• QuickFlash – Important Info you need to Know!
• NAPR/NALTO 2006 Annual Convention
• NAPR Bylaws Amendment Passes
• NAPR Leadership Holds Strategic Planning Meeting
• Top 10 Ethical Rules of the NAPR
• NAPR Services 2006 Mailing Program
• Vendor Profile: Siskind Susser Immigration Lawyers
• National Conferences of Interest
Contact Us:
NAPR Board:
President
Sandi J. Brewer
President-Elect
Karen Zeller
Vice President
Jo-Ann Toldt
Secretary/Treasurer
Martin H. Osinski
Immediate Past President
Mike Broxterman
Directors:
Jane Born
Neal Fenster
Tammy Jamison
Michael Levison
Ronald Watson
NAPR Services, Inc.
Julie Sherriff
Ethics
Richard Glehan
Internet/Website
Daniel Stern
Education
D.R. Richards
Executive Vice President
Bill Kautter
NAPR/NALTO 2006 ANNUAL CONVENTION
The outcome of the mail/electronic ballot regarding the amendment to the Bylaws is as follows:
NAPR LEADERSHIP HOLDS STRATEGIC PLANNING MEETING
Members of the NAPR Board of Directors gathered in Orlando, Florida, on December 2 & 3 to assess the Association’s past accomplishments and to develop a roadmap for the future of the NAPR. The NAPR Board of Directors worked diligently on the membership’s behalf all weekend. The planning process conducted by the NAPR leadership involved group brainstorming on a number of questions, including assessment of internal and external forces that will shape the future of the physician recruiting profession, analysis of NAPR’s membership demographics, and other questions. It was a very exciting meeting and challenging issues and questions were raised and answered. But the most important question the group tackled was this one:
TOP 10 ETHICAL RULES OF THE NAPR
Dear Miss Deed: Dear Not: Miss Deed is an expert on all things ethical, and is ready to answer
your questions. All questions to Miss Deed must be accompanied by the
individual's name, telephone and e-mail address. If the individual does
not want his or her name published, we will publish the question with the
statement: "Name Withheld By Request." No questions will be considered
without verifying who the sender is. Send your questions to Miss Deed at
the following e-mail address: DearMissDeed@napr.org and
your question may appear in an upcoming NewsFlash!
NAPR Services, Inc. provides the Mailing Program as a service to all members of NAPR. As with any candidate sourcing vehicle, there can be no assurances of the minimum number or quality of responses. We hope the cooperative mailing program, used in conjunction with other candidate sourcing efforts, will be an effective tool in your recruiting process. Physician mailing labels are obtained through an AMA-licensed mailing house, Medical Marketing Services, Inc. (MMS)
Vendor Profile National Conferences of Interest
Websites that offer upcoming conference information:
If you have questions or comments about
NewsFlash, please contact: Bill Kautter at bkautter@napr.org (800-726-5613)
or NewsFlash Editor, Jane Born at jborn@bornbicknell.com
Please note that letters and comments sent to the publisher are
automatically considered for use in upcoming issues unless you expressly
request that they not be used. You may request that you remain anonymous
in the case that your letter or comments are used. We reserve the right to
edit for brevity and/or clarity.
This eNewsletter is automatically sent to all NAPR members as an added,
free benefit of membership. Non-NAPR Members are invited to subscribe to
this newsletter by contacting Judy Clark at jclark@kmgnet.com.
The National Association of Physician Recruiters (NAPR), headquartered
near Orlando, Florida, was founded in 1984, for the purpose of creating a
national organization through which professional physician recruiters
could work together to maintain standards of excellence within the
industry and ensure the highest degree of quality in recruitment services.
Today, the NAPR represents over 400 members, including recruitment firms,
in-house staff physician recruiters, as well as contract staffing and
management, trying to make a difference in the physician recruiting
industry.
NAPR, 222 S. Westmonte Dr, Ste 101, Altamonte Springs, FL 32714, 800-726-5613.
How about volunteering for the NAPR Vendor Services Committee?..It’s a great way to contribute to the NAPR, and also learn about services dedicated solely to your industry. If you are interested in volunteering, please contact Joan Pearson, Vendor Services Chair, at: joan@catalinarecruiters.com
APRIL 19-21, 2006
PRELIMINARY PROGRAM OUTLINE
“New Frontiers in Recruitment”
WEDNESDAY, April 19, 2006
3:00 p.m. - 7:00 p.m.
