placements) Contracts In - Phys Contracts In - APP

January-15 6.0 6.5 1.0 1.0 0.0

February-15 6.0 1.0 3.0 3.0 0.0

March-15 8.0 12.5 9.0 5.0 4.0

April-15 5.0 4.5 3.5 1.5 2.0

May-15 1.0 1.0 3.0 3.0 0.0

June-15 6.0 1.0 1.0 0.0 1.0

July-15 10.0 3.0 2.0 1.0 1.0

August-15 2.0 4.0 5.0 3.0 2.0

September-15 1.0 5.5 3.5 2.5 1.0

October-15 0.0 0.0 1.5 1.5 0.0

November-15 0.0 0.0 0.0 0.0 0.0

December-15 0.0 0.0 0.5 0.5 0.0

January-16 3.0 0.5 0.5 0.5 0.0

February-16 5.5 1.0 0.0 0.0 0.0

March-16 8.0 2.0 2.0 2.0 0.0

April-16 9.5 2.5 2.5 1.5 1.0

May-16 5.5 4.0 4.5 2.5 2.0

June-16 4.0 4.0 3.0 3.0 0.0

RECRUITER “A”Result Metrics How this recruiter is doing based on the volume

Month % to goal - 9 Interviews % to goal - 5 Contracts Out % to goal - 3 Contracts In

January-15 66.7% 130.0% 33.3%

February-15 66.7% 20.0% 100.0%

March-15 88.9% 250.0% 300.0%

April-15 55.6% 90.0% 116.7%

May-15 11.1% 20.0% 100.0%

June-15 66.7% 20.0% 33.3%

July-15 111.1% 60.0% 66.7%

August-15 22.2% 80.0% 166.7%

September-15 11.1% 110.0% 116.7%

October-15 0.0% 0.0% 50.0%

November-15 0.0% 0.0% 0.0%

December-15 0.0% 0.0% 16.7%

January-16 33.3% 10.0% 16.7%

February-16 61.1% 20.0% 0.0%

March-16 88.9% 40.0% 66.7%

April-16 105.6% 50.0% 83.3%

May-16 61.1% 80.0% 150.0%

June-16 44.4% 80.0% 100.0%

% to Outcome Metrics - Month to Month

RECRUITER “A”Result Metrics

Can also be measured by percentage to Goal – reflected here against activity

Month % to Annual Placement Goal - 30 Physicians

% to Annual Placement Goal - 20 APPs

% to Annual Placement Goal - 50 Providers

January-15 3.3% 0.0% 2.0%

February-15 13.3% 0.0% 8.0%

March-15 30.0% 13.3% 26.0%

April-15 35.0% 20.0% 33.0%

May-15 45.0% 20.0% 39.0%

June-15 45.0% 23.3% 41.0%

July-15 48.3% 26.7% 45.0%

August-15 58.3% 33.3% 55.0%

September-15 66.7% 36.7% 62.0%

October-15 71.7% 36.7% 65.0%

November-15 71.7% 36.7% 65.0%

December-15 73.3% 36.7% 66.0%

January-16 1.7% 0.0% 1.0%

February-16 1.7% 0.0% 1.0%

March-16 8.3% 0.0% 5.0%

April-16 13.3% 3.3% 10.0%

May-16 21.7% 10.0% 19.0%

June-16 31.7% 10.0% 25.0%

% to Annual Placement Goals - Accumulative YTD

RECRUITER “A”Result Metrics

Can also be measured by percentage to Goal – results here against annualized placement goal

Month # of Interviews for 1 Offer

# of Interviews for 1 Placement

# of Offers for 1 Placement

# of Openings for 1 Placement

# Average Days - Offer to Placement

January-15 0.9 6.0 6.5 28.0

February-15 1.6 3.0 1.9 15.1 30.0

March-15 1.0 1.5 1.5 6.7 14.9

April-15 1.0 1.5 1.5 6.2 13.0

May-15 1.0 1.3 1.3 6.1 29.0

June-15 1.2 1.6 1.3 6.6 8.0

July-15 1.4 1.9 1.3 6.7 2.0

August-15 1.3 1.6 1.2 5.5 10.2

September-15 1.2 1.5 1.3 4.9 3.7

October-15 1.2 1.4 1.2 4.8 9.0

November-15 1.2 1.4 1.2 4.8

December-15 1.2 1.4 1.2 4.7 84.0

January-16 6.0 6.0 1.0 29.0 3.0

February-16 5.7 17.0 3.0 41.0

March-16 4.7 6.6 1.4 14.0 16.0

April-16 4.3 5.2 1.2 9.8 3.7

May-16 3.2 3.3 1.1 6.8 2.8

June-16 2.5 2.8 1.1 6.5

Ratios and Averages - Accumulative YTD

RECRUITER “A”Ratio Metrics

These are a few measurements I utilize to show the recruiter ability as well as the quality of the search.

