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LEAN Physician RecruitingRoundtable
What we will accomplish today:
LEAN – What is it? History, methodology, etc.
What’s necessary to embrace LEAN
The 5 LEAN Principles
LEAN Principles as it applies to Physician Recruiting…Breaking it all down
Recap / Q&A
Agenda
But Before We
Get Started…
LEAN – What is it?
LEAN Principles
LEAN business principles are a methodology intended to create maximum value with the appropriate resources, while eliminating wasteful products & processes
LEAN can be applied to any product, service, organization or individual department
LEAN is not just a cost cutting methodology.
LEAN principles can create the highest efficiency & value if applied correctly.
What’s Necessary to Implement LEAN
#1 – Commitment to a Written Program• Process “handbook” for your organization• List of all resources being used• List of measurables
#2 – Commitment to 4th Gear
#3 – Commitment from the C-Suite, Legal & other stakeholders
“You can’t improve what you do not measure”
LEAN Principles
5 LEAN Principles
LEAN Principles
Principle #1 - Specifically identify what creates value
Principle #2 – Map the stream for each step & product and challenge them as necessary
Principle #3 – Create consistent flow of processes
Principle #4 – Establish pull between all steps where continuous flow is possible
Principle #5 – Manage towards perfection
5 LEAN Principles
LEAN Principles
Applied to Physician Recruiting
LEAN Physician Recruiting
Principle #1 - Specifically identify what creates value for your organization in physician recruiting.
Placements. Seems simple, right?
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #1 - Specifically identify what creates value for your organization in physician recruiting.
What if I gave you these choices for your value definition?
1. The highest number of placements in the shortest amount of time.
2. Lower number of placements but the most valuable specialty placements
3. Lower number of placements but higher quality of candidate.
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #1 - Specifically identify what creates value for your organization in physician recruiting.
Different resources/processes are necessary based on what the organization values.
What if I gave you these choices for your value definition?
1. Quantity?
2. Specialty?
3. Quality?
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #1 - Specifically identify what creates value for your organization in physician recruiting.
Value must be defined collaboratively by leadership to evaluate & apply LEAN to the department’s processes and resources.
What if I gave you these choices for your value definition?
1. Quantity?
2. Specialty?
3. Quality?
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #1 - Specifically identify what creates value for your organization in physician recruiting.
What if I gave you these choices for your value definition?
1. Quantity?
2. Specialty?
3. Quality?
Once defined, incorporate it into the written plan, using it to determine the resources/processes necessary to accomplish the department’s goals.
Signatures are wonderful things
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #1 - Specifically identify what creates value for your organization in physician recruiting.
Helpful Numbers :Specialty Rev per year Rev per monthPrimary Care $1,350,000 per year $112,500/mo.Orthopedic Surgery $2,100,000 per year $175,000/mo.Cardiology $2,250,000 per year $187,500/mo.OB/GYN $1,375,000 per year $114,583/mo.Psychiatry $1,300,000 per year $108,333/mo.
Example: If you secure your internist 3 months sooner by streamlining your process or investing in appropriate resources:
$337,500
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #2 - Map the current steps of the physician recruiting process; list the products & services currently utilized
Remember the goal…Efficiency & Value
Recruiting Process – Biggest area of improvement for most organizations.
Products & Services – Usually you can eliminate redundant or wasteful resources once all are listed and evaluated using LEAN.
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #2 - Map the current steps of the physician recruiting process; list the products & services currently utilized
Recruiting Process: Shortening the Span
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #2 - Map the current steps of the physician recruiting process; list the products & services currently utilized
Recruiting Process: Shortening the SpanSearch
Request
Obtain and confirm details
Evaluate & enlist
resources
Candidate Sourcing & Screening
Candidate Referencing
Schedule Interview
Conduct Interview
Gather Feedback/Offe
r
Close Candidate
8 Days
3 Days
12 Days
60 Days
14 Days
5 Days
2 Days
24 Days
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #2 - Map the current steps of the physician recruiting process; list the products & services currently utilized
Recruiting Process: Shortening the Span
Obtain and confirm details
1. Contact office admin & lead physician in group
2. Schedule meeting to obtain details of search
3. Conduct meeting1. Parameters2. Financial Package/Hosp
assistance?3. Process4. Expectations
4. Confirm in writing the above to office admin, lead physician, and CEO
8 Days
1 Day
2 Days
3 Days
2 Days
What if you could cut 2 days out of this process?$7,500
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #2 - Map the current steps of the physician recruiting process; list the products & services currently utilized
Recruiting Process: Shortening the SpanSearch
Request
Obtain and confirm details
Evaluate & enlist
resources
Candidate Sourcing & Screening
Candidate Referencing
Schedule Interview
Conduct Interview
Gather Feedback/Offe
r
Close Candidate
8 Days
3 Days
12 Days
60 Days
14 Days
5 Days
2 Days
24 Days
Total: 128 Days
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #2 - Map the current steps of the physician recruiting process; list the products & services currently utilized
Recruiting Process: Shortening the Span
Where can you cut the most time?
