creating a culture of performance - emcare - christian claudio - alliance-hca jv (2)
TRANSCRIPT
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Creating a Culture of Performance
Fine tuning the experienced recruiter.
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Driving Recruiting Production.
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We do have a Good Performance Culture However it could be Better…
1. Team Member Daily Self Accountability
2. Specific Measurable Weekly Targets
3. Align partnership with Team Goals
4. Follow a Progressive Measurement System
5. Experienced Recruiters Produce more with same efforts
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Culture of PerformanceAlign teams around your mission, vision and core values. Establish performance goals and workplace behaviors that define success for each recruiter as well as each recruiting team.
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Business IntelligenceAn interactive process for exploring and analyzing structured and domain-specific information to discern trends or patterns, thereby deriving insights and drawing conclusions.
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The Recipe for Establishing a Culture of Performance
1. Align personal goals with team goals
2. Establish behaviors and expectations
3. Put a system in place to monitor progress
4. Review bi-weekly in one on ones
5. Reward or redirect
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What the Numbers Tell Us1. Activity Metrics –
Volume2. Result Metrics –
Applications, Interviews and placements
3. Ratios & Averages
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Diving Deeper into the Ratios and Averages
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Diving Deeper into the Ratios & Averages1. Presentation to QC Ratio2. QC to Interview Ratio3. Opening to Placement Ratio4. Interview to Placement Ratio5. Contract Out to Inactive Ratio6. Average Days – Interview to
Contract Out7. Average Days – Contract Out
to In
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Where Do We Go from Here?1. Gather historical Info2. Calculate Historical
Ratios and Averages3. Set your team goals for
the year4. Align it to each
recruiter’s annual goal5. Commit to it in writing as
partners
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RECRUITER “A”Volume Measurement Openings Challenge
Month SMD AMD Phys APP Total Openings
January-15 1.0 0.0 21.0 6.0 28.0
February-15 1.0 0.0 23.5 8.0 32.5
March-15 1.0 0.0 22.0 3.0 26.0
April-15 1.0 0.0 15.0 0.0 16.0
May-15 1.0 0.0 14.0 1.0 16.0
June-15 1.0 0.0 14.0 1.0 16.0
July-15 1.0 0.0 14.0 1.0 16.0
August-15 0.0 0.0 0.0 0.0 0.0
September-15 0.0 0.0 0.0 0.0 0.0
October-15 1.0 0.0 4.0 0.0 5.0
November-15 0.0 0.0 0.0 0.0 0.0
December-15 0.0 0.0 0.0 0.0 0.0
January-16 2.0 0.0 11.5 1.0 14.5
February-16 1.0 0.0 2.0 3.0 6.0
March-16 1.0 0.0 8.0 5.5 14.5
April-16 1.0 0.0 7.5 5.5 14.0
May-16 0.0 0.0 12.5 3.0 15.5
June-16 0.0 0.0 12.5 4.0 16.5
Openings
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Month Interviews Contracts Out (Total Offers) Contracts In (Placements) Contracts In - Phys Contracts In - APP
