3 Things Elite Healthcare Staffing Recruiters do that Separate the Best from the Rest LEAN HUMAN CAPITAL HEALTHCARESOURCE
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1 3 Things Elite Healthcare Staffing Recruiters do that Separate the Best from the Rest 2017 LEAN HUMAN CAPITAL HEALTHCARESOURCE
2 Healthcare Staffing
3 Healthcare Staffing - We re All Playing the Same Game 2017 HealthcareSource Lean Human Capital 3
4 It s All About the Candidate Supply Chain Find {Build the TOP OF THE FUNNEL} 3 million nurses in the United States How many in your database? Engage {Turn a CONTACT INTO A PROSPECT with a Quality Conversation} Build Rapport {Turn a PROSPECT INTO A CANDIDATE} Timely Credentialing {Do you have an efficient, lean process} Put Them To Work {These individuals are perishable items} 2017 HealthcareSource Lean Human Capital
5 Sourcing Top Talent There is no silver bullet for finding, engaging and hiring Top Talent 2017 HealthcareSource Lean Human Capital
6 Tapping into 100% of the Labor Market Breakdown of candidates in the marketplace according to BLS & Staffing.org 34% Not Looking! 14% Actively Looking 20% Casually Looking 32% Passively Looking Listeners 2017 HealthcareSource Lean Human Capital
7 All Registered Nurses in California 311,796 RNs Actively Looking 43,651 Casually Looking 62,359 Listening 99,775 Not Looking 106,011
8
9 Deja Vu The IT Staffing Industry Bureau of Labor Statistics reported 700,000 vacancies in the IT Professional job market Late 1990s / Early 2000s advent of MSP and VMS Ford Motor Company - PeopleNet 2017 HealthcareSource Lean Human Capital
10 1997 The Recruiter Academy The IT Staffing Industry 2017 HealthcareSource Lean Human Capital
11 The Recruiter Academy Found us working with leading organizations in industries with similar Supply/Demand Challenges Banking / Financial Services Consumer Goods 2017 HealthcareSource Lean Human Capital
12 2009 Lean Human Capital Healthcare Staffing Industry Experts
13 Healthcare Recruitment Metrics Benchmark Study The Data Foundation Spanning 6 Key Performance Dimensions of Recruiting UNDERSTAND YOUR PERFORMANCE In Real, Meaningful Metrics Relative to Your Peers Quarter-to-Quarter and Year-to-Year LEAN HUMAN CAPITAL HEALTHCARESOURCE
14 Lean Human Capital Community LEAN HUMAN CAPITAL HEALTHCARESOURCE 2017
15 The Healthcare Industry CURRENT DAY
16 Labor Market Openings vs. Hires /1/2010 5/1/2010 9/1/2010 1/1/2011 Healthcare Hires vs. Openings Healthcare segment is adding 230,000 new jobs annually through /1/2011 9/1/2011 1/1/2012 5/1/2012 9/1/2012 1/1/2013 5/1/2013 9/1/2013 Job Openings 1/1/2014 5/1/2014 9/1/2014 Hires 1/1/2015 5/1/2015 9/1/2015 1/1/2016 5/1/2016 9/1/2016 1/1/2017 5/1/ % of hospitals currently have a vacancy rate of greater than 10% The average recruiter is carrying 49% more workload than optimal Bureau of Labor Statistics TALENT SYMPOSIUM HEALTHCARESOURCE HR, INC. ALL RIGHTS RESERVED 16
17 Labor Market Turnover Data Overall Turnover = 17.1% Bedside Nursing = 17.2% CNA s = 23.8% Healthcare Labor Market Annual hiring transactions 516,000 Bedside RNs 64,400 (1 st Year Turnover of 230k added every year) Bureau of Labor Statistics
18 Healthcare Recruitment This is no place for a nervous person. Mickey Redmond Detroit Red Wings
19 3 THINGS ELITE HEALTHCARE RECRUITERS DO
20 3 Things that Separate the Best from the Rest 1. Can engage Top Talent that is highly recruited 2. Be memorable 3. Build a culture passionate about lifelong learning 1. FISH! Philosophy There are no traffic jams along the extra mile. Roger Staubach
21 Can engage top talent that is highly recruited
22 The Art & Science of Engaging Top Talent On average, how many inbound recruiter inquires ( s, calls, text s, mailers) do you think an experienced nurse gets a week? What % of the time do you answer your mobile phone (versus let it go to VM) if you don t recognize the #? What % of your personal s are you reading for the first time on your mobile device? 2017 HealthcareSource Lean Human Capital
23 The Art & Science of Engaging Top Talent Three Keys to engaging Top Talent in a quality conversation. 1. Timing 2. Message/Value Proposition 3. Tonality 2017 HealthcareSource Lean Human Capital
24 The Art & Science of Engaging Top Talent What time of the day/week can you reach Top Talent and/or they quickly respond? What are Prime connect times when contacting nurses!? Are your recruiters reaching out during these times? 2017 HealthcareSource Lean Human Capital
