May 19, 2013

Insane Bottleneck Limits Residencies

Dr Peter Stanos Physician Shortage

Dr. Peter Stanos, PSA President

130,000 Doctors Needed by 2025

We already have a shortage of doctors in the United States and millions more Americans will soon have health insurance to cover trips to the doctor. What President Barack Obama’s health-care overhaul, the Affordable Care Act, doesn’t remedy is the dearth of residency openings.

While medical schools work to admit and train more doctors, the residency programs physicians MUST go through are at the same number that existed fifteen years ago. Here are some of the juicier excerpts from a Bloomberg article published this weekend:

The residency programs to train new doctors are largely paid for by the federal government, and the number of students accepted into such programs has been capped at the same level for 15 years. Medical schools are holding back on further expansion because the number of applicants for residencies already exceeds the available positions, according to the National Resident Matching Program, a 60-year-old Washington-based nonprofit that oversees the program.

The bottleneck will likely affect efforts at health-care reform, spreading doctor shortages that now largely affect rural communities to all parts of the country in the next decade. Patients will probably have to wait to see doctors if they can find room at all, undermining the prospect of cutting health costs through more preventative care.

“The training programs know that they are not now able to train the numbers of physicians that are going be needed,” said Tom Price, a Republican congressman from Georgia. “We need to be proactive on this as opposed to reactive. We’re actually already later than we should be in addressing the issue.”

The 2010 Affordable Care Act’s insurance expansion takes effect at a time when the U.S. has 15,230 fewer primary-care doctors than it needs, according to an Aug. 28 assessment by the Department of Health and Human Services. The Association of American Medical Colleges predicts the shortage, including specialists, will climb to 130,000 by 2025.

Of course, now is not the best time to be asking Washington to spend billions of dollars or to expect politicians to make tough decisions. Neither government funding nor private funding is near adequate.

“The problem is the structure of the program is no longer adequate,” said Price, who is also an orthopedic surgeon, in a telephone interview. “What we need I believe is fundamental reform of the funding stream.”

The influx of as many as 30 million new patients into medical offices starting in 16 months with the health-care law is igniting the debate over training doctors. Medicare now funds more than 75 percent of doctor residencies, a level capped by Congress in 1997.

In the U.S., medical students must undergo a residency at a teaching hospital of three to seven years, depending on their specialty, according to the American Medical Association. During this time, they train under the supervision of other doctors as a prerequisite to board testing that certifies them to practice on their own.

Many of these numbers and estimates were put together before the Affordable Care Act. As a matter of fact, when the residency cap was set, the American Medical Association was predicting a “surplus” of physicians.

The existing shortage is based on an ideal of roughly one primary-care physician for every 2,000 people, according to the health department’s Health Resources and Services Administration, which seeks to boost access to medical services.

Estimates of future shortages calculated before passage of the Affordable Care Act “obviously couldn’t be aware of all the changes that were put in play,” Ed Salsberg, who directs the health department’s National Center for Health Workforce Analysis, said in a phone interview. “There is a real need for new estimates that take more recent developments into account.”

When Congress capped Medicare-funded residencies, policy makers thought the U.S. had an excess of slots and wouldn’t need more doctors in the future because “everyone believed the health care system was going to change radically” with the advent of managed care, Grover said. That never happened.

PSA Partners agree with me that physicians and surgeons are going to be sought after, coveted, paid well and recruited hard for years to come. If you agree, request a PSA Partner Briefing and contact our office at 800-965-1620 to learn more.

Dr. Peter Stanos

 

If you had to, how would you eat an elephant?

Probably, one bite at a time.

PSA Partner eating an elephantSo, where do I begin? What do I do first? These are important questions when you start a business. Not to mention, what do I do second, third and so on?

Within a week or two of signing up, both PSA Partners, and their Candidate Recruiters, know just enough to be dangerous:

Partners know how to deduce the selling points of an assignment, how to edit their Recruiter’s scripts, how to order candidate leads, and most importantly, how to take the pre-screened candidate from their Recruiter and move them towards interview.

Recruiters know how to canvass candidates all day, get them interested, perform an initial screening and schedule a second call for the Partner.

Of course, we’re not trying to make them perfect at search before they start generating revenue as it really is a “chicken vs. egg” scenario. Instead of being in the “classroom” for months before making money, we roll out the training for our unique approach to healthcare and medical search at a pace that let’s you start working on projects in your first week or two.

We accomplish this by doing some key pieces for you initially and providing you with:

  • Contracted search assignments
  • Recruiters to make initial calls
  • Candidate leads for Recruiters to contact

It is a matter of “first things first” with the concentration on revenue. Not so much to benefit the Partner, more to capture the total commitment of your Recruiters. While your team generates candidates for active positions, you can learn client development, marketing and management procedures.

The idea of “leverage” is at the core of the PSA business model as Partners manage their teams. The Recruiter makes 90-100 calls a day to candidates, with the goal of finding three or four quality candidates for the Partner to speak with.

As a PSA Partner, you are leveraging their time and effort as you are talking with the three or four that are interested, NOT the other 97. This is replicated, over and over, with multiple Recruiters.

