Let the Fireworks Begin Make Your Physician Visits SPARKLE!!!

Kathy Gresham Director, Physician Relations New Hanover Regional Medical Center

How many times……

Overview Prior to the visit Phone Screening Selecting Vendors Interview Day 1 st visit/2 nd 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 Vendors and 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 Visit Time 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)

2 nd 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?