Let the Fireworks Begin
Make Your PhysicianVisits SPARKLE!!!
Kathy GreshamDirector, Physician Relations
New Hanover Regional Medical Center
How many times……
Overview
• Prior to the visit• Phone Screening• Selecting Vendors• Interview Day
• 1st visit/2nd visit
• Evaluation• Special Challenges for
Rural Areas• Next Steps
Prior to Visit
• Know your opportunity• Team approach – discuss plan
before engage in recruitment• Define responsibilities• Coach your team if needed• Fend off sabotage• Develop a budget
Phone Screening
• Initial Call• Follow-up Calls• MD to MD Calls• Reference Calls
Phone Interview
Understand where the provider is coming from BEFORE you share your information
You are the Gatekeeper
• Maximize your time, talent, energy and dollars
• Important to discuss compensation and benefits early
First Call Follow-up
• Set clear expectation as to the next steps
• Engage Physician support for a clinical conversation
• Understand time frame for interviews and decision-making
Start the Flame!
Forward area websites that will excite the candidate
Use creative local video
Send area weekly/monthly magazines that give flavor of what is happening in your community
Selecting Vendorsand Support Personnel
• Realtors• Bankers• Rental Car Agencies• Hotels• Restaurants• Spouses• Folks with Similar
interests• Gift Basket vendors
Prior to Interview Day
• Distribute CV and Bio to recruitment team
• Define roles/responsibilities• Script if necessary• Practice behavioral based interviews• Confirm all reservations• Make sure candidate and all vendors
have Itinerary ahead of time• Confirmation, not Investigation
Initial VisitTime to Dazzle!
• Have gift basket in the room
• Greet at the airport if needed
• Check in with candidate to confirm ease of arrival
• Provide transportation for candidate as often as possible
• Separate ITI for spouse• Remain with candidate
throughout the day to insure smooth sailing
Who’s Lighting Your Fireworks?
• Physicians• Administration• Hospital Administration• Nurse Managers• Mid-level providers• Ancillary Support Staff• People in the hallway!!!!• Spouses
Community Leaders Help!
• ….and sometimes its just dumb luck!
Mayor Bill Saffo
Clinical Tour
• Special Equipment related to Candidate Specialty
• Facility overview• Know the numbers! You are the
expert• Advancements planned for this
specialty• Physicians’ Lounge
Highlight Clinical Success
Social Aspects of Initial Visit
• Spouse may or may not join candidate• Smaller dinner in a restaurant, larger
event in home• Don’t underestimate value of planned
seating arrangements• Engage non-medical members of the
community – Meet our Mayor!• Include area attractions if possible
Rural Practice Sites
• Engage local community leaders
• High touch • Share unique
aspects of living in a smaller town
• Big Fish in a Small Pond
• Show how cost of living is better
Interview Backfires
• Unengaged Physicians• Lack of clearly defined
position• Too much consumption of
alcohol• Spouse sabotage – by
candidate or interviewing physician
• Not reimbursing candidate in a timely manner
• Realtor uninformed• Poor accommodations• Inappropriate cell phone
usage (by Candidate or the Interviewing MD)
2nd Visit
• Focus on good fit socially
• Community time more significant
• Spouse/Family top priority
• More bonding with potential partners
References
• Describe the opportunity and why it’s a good fit for the candidate prior to obtaining the reference
• The referee is usually a mentor for the candidate and key in his/her decision making– use this time to present your opportunity in the best light
Next Steps
• Solicit feedback from team• Solicit feedback from the
candidate• Make the verbal offer – you’ve only
got 3 weeks• Begin the Onboarding process –
key to smooth transition and strong provider retention
Questions?