January-15 6.0 6.5 1.0 1.0 0.0
February-15 6.0 1.0 3.0 3.0 0.0
March-15 8.0 12.5 9.0 5.0 4.0
April-15 5.0 4.5 3.5 1.5 2.0
May-15 1.0 1.0 3.0 3.0 0.0
June-15 6.0 1.0 1.0 0.0 1.0
July-15 10.0 3.0 2.0 1.0 1.0
August-15 2.0 4.0 5.0 3.0 2.0
September-15 1.0 5.5 3.5 2.5 1.0
October-15 0.0 0.0 1.5 1.5 0.0
November-15 0.0 0.0 0.0 0.0 0.0
December-15 0.0 0.0 0.5 0.5 0.0
January-16 3.0 0.5 0.5 0.5 0.0
February-16 5.5 1.0 0.0 0.0 0.0
March-16 8.0 2.0 2.0 2.0 0.0
April-16 9.5 2.5 2.5 1.5 1.0
May-16 5.5 4.0 4.5 2.5 2.0
June-16 4.0 4.0 3.0 3.0 0.0
RECRUITER “A”Result Metrics How this recruiter is doing based on the volume
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Month % to goal - 9 Interviews % to goal - 5 Contracts Out % to goal - 3 Contracts In
January-15 66.7% 130.0% 33.3%
February-15 66.7% 20.0% 100.0%
March-15 88.9% 250.0% 300.0%
April-15 55.6% 90.0% 116.7%
May-15 11.1% 20.0% 100.0%
June-15 66.7% 20.0% 33.3%
July-15 111.1% 60.0% 66.7%
August-15 22.2% 80.0% 166.7%
September-15 11.1% 110.0% 116.7%
October-15 0.0% 0.0% 50.0%
November-15 0.0% 0.0% 0.0%
December-15 0.0% 0.0% 16.7%
January-16 33.3% 10.0% 16.7%
February-16 61.1% 20.0% 0.0%
March-16 88.9% 40.0% 66.7%
April-16 105.6% 50.0% 83.3%
May-16 61.1% 80.0% 150.0%
June-16 44.4% 80.0% 100.0%
% to Outcome Metrics - Month to Month
RECRUITER “A”Result Metrics
Can also be measured by percentage to Goal – reflected here against activity
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Month % to Annual Placement Goal - 30 Physicians
% to Annual Placement Goal - 20 APPs
% to Annual Placement Goal - 50 Providers
January-15 3.3% 0.0% 2.0%
February-15 13.3% 0.0% 8.0%
March-15 30.0% 13.3% 26.0%
April-15 35.0% 20.0% 33.0%
May-15 45.0% 20.0% 39.0%
June-15 45.0% 23.3% 41.0%
July-15 48.3% 26.7% 45.0%
August-15 58.3% 33.3% 55.0%
September-15 66.7% 36.7% 62.0%
October-15 71.7% 36.7% 65.0%
November-15 71.7% 36.7% 65.0%
December-15 73.3% 36.7% 66.0%
January-16 1.7% 0.0% 1.0%
February-16 1.7% 0.0% 1.0%
March-16 8.3% 0.0% 5.0%
April-16 13.3% 3.3% 10.0%
May-16 21.7% 10.0% 19.0%
June-16 31.7% 10.0% 25.0%
% to Annual Placement Goals - Accumulative YTD
RECRUITER “A”Result Metrics
Can also be measured by percentage to Goal – results here against annualized placement goal
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Month # of Interviews for 1 Offer
# of Interviews for 1 Placement
# of Offers for 1 Placement
# of Openings for 1 Placement
# Average Days - Offer to Placement
January-15 0.9 6.0 6.5 28.0
February-15 1.6 3.0 1.9 15.1 30.0
March-15 1.0 1.5 1.5 6.7 14.9
April-15 1.0 1.5 1.5 6.2 13.0
May-15 1.0 1.3 1.3 6.1 29.0
June-15 1.2 1.6 1.3 6.6 8.0
July-15 1.4 1.9 1.3 6.7 2.0
August-15 1.3 1.6 1.2 5.5 10.2
September-15 1.2 1.5 1.3 4.9 3.7
October-15 1.2 1.4 1.2 4.8 9.0
November-15 1.2 1.4 1.2 4.8
December-15 1.2 1.4 1.2 4.7 84.0
January-16 6.0 6.0 1.0 29.0 3.0
February-16 5.7 17.0 3.0 41.0
March-16 4.7 6.6 1.4 14.0 16.0
April-16 4.3 5.2 1.2 9.8 3.7
May-16 3.2 3.3 1.1 6.8 2.8
June-16 2.5 2.8 1.1 6.5
Ratios and Averages - Accumulative YTD
RECRUITER “A”Ratio Metrics
These are a few measurements I utilize to show the recruiter ability as well as the quality of the search.
