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How To Efficiently Recruit and Retain Health Care Talent in the

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How To Efficiently Recruit and Retain
H lth
Healthcare
Talent
T l t in
i the
th Digital
Di it l Age
A
Jay Wommack, President/CEO
Vertical Alliance Group,
p Inc.
Texarkana, USA
How To Efficiently Recruit and Retain
H lth
Healthcare
T
Talent
l t in
i th
the Di
Digital
it l A
Age
• The PROBLEM:
US experiencing growing RN shortage
Shortage will intensify as baby boomers age
Colleges and Universities struggling with enrollments due to insufficient faculty
55% of Nurses plan to retire between 2011-2020
75% of Nurses unhappy with the quality of their work life - report job dissatisfaction and
emotional exhaustion
o By 2020, need for patient care will grow 40% vs 6% growth in number of new nurses
o 2006 Study from US Health Resources & Services Administration projects shortage in
excess of 1MILLION nurses by 2020, with all states affected to some degree by
2015.
o
o
o
o
o
How To Efficiently Recruit and Retain
H lth
Healthcare
T
Talent
l t in
i th
the Di
Digital
it l A
Age
• The IMPACT:
o Shortage cited as primary reason for increased burnout and turnover rates among
nurses
o American Journal of Nursing Study – 37% of RNs ready to change jobs after just ONE
year.
o JAMA Study - 93% left profession due to inability to manage patient workload
o National average RN cost
cost-per-hire
per hire over $3000.00
$3000 00
o Lower nurse-to-patient ratios cited as major contributing factor to increased med-surg
unit patient mortality rates
How To Efficiently Recruit and Retain
H lth
Healthcare
T
Talent
l t in
i th
the Di
Digital
it l A
Age
“IfIf you always do what you've
you ve always done
done, you'll
you ll always get what you've
you ve always got.
got ”
~Anthony Robbins
The SOLUTION
“ Those who do not remember the ppast are condemned to repeat
p it. “
~George Santayana
How To Efficiently Recruit and Retain
H lth
Healthcare
T
Talent
l t in
i th
the Di
Digital
it l A
Age
• The SOLUTION:
The Internet!
How To Efficiently Recruit and Retain
H lth
Healthcare
T
Talent
l t in
i th
the Di
Digital
it l A
Age
• The SOLUTION – The Internet
o
o
o
o
o
Internet more cost effective and cost EFFICIENT than newspapers, tv, radio, etc.
Internet allows you to target a specific audience for your recruiting efforts
I t
Internet
t helps
h l you find
fi d candidates
did t AND hhelps
l th
them fifindd you!!
Highly skilled professionals (like nurses) are using the Internet more for job seeking
American Academy of Nurse Practitioners Study - 68% used the Internet on a daily
basis
72% used ee-mail
mail daily
basis, 72%,
daily.
How To Efficiently Recruit and Retain
H lth
Healthcare
T
Talent
l t in
i th
the Di
Digital
it l A
Age
• The SOLUTION – The Internet
o Right Way vs. Wrong Way to use the Internet
o Resume Database Model – WRONG
o Resume “Blasting” Model – WRONG
o The
Th RIGHT Way
W
o Targeted Websites that promote your openings
o Tracking & Testing of your recruiting messages
o QUICK response & ffeedback
db k mechanism
h i
How To Efficiently Recruit and Retain
H lth
Healthcare
T
Talent
l t in
i th
the Di
Digital
it l A
Age
• The SOLUTION – The Internet
o Right Way vs. Wrong Way to use the Internet
How To Efficiently Recruit and Retain
H lth
Healthcare
T
Talent
l t in
i th
the Di
Digital
it l A
Age
• The SOLUTION – The Internet
o The RIGHT Way
o Provide a simple way to submit resumes AFTER learning about YOUR offer/facility/etc.
o ONE resume to ONE facility PRE-QUALIFIES the hire
o Use DIRECT RESPONSE Advertising
o Ability to re-work messages/ads in real-time enables you to see what works and what doesn’t
o Develop a SALES mentality among Recruiters
o EVERY recruitingg call should be a sales call – applicants
pp
have SO manyy choices
o GOOD salespeople - hardworking, aggressive, personable, informed and relentless with follow-up
o Recruiters must be CONSUMED with landing the BEST candidates
How To Efficiently Recruit and Retain
H lth
Healthcare
T
Talent
l t in
i th
the Di
Digital
it l A
Age
• The SOLUTION – The Internet
o The RIGHT Way
o Number ONE - BE THERE when candidates call – including evenings and weekends – itit’ss
the Digital Age - no one wants to wait!
o Call applicants who submit electronically within the hour
o Don’t disqualify applicants without speaking to them – applications can-and will-have errors
o Track recruiter performance
o Don’t bog down recruiters with non-recruiting work
o Administration must provide proper training – don’t waste time on unqualified applicants
o Recruiting
Recr iting needs technolog
technology (phones
(phones, comp
computers,
ters etc.)
etc ) adequate
adeq ate to perform the tasks
How To Efficiently Recruit and Retain
H lth
Healthcare
T
Talent
l t in
i th
the Di
Digital
it l A
Age
• The OTHER issue…RETENTION
o View Recruitment as SALES
o By utilizing sales techniques in recruiting, you’ll land the BEST candidates.
o Good recruiters play a HUGE role in managing applicants’ expectations
o Administrators MUST commit to reasonable nurse-to-patient ratios
o Lowering costs-per-hire with proper Internet recruiting can save thousands annually
o Healthcare facilities MUST work more closely with colleges and universities
o N
Nursing
i schools
h l are ffacilities’
iliti ’ primary
i
source off qualified
lifi d applicants
li t
o Allow staff to serve as adjunct faculty - enable schools to increase enrollment
o Don’t wait on government intervention – needs grassroots, community problem solving
How To Efficiently Recruit and Retain
H lth
Healthcare
T
Talent
l t in
i th
the Di
Digital
it l A
Age
• In Summary…
•
Spend your ad dollars wisely
o
o
o
o
•
Test and track your advertising results.
o
o
o
•
Use the Internet but beware of the popular “job sites”.
A niche-market
niche market site that is targeted solely to nurses will provide best response and value.
value
Increases the productivity of your recruiting staff.
Strive for less applications, more hires.
What is your ad cost “per hire” from your various sources.
How many qualified leads? What cost?
p changes
g can make a huge
g difference.
Be sure to test different ads. Simple
Think of recruiting as SALES.
o
o
o
NEVER let the phone go unanswered.
Train recruiting staff in consultative sales.
sales
Look at hiring process and identify the roadblocks to hiring the best candidates
How To Efficiently Recruit and Retain
H lth
Healthcare
T
Talent
l t in
i th
the Di
Digital
it l A
Age
THANK YOU!
Questions?
How To Efficiently Recruit and Retain
H lth
Healthcare
T
Talent
l t in
i th
the Di
Digital
it l A
Age
JJay Wommack
W
k
Vertical Nursing Partners
1 877 792 3866 x100
1.877.792.3866,
100
jwommack@verticalag com
jwommack@verticalag.com
www.nurseuniverse.com
How To Efficiently Recruit and Retain
H lth
Healthcare
T
Talent
l t in
i th
the Di
Digital
it l A
Age
• Sources
– American Association of Colleges of Nursing
– JAMA
– Nursing Management
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