Registration Open
5:00 p.m. - 7:30 p.m.
Exhibit Hall Open
6:30 p.m. - 7:30 p.m.
NAPR/NALTO Welcome Reception
THURSDAY, April 20, 2006
7:30 a.m. - 4:30 p.m.
Registration
7:30 a.m. - 3:30 p.m.
Exhibit Hall
7:30 a.m. - 8:30 a.m.
Continental Breakfast with Exhibitors
8:00 a.m. - 8:30 a.m.
NAPR Annual Business Meeting
8:30 a.m. - 10:15 a.m.
Opening General Session – Keynote Speaker
Understanding Cohorts: A Look through the Ages as a Key to Physician
Recruiting
SPEAKER: Eric Berkowitz, MD, University of Massachusetts Amherst,
Amherst, MA
10:15 a.m. - 10:45 a.m.
Refreshment Break with Vendors
10:45 a.m. - 11:45 a.m.
NAPR/NALTO School of Healthcare Recruitment – Session #1
Cold Calling, Pre-Qualifying and Behavioral-Based Interviewing
SPEAKERS: Craig Fowler, Pinnacle Health Group, Atlanta, GA and Pat
Doyle-Grace, Cejka Search, St. Louis, MO
In this highly interactive session, attendees will learn a variety
of techniques and practical applications to source and qualify
prospects, including behavioral-based interviewing techniques
to determine a prospect’s likelihood to make a move.
10:45 a.m. - 11:45 a.m.
Business Enhancement Track – Session #1
Building A Successful Business Model
SPEAKER(S): Invited Experts
This panel of experts will discuss the various business models for
running your recruitment firm or in-house recruiting department.
Whether your business or department has a regional, specialty,
or client focus, this session will address how to market and deliver
your services, how to staff your office and how to best meet the needs
of your clients or organization.
10:45 a.m. - 1:00 p.m.
NALTO Business Meeting & Luncheon (Members Only)
Reports, new business, elections
11:45 a.m. - 1:15 p.m.
NAPR Awards Luncheon
1:15 p.m. - 3:00 p.m.
NAPR/NALTO School of Healthcare Recruitment – Session #2
Selling the Opportunity – Two-Way Selling
SPEAKER: Jack Shirk, Physician Network, West Hills, CA,
and Martin Osinski, American Medical Consultants, Inc., Miami, FL
The session covers all the do’s and don’ts on presenting both the candidate to the job and the job to the candidate. Attendees will learn all the necessary questions needed to ask their candidate, looking for the hot buttons, and correctly understanding what the candidate really is looking for. In turn, then presenting your candidate to the client, helping them to see that this is really a good candidate. We will help you to understand what type of candidates not to present, and helping to determine what is the best fit for your client.
Business Enhancement Track – Session #2
Understanding the Numbers – The Real Cost of Recruitment
SPEAKERS: Michael Levison, Levison Search Associates, El Dorado, CA,
and Chris Kashnig, Christie Clinic, Champaign, IL
How many times have you wondered how much it costs to do a search? How do you know how much to charge for your services? What is my breakeven point and what does it mean? How can our department determine what it is costing us to recruit a new physician? These questions as well as others dealing with the financial health of your organization will be addressed in this informative session. This session is for both the in-house as well as search firm managers/owners.
1:15 p.m. - 3:00 p.m.
Locum Tenens Track – Session #1
Working Better Together: Scenarios and Solutions.
Panel discussion
This will be an interactive session where scenarios describing confusion or conflict between member companies, physicians, and clients are presented and discussed. We will work together in teams to present solutions to these scenarios. As our organization matures, we need to continue to examine and define our standards of practice.
3:00 p.m. - 3:30 p.m.
Refreshment Break with Exhibitors
3:30 p.m. - 5:00 p.m.
NAPR/NALTO School of Healthcare Recruitment – Session #3
Overcoming Objections
Moderators: Sherri Carlton, Delta Medical Consulting, Irving, TX, and
Korey Lynn, Delta Medical Consulting, Irving, TX
This will be an interactive session allowing audience and instructor input on how to handle common objections. Attendees will take away practical knowledge to put to use when back in the office and on the phones.
