Successfully Sourcing and Screening Physician Candidates

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