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Month % Interviews to Offer % Interviews to Placement % Offers to Placements % Fallout
January-15 108.3% 16.7% 15.4% 23.1%
February-15 16.7% 50.0% 300.0% 50.0%
March-15 156.3% 112.5% 72.0% 20.0%
April-15 90.0% 70.0% 77.8% 0.0%
May-15 100.0% 300.0% 300.0% 0.0%
June-15 16.7% 16.7% 100.0% 0.0%
July-15 30.0% 20.0% 66.7% 0.0%
August-15 200.0% 250.0% 125.0% 0.0%
September-15 550.0% 350.0% 63.6% 0.0%
October-15 0.0%
November-15 0.0%
December-15 0.0%
January-16 16.7% 16.7% 100.0% 0.0%
February-16 18.2% 0.0% 0.0% 0.0%
March-16 25.0% 25.0% 100.0% 50.0%
April-16 26.3% 26.3% 100.0% 0.0%
May-16 72.7% 81.8% 112.5% 0.0%
June-16 100.0% 75.0% 75.0% 0.0%
Conversion Ratios - Month to Month
RECRUITER “A”Ratio Metrics
These are a few measurements I utilize to show the recruiter ability to move a provider down the process.
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TEAM“A”Volume Metrics
I also keep track of team’s overall performances
Month % to goal - 9 Interviews
% to goal - 5 Contracts Out
% to goal - 3 Contracts In
% to Annual Placement Goal -
30 Physicians
% to Annual Placement Goal -
20 APPs
% to Annual Placement Goal -
50 Providers
January-15 50.0% 65.0% 100.0% 10.0% 0.8% 10.8%
February-15 15.3% 5.0% 8.3% 10.8% 0.8% 11.7%
March-15 58.3% 67.5% 95.8% 20.4% 2.5% 22.9%
April-15 56.9% 55.0% 66.7% 27.1% 5.0% 32.1%
May-15 38.9% 67.5% 87.5% 35.8% 7.5% 43.3%
June-15 50.0% 55.0% 58.3% 41.7% 10.8% 52.5%
July-15 69.4% 110.0% 133.3% 55.0% 15.8% 70.8%
August-15 44.4% 35.0% 41.7% 59.2% 17.5% 76.7%
September-15 50.0% 95.0% 100.0% 69.2% 23.3% 92.5%
October-15 61.1% 115.0% 150.0% 84.2% 27.5% 111.7%
November-15 94.4% 105.0% 175.0% 101.7% 27.5% 129.2%
December-15 48.6% 90.0% 141.7% 115.8% 28.3% 144.2%
January-16 62.2% 56.0% 66.7% 6.7% 2.7% 9.3%
February-16 61.1% 102.0% 150.0% 21.7% 4.7% 26.3%
March-16 65.6% 70.0% 116.7% 33.3% 4.7% 38.0%
April-16 68.9% 126.0% 163.3% 49.7% 9.3% 59.0%
May-16 54.4% 86.0% 116.7% 61.3% 12.0% 73.3%
June-16 40.0% 80.0% 120.0% 73.3% 13.3% 86.7%
% to Annual Placement Goals - Accumulative YTD% to Outcome Metrics - Month to Month
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TEAM“A”Ratio Metrics
I also keep track of team’s overall performances
Month# of
Interviews for 1 Offer
# of Interviews for 1 Placement
# of Offers for 1 Placement
# of Openings for 1
Placement
# Average Placement
per Recruiter
# Average Days - Offer
to Placement
% Interviews to Offer
% Interviews to Placement
% Offers to Placements
% Offers to Fallout
January-15 1.3 1.8 1.4 4.5 3.3 6.8 100.0% 72.2% 92.3% 84.6%
February-15 2.6 4.4 1.7 8.2 0.3 11.0 14.1% 2.6% 18.2% 36.4%
March-15 2.0 3.2 1.6 6.5 3.4 11.9 80.8% 51.9% 64.3% 23.8%
