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Successfully Sourcing and Screening Physician Candidates

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

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Successfully Sourcing and Screening Physician Candidates

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  1. Successfully Sourcing and Screening Physician Candidates June 12, 2014

  2. Jim Stone is president ofThe MedicusFirm and is the current president of the National Association of Physician Recruiters. Presented By:

  3. Agenda: The Affordable Care Act’s implications on physician recruitment Sourcing Screening Vetting Recap

  4. Disclaimer

  5. The affordable care act • 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 rates • Increasing Demand for Healthcare Services • Coordinated Care, EMR

  6. The affordable care act

  7. THE affordable care act • Medical practice shifting • Physician choices • M&A creates larger orgs, ACOs etc • Physician 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

  8. The affordable care act Primary 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

  9. The affordable care act Healthcare job market? Historic cuts Dec 2013-today. 15+ Delays & Changes to ACA since April 2013

  10. Sourcing and screening

  11. Before you get started • Planning • Verification of NEED to recruit (vs. wants) • Practice set up • Compensation (offered and potential) • Parameters • Sourcing budget • Timing and alternatives

  12. Planning What Physicians Want: • Physicians prefer SSG or employment • Physicians prefer major metro (500+k pop) • Physicians’ priorities in securing a practice are: • Compensation • Geographic location • Call/Coverage • Physicians prefer the Northeast and Southeast

  13. planning

  14. Sourcing Super Passive Explorer Tiptoer Semi Active Very Active I am completely satisfied in my current job and not interested in new job opportunities. I am not looking for a new job, but would be open to discussing selective opportunities. I am thinking about changing jobs, but have only started to network with close associates. I am casually looking for a new job, spending some time on job searching activities 1-2 days/week or less. I am aggressively looking for a new job, spending some time on job searching activities 3 days/week or more. Jobseeker Segments Defined 14

  15. Sourcing Jobseeker Segment Distribution Job seeking activity is low among physicians 77% of physicians are not actively looking for employment; including Tiptoers it’s 86% 86% 77%

  16. Sourcing Total # Physicians 922,605* Super Passive 273,146 Explorer 433,180 Tiptoer 86,077 Semi Active 96,021 Very Active 34,182 * Source: AMA physician count as of 6/9/2013

  17. Sourcing

  18. Sourcing

  19. Sourcing • Journals- 10-12 with web exposure • Job boards- • NAPR WJB • Doc Café • Md Jobsite • Mdlinx • Physicianjobboard.com • Healthecareers • TheMedicusFirm.com • Residency Programs- ALL • Social Media- Doximity, LI, facebook, Twitter

  20. Screening In the first call: What does a physician want from you? What do you want from a physician?

  21. Screening

  22. Screening • Physician’s wants and needs • Spouse? • Finances?

  23. Screening • Motivation? • Timeframe? • Uncovering pain • Up front contract

  24. Vetting • Behavioral interviewing • Personality assessments • Referencing • Background Checks

  25. Vetting- behavioral IV

  26. Vetting-referencing • Get a release • Have a standard process and standard questions that you always ask • Customize and explore… tell me more • Don’t be shy

  27. Recap • ACA presents some unique challenges • Sourcing means casting a wide net • Target passive and active job seekers • Screen with purpose, present later • Interview with an eye on the prize • Referencing to seal the deal

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