3:30 p.m. - 5:00 p.m.
Business Enhancement Track – Session #3
Setting Yourself Apart with Value Added Services
SPEAKER(S): Invited Experts
Savvy physician recruiters not only know how to recruit physicians, but also how to provide important value added services. Whether you run you own business, are part of a small or large search firm, or provide recruiting services to a hospital or medical group for which you work, you can provide value added services that will make you indispensable. There services include:
3:30 p.m. - 5:00 p.m.
Locum Tenens Track – Session #2
Selecting Winners – The Team with the Best Recruiting
and Sales Staff Wins!
SPEAKER: Barry Shamis
Barry Shamis has been delivering provocative and educational messages exclusively on the subject of building businesses through people since 1984. Never one to accept the status quo, he challenged all the existing theories and strategies on the subjects of recruiting, hiring and retaining top performing employees. After years of real world testing, Barry crafted his message of Selecting Winners.
Attendees to this session will learn practical steps to selecting, interviewing and hiring the top recruiting and sales staff. In a industry built on the strength of your sales staff, what could be more important?
6:30 p.m. – 9:00 p.m.
Fun-filled evening networking with colleagues and vendors
Sponsored by: PhysicianWork.com
Food, drinks & music – details to be announced
FRIDAY, April 21, 2006
7:30 a.m. - 1:00 p.m.
Exhibit Hall Open
7:30 a.m. - 4:30 p.m.
Registration Open
7:30 a.m. - 8:30 a.m.
Continental Breakfast with Exhibitors
8:30 a.m. - 9:45 a.m.
General Session – Keynote Speaker
SPEAKER: Tom Atchison
9:45 a.m. - 10:15 a.m.
Refreshment Break with Exhibitors
10:15 a.m. – 11:30 am
NAPR/NALTO School of Healthcare Recruitment – Session #4
Closing – Bringing it all Together
Moderator: Rich Cornell, Integro Medical Services, LLC, St. Louis, MO
Panel: Craig Fowler, Pinnacle Health Group, Atlanta, GA; Pat Doyle-Grace, Cejka Search, St. Louis, MO; Jack Shirk, Physician Network, West Hills, CA; Martin Osinski, American Medical Consultants, Inc., Miami, FL; Sherri Carlton, Delta Medical Consulting, Irving, TX; and Korey Lynn, Delta Medical Consulting, Irving, TX
Tying in the objectives from the three previous NAPR/NALTO School of Healthcare Recruitment sessions, this session will bring it all together so attendees will have a basic understanding of the closing sequence from the first conversation with a candidate to the last (post-interview/ offer) conversation. Instructors will provide attendees with the tools and telephone techniques necessary to enhance their closing skills by understanding the entire process.
Business Enhancement Track – Session #4
Recruiting for Retention: A Perspective for the Physician Recruiter
SPEAKER(S): Invited Experts
Recruiting a physician is only part of the equation for a successful placement. Recruiting for retention is key in the success of a placement. In this session, we will outline and detail the components of building and implementing an effective retention plan. We will also address how to identify key characteristics and skills that will better assure that a particular physician is the right physician for a particular position. We will provide information on tools you can use to assess the personality of an individual being considered for a position, and guidelines on how the new employer can effectively manage that physician.
11:30 a.m. - 1:00 p.m.
Box lunch with the Exhibitors
1:00 p.m. - 2:45 p.m.
General Session
Pulling their Own Weight … Evaluating New Doc’s Financial Contribution to the Practice
SPEAKER: David Gans, MGMA, Englewood, CO
To answer the question “Do physicians pull their own weight?”, you can examine compensation, collections and operating costs to demonstrate when these new hires are contributing to the financial success of a practice.
2:45 p.m. – 4:00 p.m.
General Session
Physicians … Our Point of View
Moderator: D.R. Richards, TIVA Healthcare, Sunrise, FL
Panel: Invited Experts
Listen as this physician panel discusses their perspective of physician search, what they want and need, and the perception of our industry.
4:00 p.m. – 5:00 p.m.