Month % Interviews to Offer % Interviews to Placement % Offers to Placements % Fallout

January-15 108.3% 16.7% 15.4% 23.1%

February-15 16.7% 50.0% 300.0% 50.0%

March-15 156.3% 112.5% 72.0% 20.0%

April-15 90.0% 70.0% 77.8% 0.0%

May-15 100.0% 300.0% 300.0% 0.0%

June-15 16.7% 16.7% 100.0% 0.0%

July-15 30.0% 20.0% 66.7% 0.0%

August-15 200.0% 250.0% 125.0% 0.0%

September-15 550.0% 350.0% 63.6% 0.0%

October-15 0.0%

November-15 0.0%

December-15 0.0%

January-16 16.7% 16.7% 100.0% 0.0%

February-16 18.2% 0.0% 0.0% 0.0%

March-16 25.0% 25.0% 100.0% 50.0%

April-16 26.3% 26.3% 100.0% 0.0%

May-16 72.7% 81.8% 112.5% 0.0%

June-16 100.0% 75.0% 75.0% 0.0%

Conversion Ratios - Month to Month

RECRUITER “A”Ratio Metrics

These are a few measurements I utilize to show the recruiter ability to move a provider down the process.

TEAM“A”Volume Metrics

I also keep track of team’s overall performances

Month % to goal - 9 Interviews

% to goal - 5 Contracts Out

% to goal - 3 Contracts In

% to Annual Placement Goal -

30 Physicians

% to Annual Placement Goal -

20 APPs

% to Annual Placement Goal -

50 Providers

January-15 50.0% 65.0% 100.0% 10.0% 0.8% 10.8%

February-15 15.3% 5.0% 8.3% 10.8% 0.8% 11.7%

March-15 58.3% 67.5% 95.8% 20.4% 2.5% 22.9%

April-15 56.9% 55.0% 66.7% 27.1% 5.0% 32.1%

May-15 38.9% 67.5% 87.5% 35.8% 7.5% 43.3%

June-15 50.0% 55.0% 58.3% 41.7% 10.8% 52.5%

July-15 69.4% 110.0% 133.3% 55.0% 15.8% 70.8%

August-15 44.4% 35.0% 41.7% 59.2% 17.5% 76.7%

September-15 50.0% 95.0% 100.0% 69.2% 23.3% 92.5%

October-15 61.1% 115.0% 150.0% 84.2% 27.5% 111.7%

November-15 94.4% 105.0% 175.0% 101.7% 27.5% 129.2%

December-15 48.6% 90.0% 141.7% 115.8% 28.3% 144.2%

January-16 62.2% 56.0% 66.7% 6.7% 2.7% 9.3%

February-16 61.1% 102.0% 150.0% 21.7% 4.7% 26.3%

March-16 65.6% 70.0% 116.7% 33.3% 4.7% 38.0%

April-16 68.9% 126.0% 163.3% 49.7% 9.3% 59.0%

May-16 54.4% 86.0% 116.7% 61.3% 12.0% 73.3%

June-16 40.0% 80.0% 120.0% 73.3% 13.3% 86.7%

% to Annual Placement Goals - Accumulative YTD% to Outcome Metrics - Month to Month

