1. LEAN Physician Recruiting Roundtable

2. 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

3. But Before We Get Started…

4.  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.

5.  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 4 th Gear #3 – Commitment from the C-Suite, Legal & other stakeholders “You can’t improve what you do not measure” LEAN Principles

6.  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

7.  5 LEAN Principles LEAN Principles

8.  Applied to Physician Recruiting LEAN Physician Recruiting Principle #1 - Specifically identify what creates value for your organization in physician recruiting. Placements. Seems simple, right?

9.  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.

10.  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?

11.  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?

12.  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

13.  Applying to Physician Recruiting LEAN Physician Recruiting Principle #1 - Specifically identify what creates value for your organization in physician recruiting. Helpful Numbers : SpecialtyRev per yearRev per month Primary 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

14.  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.

15.  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

16.  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 Search Request Obtain and confirm details Evaluate & enlist resources Candidate Sourcing & Screening Candidate Referencing Schedule Interview Conduct Interview Gather Feedback/Offer Close Candidate 8 Days 3 Days 12 Days 60 Days 14 Days 5 Days 2 Days 24 Days

17.  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 meeting 1.Parameters 2.Financial Package/Hosp assistance? 3.Process 4.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

18.  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 Search Request Obtain and confirm details Evaluate & enlist resources Candidate Sourcing & Screening Candidate Referencing Schedule Interview Conduct Interview Gather Feedback/Offer Close Candidate 8 Days 3 Days 12 Days 60 Days 14 Days 5 Days 2 Days 24 Days Total: 128 Days

19.  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

20.  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 $ Improved closing ratio Lost Candidates “Turning Searches” Increases IV Expenses Lower

21.  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 Development 2.Physician Liaison 3.Marketing 4.Fundraising / Events 5.Onboarding 6.And, oh by the way…Physician Recruiting  Sourcing/Screening  Interviewing/Site Visits  Etc., etc., etc. It’s all about TIME

22.  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

23.  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: Physician Recruiting 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

24.  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: Physician Recruiting 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

25.  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: Physician Recruiting 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

26.  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: Physician Recruiting 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

27.  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 Physician Recruiting Job BoardsSearch FirmsAdvertising Conferences DatabasesRetainedPrint Ads Specialty Conf PostingsContingentDirect Mail Trade shows Blast emailsDirect email As you put the above through your LEAN lens, arrive at the combination of resources that will get you to your value definition.

28.  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

29.  Applying to Physician Recruiting LEAN Physician Recruiting Principle #5 Manage LEAN to A Perfect 10 Review your written plan constantly – schedule LEAN meetings Eliminate Redundancy Eliminate Waste as defined by your values Tangibly reward successes

30.  Applying to Physician Recruiting LEAN Physician Recruiting Principle #5 Manage LEAN to A Perfect 10 Keep it in 4 th gear & never believe you are a true “10”

31. LEAN Physician Recruiting