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