25 Your Message Crafting Your Attention Grabber Less jargon is better. Take out unnecessary words (must be able to read seconds/50-75 words ) Make sure it is visually appealing (make effective use of bullets) Research candidate to personalize each The SUBJECT LINE and first line of body content are most important The subject line should be less then 50 characters. Ideally less if possible. Mobile devices only show about characters Personalize by putting your prospect s name in the subject line. Studies show they get a 22% higher open rate Next statement in body of text should be no more than another characters in length Utilize this attention grabber content when leaving voic s, social posts, texts, and in job postings 2017 HealthcareSource Lean Human Capital
26 The Science of Crafting the F Pattern Your Job Posting Best Practices 232 Users read/scan thousands of web pages 2017 HealthcareSource Lean Human Capital
27 The Science of the F Pattern How we read/scan content Crafting Your Job Posting Best Practices F for fast. That s how users read your content. In a few seconds, their eyes move at amazing speeds across your content. Users first read in a horizontal movement, across the upper part of the content area. This element forms the F s top bar. Next, they scan a vertical line down the left side of the screen, looking for points of interest in the paragraph s initial sentences. When they found something interesting they read across in a second horizontal movement that typically covers a shorter area than the previous movement. This additional element forms the F s lower bar. Finally, users scan the content s left side in a vertical movement. Source: NNGroup 2017 HealthcareSource Lean Human Capital
28 The Art & Science of Engaging Top Talent Nothing is so contagious as enthusiasm. Samuel Taylor Coleridge If you don t believe, why would they!?
29 The Art & Science of Engaging Top Talent Three Keys to engaging Top Talent in a quality conversation. 1. Timing 2. Message/Value Proposition 3. Tonality Post this slide in your recruiters offices! 2017 HealthcareSource Lean Human Capital
30 The Art & Science of Being Memorable
31 Being Memorable You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you. - Dale Carnegie
32 Being Memorable Don t pitch jobs Or sell your company (let me tell you about how great we are) Understand what they want to do and offer that opportunity (Be interested, not interesting) No one likes to be sold but everyone likes to buy. - Jeffery Gitomer CRM reach out every 6 weeks. Make sure half of these messages are NOT soliciting them to work for you!
33 Tapping into 100% of the Labor Market Breakdown of candidates in the marketplace according to BLS & Staffing.org 34% Not Looking! 14% Actively Looking 20% Casually Looking 32% Passively Looking Listeners 2017 HealthcareSource Lean Human Capital
34 Create a culture passionate about lifelong learning and being great! And have a lot of fun along the way! 34
35 Embody the FISH! Philosophies 4 Guiding Principles 1. Be Present When people need you, they need all of you. Setting aside distractions and judgments to be fully present is a sign of respect. It improves communication and strengthens relationships. 2. Play You can be serious about your work without taking yourself so seriously. Play is a mindset more than a specific activity. It allows you to throw yourself with enthusiasm and creativity into whatever you are doing, in a way that is natural, not forced. 3. Make Their Day Simple gestures of thoughtfulness, thanks and recognition make people feel appreciated and valued. When you make someone else feel good, you feel good too. 4. Choose Your Attitude To actually choose how you respond to life, not just react, you must be intentional. When you get up, decide who you want to be today. Ask yourself, What is my attitude right now? Is it helping the people who depend on me? Is it helping me to be most effective? 2017 HealthcareSource Lean Human Capital
36 Being great at what you do Just because you've been doing something for years doesn t mean you can't or don't need to improve. Often, people get satisfied at being good at what they do. They stop doing all the little things that made them great. Good is the enemy of Great.
37 3 Things that Separate the Best from the Rest 1. Can engage Top Talent that is highly recruited 2. Be memorable 3. Build a culture passionate about lifelong learning 1. FISH! Philosophy There are no traffic jams along the extra mile. Roger Staubach
38 Healthcare Staffing
39 The Recruiter Academy The Recruiter Academy 39
40 4 0
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