You may have heard the old saying…If people come for
your price, they will leave for someone else’s. Physician recruiting is not a
commodity business. Any reputable firm will tell you that. The physician
recruiting business is a people business. Each individual circumstance is unique
and should therefore be treated as such. To my knowledge, no one has discovered
a cookie cutter method of recruiting a physician to your
facility and community.
As you seek out the firm you want
to assist you with the search process, you should look for experience, track
record, and dedication to the process, exemplary communication skills, value and
results. Set price aside, and ask yourself what you’re really looking for in a
firm. What do you want the firm to accomplish for you? How will this firm fit
into your overall strategy to fill your medical staff needs both on a short term
and long term basis?
If all you, as a client, are
looking for is a discount, you can probably find one. There are any number of
firms that will discount their price to win over your business. But what happens
after the sale is closed? And why did you have to be “sold” in the first
place? “Discount” clients
don’t buy a specific firm or even an individual within a firm. They don’t
buy the quality of the firm’s work or its service. The discount buyer is
buying the price tag. The discount firm is selling the price tag. And
only the price tag. Neither is loyal to people or companies…they are only
loyal to price tags.
It is difficult, if not
impossible, to build a lasting business relationship as a discount buyer or
seller. The discount buyers place
very limited value or no value at all on the firm they work with nor will the
sellers place much value on the company they are working with if the relationship
is based on price alone.
Choose the firm you work with
carefully. The recruiting experience should be a rewarding and satisfying
experience for all involved. Don’t set yourself up for disaster and
disappointment by choosing a company based on how inexpensive it is.
Invest in the project and hold the
firm accountable. Any firm worth its salt will provide exceptional service,
value and results at a fair and reasonable price. The bargain
basement company may not be the company you need to assist you in achieving your
physician recruiting needs. In fact, it may not even be capable of producing
the results you demand and expect.
A reputable firm will want to gain
your loyalty and trust and will work hard to build a long-term lasting
relationship. Look for value as you evaluate firms. Price should be commensurate
to the level of service you receive.
more, demand more, and get more.