April-15 1.7 2.9 1.7 6.2 2.8 15.0 82.0% 44.0% 53.7% 24.4%
May-15 1.7 2.6 1.5 5.8 3.4 12.8 70.0% 67.5% 96.4% 14.3%
June-15 1.6 2.5 1.5 5.9 2.8 11.4 66.7% 40.7% 61.1% 11.1%
July-15 1.5 2.2 1.4 5.2 5.5 18.1 104.2% 91.7% 88.0% 24.0%
August-15 1.6 2.4 1.5 5.7 1.8 18.4 44.4% 19.4% 43.8% 18.8%
September-15 1.6 2.3 1.4 5.7 4.8 13.5 52.9% 55.9% 105.6% 27.8%
October-15 1.7 2.2 1.3 5.4 5.8 18.9 50.0% 52.3% 104.5% 9.1%
November-15 1.7 2.3 1.4 5.2 5.3 7.8 58.6% 36.2% 61.8% 26.5%
December-15 1.7 2.2 1.3 5.0 4.5 15.4 67.3% 69.2% 102.9% 31.4%
January-16 1.8 3.5 2.0 6.1 2.8 5.6 57.1% 28.6% 50.0% 32.1%
February-16 1.8 2.5 1.4 4.3 5.1 9.1 54.5% 50.5% 92.7% 18.2%
March-16 1.9 2.8 1.5 4.3 3.5 10.4 48.0% 28.5% 59.3% 10.2%
April-16 1.8 2.4 1.3 3.6 6.3 6.3 63.3% 64.3% 101.6% 12.9%
May-16 1.7 2.2 1.3 3.5 4.3 11.8 74.2% 65.2% 87.8% 4.1%
June-16 1.7 2.1 1.2 3.4 4.0 9.6 75.0% 83.3% 111.1% 11.1%
Ratios and Averages - Accumulative YTD Conversion Ratios - Month to Month
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Division Metrics – Lastly I keep track of month to month as well as year to year averages
Rolling Averages
2015 - Averages
2016 - Averages
June-16 Category of Measurement
ACTIVITY METRICS - VOLUME:182.6 49.4 449.0 747.0 # Applications
RESULTS METRICS - OUTCOMES:108.3 100.5 124.0 102.5 # of FT Interviews72.7 69.6 78.8 71.0 # of Offers61.5 58.4 67.6 60.0 # of Placements1.8 0.0 5.3 19.5 Pending Contracts9.6 9.0 10.7 4.0 # of Fallouts
RATIOS:1.6 0.5 3.8 7.3 # of Applications for 1 Interview2.4 0.7 5.8 10.5 # of Applications for 1 Offer2.9 0.9 6.7 12.5 # of Applications for 1 Placement1.5 1.5 1.6 1.4 # of Interviews for 1 Offer1.8 1.8 1.8 1.7 # of Interviews for 1 Placment1.2 1.2 1.2 1.2 # of Offers for 1 Placement4.7 5.1 3.9 4.3 # of Openings for 1 Placement117 126.6 98.8 119.5 # of FT openings over 120 Days
43.0% 44.8% 39.0% 46.8% % of FT openings over 120 Days58 63.6 47.5 39.0 # of Accounts < 80% Recruited
29.9% 31.4% 26.6% 22.3% % of Accounts < 80% Recruited
AVERAGES:5.1 4.9 5.4 4.7 Avg # of Offers per recruiter4.3 4.1 4.6 4.0 Avg # of Placements per Recruiter
10.9 11.5 9.8 8.1 Avg Days Offer to Placment - Total10.5 10.5 10.4 7.4 Avg Days Offer to Placement - ED12.1 13.8 8.7 9.5 Avg Days Offer to Placment - IPS19.0 19.8 17.5 17.0 Avg # of Openings per recruiter7.6 7.1 8.5 6.8 Avg # of Interviews per recruiter
14.4 14.3 14.5 15.0 Recruiter FTEs
CONVERSIONS:59.32% 27.62% 13.72% % Application to FT Interview67.08% 69.28% 63.51% 69.27% % FT Interview to Offer56.74% 58.13% 54.50% 58.54% % FT Interview to Placement13.19% 12.99% 13.54% 5.63% % of Offers to Fallouts
TRENDING AVERAGES
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Questions?