TEAM“A”Ratio Metrics

I also keep track of team’s overall performances

Month# of

Interviews for 1 Offer

# of Interviews for 1 Placement

# of Offers for 1 Placement

# of Openings for 1

Placement

# Average Placement

per Recruiter

# Average Days - Offer

to Placement

% Interviews to Offer

% Interviews to Placement

% Offers to Placements

% Offers to Fallout

January-15 1.3 1.8 1.4 4.5 3.3 6.8 100.0% 72.2% 92.3% 84.6%

February-15 2.6 4.4 1.7 8.2 0.3 11.0 14.1% 2.6% 18.2% 36.4%

March-15 2.0 3.2 1.6 6.5 3.4 11.9 80.8% 51.9% 64.3% 23.8%

April-15 1.7 2.9 1.7 6.2 2.8 15.0 82.0% 44.0% 53.7% 24.4%

May-15 1.7 2.6 1.5 5.8 3.4 12.8 70.0% 67.5% 96.4% 14.3%

June-15 1.6 2.5 1.5 5.9 2.8 11.4 66.7% 40.7% 61.1% 11.1%

July-15 1.5 2.2 1.4 5.2 5.5 18.1 104.2% 91.7% 88.0% 24.0%

August-15 1.6 2.4 1.5 5.7 1.8 18.4 44.4% 19.4% 43.8% 18.8%

September-15 1.6 2.3 1.4 5.7 4.8 13.5 52.9% 55.9% 105.6% 27.8%

October-15 1.7 2.2 1.3 5.4 5.8 18.9 50.0% 52.3% 104.5% 9.1%

November-15 1.7 2.3 1.4 5.2 5.3 7.8 58.6% 36.2% 61.8% 26.5%

December-15 1.7 2.2 1.3 5.0 4.5 15.4 67.3% 69.2% 102.9% 31.4%

January-16 1.8 3.5 2.0 6.1 2.8 5.6 57.1% 28.6% 50.0% 32.1%

February-16 1.8 2.5 1.4 4.3 5.1 9.1 54.5% 50.5% 92.7% 18.2%

March-16 1.9 2.8 1.5 4.3 3.5 10.4 48.0% 28.5% 59.3% 10.2%

April-16 1.8 2.4 1.3 3.6 6.3 6.3 63.3% 64.3% 101.6% 12.9%

May-16 1.7 2.2 1.3 3.5 4.3 11.8 74.2% 65.2% 87.8% 4.1%

June-16 1.7 2.1 1.2 3.4 4.0 9.6 75.0% 83.3% 111.1% 11.1%

Ratios and Averages - Accumulative YTD Conversion Ratios - Month to Month

Division Metrics – Lastly I keep track of month to month as well as year to year averages

Rolling Averages

2015 - Averages

2016 - Averages

June-16 Category of Measurement

ACTIVITY METRICS - VOLUME:182.6 49.4 449.0 747.0 # Applications

RESULTS METRICS - OUTCOMES:108.3 100.5 124.0 102.5 # of FT Interviews72.7 69.6 78.8 71.0 # of Offers61.5 58.4 67.6 60.0 # of Placements1.8 0.0 5.3 19.5 Pending Contracts9.6 9.0 10.7 4.0 # of Fallouts

RATIOS:1.6 0.5 3.8 7.3 # of Applications for 1 Interview2.4 0.7 5.8 10.5 # of Applications for 1 Offer2.9 0.9 6.7 12.5 # of Applications for 1 Placement1.5 1.5 1.6 1.4 # of Interviews for 1 Offer1.8 1.8 1.8 1.7 # of Interviews for 1 Placment1.2 1.2 1.2 1.2 # of Offers for 1 Placement4.7 5.1 3.9 4.3 # of Openings for 1 Placement117 126.6 98.8 119.5 # of FT openings over 120 Days

43.0% 44.8% 39.0% 46.8% % of FT openings over 120 Days58 63.6 47.5 39.0 # of Accounts < 80% Recruited

29.9% 31.4% 26.6% 22.3% % of Accounts < 80% Recruited

AVERAGES:5.1 4.9 5.4 4.7 Avg # of Offers per recruiter4.3 4.1 4.6 4.0 Avg # of Placements per Recruiter

10.9 11.5 9.8 8.1 Avg Days Offer to Placment - Total10.5 10.5 10.4 7.4 Avg Days Offer to Placement - ED12.1 13.8 8.7 9.5 Avg Days Offer to Placment - IPS19.0 19.8 17.5 17.0 Avg # of Openings per recruiter7.6 7.1 8.5 6.8 Avg # of Interviews per recruiter

14.4 14.3 14.5 15.0 Recruiter FTEs

CONVERSIONS:59.32% 27.62% 13.72% % Application to FT Interview67.08% 69.28% 63.51% 69.27% % FT Interview to Offer56.74% 58.13% 54.50% 58.54% % FT Interview to Placement13.19% 12.99% 13.54% 5.63% % of Offers to Fallouts

TRENDING AVERAGES

Questions?