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?