let the fireworks begin make your physician visits sparkle!!!
TRANSCRIPT
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?