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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 Presentation
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SUCCESSFULLY SOURCING AND SCREENING
PHYSICIAN CANDIDATESJune 12, 2014
PRESENTED BY:
2
Jim Stone is president ofThe Medicus Firm and is the current president of the National Association of Physician Recruiters.
AGENDA:1.The Affordable Care Act’s implications
on physician recruitment2.Sourcing3.Screening4.Vetting5.Recap
DISCLAIMER
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
THE AFFORDABLE CARE ACTVolume
Quality
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
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
THE AFFORDABLE CARE ACT
Healthcare job market? Historic cuts Dec 2013-today.
15+ Delays & Changes to ACA since April 2013
SOURCING AND SCREENING
Planning Sourcing
Screening Interviews Offer/
contract
BEFORE YOU GET STARTEDPlanningVerification of NEED to recruit (vs. wants)Practice set upCompensation (offered and potential)ParametersSourcing budget Timing and alternatives
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
PLANNING
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
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
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*
SOURCING
SOURCING
Comprehensive
Sourcing
Telephone Calling
Direct Mail
Personalized Email
Social Media Facebook,
Linked in, etcTraining
Programs
Internet/Job Boards
Journal Advertising
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
SCREENING
In the first call:
What does a physician want from you?
What do you want from a physician?
SCREENINGPresent
Screen
Source
SCREENINGPhysician’s wants
and needs Spouse? Finances?
FIT
SCREENINGMotivation? Timeframe?Uncovering painUp front contract
VETTINGBehavioral interviewingPersonality assessments
ReferencingBackground Checks
VETTING- BEHAVIORAL IV
Team- oriented
Coachable
Prevention focused
Tech-savvyQuality- driven providers
VETTING-REFERENCINGGet a releaseHave a standard process
and standard questions that you always ask
Customize and explore… tell me more
Don’t be shy
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