Time first contacting candidate
Scheduling interview
Gathering feedback
Offer/Contract“Buy-in” from everyone involved is key to making LEAN work.
Legal being on board makes a huge impact on shortening the span in recruiting
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #2 - Map the current steps of the physician recruiting process; list the products & services currently utilized
Financial Impact: Other benefits of LEAN:
$ Process$
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #2 - Map the current steps of the physician recruiting process; list the products & services currently utilized
Products & Services
LEAN thoughts on evaluating products & services:
Evaluate your hat stand
1. Business Development2. Physician Liaison3. Marketing4. Fundraising / Events5. Onboarding6. And, oh by the way…
Physician Recruiting Sourcing/Screening Interviewing/Site Visits Etc., etc., etc.
It’s all about TIME
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #2 - Map the current steps of the physician recruiting process; list the products & services currently utilized
Products & Services
LEAN thoughts on evaluating products & services:
Evaluate your hat stand
1. Write down the time spent with all of your “hats”
2. Analyze what amount of time is needed for each
3. Have real life examples of each for the C-suite
4. Be realistic and don’t overestimate
It’s all about TIME
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #2 - Map the current steps of the physician recruiting process; list the products & services currently utilized
Products & Services
Some LEAN thoughts on your toolbox:
PhysicianRecru
iting
1. Invest in training
2. Have a recruiting management system
3. Track expense & value received in the same place
4. Be cautious but decisive with the scalpel
5. Keep vendor categories separate with info on all handy
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #2 - Map the current steps of the physician recruiting process; list the products & services currently utilized
Products & Services
Some LEAN thoughts on evaluating your toolbox:
PhysicianRecru
iting
Invest in training
1. For yourself, your team, and stakeholders
2. Train on the things that impact value:
3. Optimal: Dedicate 1 hr. per week
Sales training is often overlooked
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #2 - Map the current steps of the physician recruiting process; list the products & services currently utilized
Products & Services
Some LEAN thoughts on your toolbox:
PhysicianRecru
iting
Track expense & value
1. Pro forma of all line items with corresponding value received
2. Allows quick identification of underperformance
3. Does not allow you to cut a resource when value proposition is high
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #2 - Map the current steps of the physician recruiting process; list the products & services currently utilized
Products & Services
Some LEAN thoughts on your toolbox:
PhysicianRecru
iting
Cautious but decisive with scalpel
1. Keep your time and “hats” in mind when making decisions
2. Set specific, written benchmarks of efficiency that vendors must meet
3. Be proactive once you have decided
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #2 - Map the current steps of the physician recruiting process; list the products & services currently utilized
Specific Categories for Evaluation
PhysicianRecru
iting
Job Boards Search Firms Advertising Conferences
Databases Retained Print Ads Specialty Conf Postings Contingent Direct Mail Trade shows Blast emails Direct email
As you put the above through your LEAN lens, arrive at the combination of resources that will get you to your value definition.
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #3 - Create consistent flow of processes
&Principle #4 – Establish pull between all steps where continuous flow is possible
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #5
Manage LEAN toA Perfect 10
• Review your written plan constantly – schedule LEAN meetings
• Eliminate Redundancy• Eliminate Waste as defined
by your values• Tangibly reward successes
Applying to Physician Recruiting
LEAN Physician Recruiting
Principle #5
Manage LEAN toA Perfect 10
• Keep it in 4th gear & never believe you are a true “10”
LEAN Physician Recruiting