General Session
Round Table Discussion with your NAPR Board of Directors to discuss the current direction of NAPR, new products and/or services in the pipeline, and any concerns or questions that you may wish to share. A relaxed hour to unwind and share your thoughts with the Board.
5:00 p.m. – 5:15 p.m.
5:15 p.m.
Convention Adjourns/Open Evening
Yes Vote
No Vote
Total Votes
51
5
56
In accordance with Article VI Mail Vote, the Board of Directors may submit a matter to the membership in writing by mail for vote…”and the question thus presented shall be determined according to the majority votes received by mail fifteen (15) days after such submission to the membership provided that in each case, votes of at least ten (10) percent of the membership shall be received.”
The Bylaws Committee is looking at several other Bylaws changes. Once the recommended changes are sent to the NAPR Board of Directors for review, the proposed amendments will be sent to the Active members for approval.
“What does NAPR have to offer that is INDISPENSABLE to the physician recruiter?”
After extended deliberations and careful prioritization, the answer to this critical question came forth in four parts. Here’s what NAPR has to offer that is indispensable:
After determining the four major areas of indispensable services, the Board spent the remainder of the weekend’s planning session crafting detailed action plans for specific projects and offerings within each of the four areas. Be sure to watch for committee-specific progress reports on activities in the areas of indispensable services in upcoming newsletters and NewsFlashes. Stay informed as the NAPR Leadership continues to work on your behalf to ensure the profitability, integrity, and visibility of the physician recruiting industry!
I am an in-house recruiter and recently a firm got angry with me over an issue in which I think I am right.
We use a database of candidates and this firm called to clear a candidate’s name. After a quick review, I realized I had contacted this candidate two weeks ago. So I told the firm I could not accept the referral. That is when the sparks flew (in a polite way).
Am I obligated to pay a fee if this candidate accepts?
Not Happy
The good news is you have an above average knowledge of the Code of Ethics. The bad news is that a little more knowledge would have helped you immensely.
The Code does say that if you use a database and you have been in contact with the same candidate referred by the recruiting firm within the past 30 days, you do have to pay a fee; UNLESS you have scheduled or are in the process of scheduling an interview. The issue here is that merely contacting the doctor is insufficient protection from paying a fee; you had to be in the act of setting up an interview which in your case, you had not
begun to do.
My guess is that shortly you will be calling your friend at the recruiting firm and probably offering an apology.
Cordially,
Miss Deed
In Practice Subscription Program
The In Practice Subscription Mailing Program (11 monthly mailers of 7,000 pieces): NAPR members register for this program on an annual basis and receive physician responses on a weekly basis for as long as replies come to headquarters, even in the following year. Each month, announcements go to physicians in a wide variety of specialties, along with a reply card. This mailer will target ALL practicing doctors who have 25 years or less in practice in 18 specialties. The cost for this annual subscription is $300 per month, for the 11 months.
Residents/Fellows Mailing Program
The Residents/Fellows Mailing Program (5 monthly mailers of 5,000 pieces): This 25,000 pieces mailing program will target all 2007 Residents and Fellows finishers to be mailed in April until August. This is a subscription program and members pay for it over a 5 month period. The cost for this mailer is $3,000.
NOW READ THIS
ON LINE JOB POSTING: Participants will be allowed to post their jobs online at NAPRJOBS.COM.
ON LINE DOCTOR RESPONSE and JOB SEARCH: Doctors will have an option to respond online, in addition to mail or fax.
The online response will allow the participating organization to see all responses for an indefinite time period. Each time a new doctor responds online, an alert will be sent to participants by email.
NEW MAILING PIECE: We have redesigned the physician response forms to make it more attractive and user-friendly for doctors.
NAPRJOBS.COM – How does it work?
NAPR Services has established a new website, www.naprjobs.com which enables physicians who receive a response form via US Mail to provide their information to you via the website. We anticipate the convenience of electronic submission to increase the response rate from the physicians. NAPR members who participate in a mailing program will be able to retrieve physician data from the main NAPR website from a searchable database.
What Our NAPR Mailer Participants Have to Say About the Program…
“We have participated in the Co-op Mailing Program since its inception. We like the flexibility it provides. The monthly subscription program gives us an on-going source of new candidates and the specialty mailers allow us to pick and choose depending on the needs of our clients. It seems that when the results of our candidate sourcing efforts are drying up, in comes a batch of responses from the Co-op programs. It has bailed us out countless times.”
-Wanda Parker
The Healthfield Alliance
Danbury, CT
“The NAPR Mailer Program is a one-of-a-kind vehicle, in which member firms have the opportunity to significantly defray the cost of yearly mailings, while receiving the most informative, intensive candidate profile available. We have consistently found it to be a valuable sourcing tool.”
-Mike Sugarman
Stanton Healthcare
New York, NY
“We are very pleased with the results of the NAPR Mailing Program. We will continue to use the mailers as one of our tools to locate good candidates.”
-Dan Melson
Healthcare Partners, Inc.
Suwannee, GA
Siskind Susser Immigration Lawyers –
An Interview with Gregory Siskind, Attorney at Law
By NAPR Headquarters Staff
What does this company do?
Siskind Susser is one of the largest immigration law firms in North America and its attorneys have experience handling all aspects of American, Canadian and Mexican immigration and nationality law.
What is your position there?
Gregory Siskind is the founding partner of Siskind Susser.
What services or products do you provide that would be of interest to physician recruiters?
Greg recently served as chairman of the Physicians Committee and now serves as chairman of the National Health Care Access Coalition, a group which advocates for physician immigration.
Please provide a brief profile about yourself
Gregory Siskind is the founding partner of Siskind Susser and has been practicing immigration law since 1990. Since he started Siskind Susser in 1994, he has become one of the best-known immigration lawyers in the country.
After graduating magna cum laude from Vanderbilt University, Gregory Siskind went on to receive his law degree from the University of Chicago. For the past several years, he has been an active member of the American Immigration Lawyers Association. He recently served as chairman of the Physicians Committee and now serves as chairman of the National Health Care Access Coalition, a group which advocates for physician immigration. Greg is a member of the American Bar Association where he serves on the LPM Publishing Board as Chairman and on the Council of the Law Practice Management Section. He is also a member of the Tennessee Bar Association, the Nashville Bar Association and the Memphis Bar Association. And he serves on the Board of Directors of the Hebrew Immigrant Aid Society and on the executive board of the Jewish Family Service agency in Memphis, Tennessee. He recently was named one of the Top 40 executives under age 40 in Memphis, Tennessee by the Memphis Business Journal and as one of the 100 best lawyers in Tennessee by Business Tennessee Magazine.
Greg regularly writes on the subject of immigration law. He has written several hundred articles on the subject and is also the author of the book The J Visa Guidebook, published by Lexis-Nexis, one of the nation's leading legal publishers. He is a technology columnist for Immigration Law Today published by the American Immigration Lawyers Association. He is an author of several chapters in the new books Immigration Options For Physicians, 2nd Edition and Immigration Options for Nurses and Allied Health Care Professionals, both published by the American Immigration Lawyers Association.
Greg is also, in many ways, a pioneer in the use of the Internet in the legal profession. He was one of the first lawyers in the country (and the very first immigration lawyer) to set up a web site for his practice. And he was the first attorney in the world to distribute a firm newsletter via e-mail listserv. Mr. Siskind is the author of the American Bar Association's best selling book, The Lawyer's Guide to Marketing on the Internet which was recently released in a second edition. He has been interviewed and profiled in a number of leading publications and media including USA Today, the New York Times, the Wall Street Journal, Lawyers Weekly, National Law Journal, American Lawyer, Law Practice Management Magazine, National Public Radio's All Things Considered and the Washington Post. And he was recently the first immigration lawyer ever featured on the cover of the ABA Journal for a story on law firm innovation. As one of the leading experts in the country on the use of the Internet in a legal practice, Greg speaks regularly at forums across the United States, Canada and Europe.
Contact information
Greg Siskind, Attorney at Law
Siskind Susser Immigration Lawyers
5400 Poplar Avenue, Suite 300
Memphis, TN 38119
Telephone (901) 682-6455
Facsimile: (901) 682-6394
Email: gsiskind@visalaw.com
Website: www.visalaw.com
www.nejm.org/meeting (dates available on website)
The Journal of American Medical Association lists meetings as well.