Over the past few weeks, a handful of PSA Partners (and the Recruiters we assign to them) have started initial operations with our “Physician Search” group.

Their first objective has been to learn the basics so they can start working on open search assignments for physician positions. These are contracts with hospitals and healthcare systems that have agreed to pay a specific search fee ($20,000 to $50,000) when they hire one of the physician candidates referred by a PSA Partner.

PSA has hundreds of physician search assignments under contract and every new PSA Partner in the “Physician Search” group begins with ten or more. They also start with Recruiters that PSA recruits and trains for them.

New PSA Partners can sign-up any time next and be ready to participate in a revised “Physician Search” four-week training curriculum, starting on Monday, September 17th.

Not ready to join? If you haven’t done the steps below, that is understandable. In similar fashion to the enormity of starting a business, due diligence can be overwhelming too.

Sometimes when there is too much to do, we can simply put the entire thing off. We cannot let that happen with the individuals who choose to be PSA Partners. Don’t let it happen to you in considering the business. Instead, take it one step at a time:

  1. Read the PSA Partner Briefing
  2. Call us and get questions answered
  3. Interview with PSA Partners
  4. Speak with training staff to get answers
  5. Talk with Dr. Peter Stanos
  6. Review PSA contract

At the end of that process, you’ll know whether or not becoming a PSA Partner is the right fit for you. Call us anytime at 614-300-1103.

What Doctors Want Today: A Life

Associated Press Medical Writer, Lindsey Tanner, wrote an article that was published yesterday in the Washington Post, the Boston globe and others.

The story highlights the newest generation of doctors and what motivates them. Not surprisingly, she found they “embrace technology and teamwork. They like electronic medical records and smartphone apps. And they like sharing the load with other doctors on the team.”

This is relevant for PSA Partners participating in our “Physician Search” curriculum where they have access to more than 600 contracted search assignments for doctors. Here’s an excerpt:

Nasiri, 32, is a medical resident at the University of Oklahoma in Tulsa. He likes the idea of working in a large health plan group where doctors, specialists and other medical staff work as teams, with easy access to patients’ electronic medical records. That kind of setup is more likely to be ‘‘wired’’ than smaller practices, and Nasiri can’t imagine working without his iPad.

‘‘The older guys carry around little pharmaceutical books’’ when going room-to-room visiting hospitalized patients, Nasiri said. He thinks that’s less efficient than being able to quickly view patients’ electronic charts and online drug information.

Wen, 29, will soon finish a residency in emergency medicine at Harvard-affiliated Brigham and Women’s Hospital and Massachusetts General Hospital. She’s also a newlywed whose husband is an information technology project manager.

‘‘I want to have a balanced life that includes having time for my family,’’ she said.

She chose emergency medicine because the hours are more flexible than those of primary care doctors. That will allow her to work part-time in the ER and follow her other passions — teaching, research, writing and blogging about empowering patients to get the best medical care.

Wen finds her smartphone as handy as her stethoscope. Its apps help her quickly figure out proper medicine doses for critically ill patients, or translate medical instructions for Spanish-speakers. That means she doesn’t have to wait for a hospital translator to arrive, and she thinks it makes patient care safer.

The PSA “Physician Search” program is concentrated on targeting doctors in small practice groups and attracting them to the 600 plus hospital assignments PSA currently has. Like the young doctors referenced in the article, physicians are increasingly attracted to what working at a hospital or within a health system has to offer.

Peter Stanos Associates is conducting a special four-week “Physician Search” Training Curriculum, starting this Monday, September 10th.

If you are interested in becoming a PSA Partner and participating, contact our office today at 614-300-1103.

500 Physician Positions that Need to be Filled – Now

Jerry Donahoe PSA Partner

Jerry Donahoe, PSA Partner

Jerry Donahoe is a PSA Partner and he just closed a contract to fill over 500 physician openings. His client is a large healthcare system with more than 100 locations.

Jerry used the Peter Stanos Associates “Prorated Search Billing” method to secure these physician search assignments under attractive terms.

Prorated Search Billing allows the PSA Partner’s sales team to defer questions on search fees while they first dig into the details of the client’s need. Instead of being commoditized, the Partner’s salespeople are able to determine the real business implications and customize solutions. All before defining cost.

“These are all $20,000 fees, with $10,000 paid when the physician accepts the offer and the other $10,000 paid on the start date,” says Mr. Donahoe. “This type of attractive payment terms, with multiple positions is all a byproduct of the PSA Prorated Search Billing process.”

Mr. Donahoe’s physician assignments are for a variety of specialties. PSA is pleased to announce that Jerry will be making many of thee positions available to new PSA Partners participating in a special “Physician Search” training session starting next week.

New PSA Partners will be able to work on these assignments, and others, with the help of the support staff at Peter Stanos Associates, as part of the “Physician Search” curriculum.

The four week program is designed to take advantage of the hiring spree hospitals and larger practice groups are engaging in. New PSA Partners will have the ability to systematically target physicians in smaller practices, as they are increasingly under financial pressure.

“We are excited about the Physician Search program and the accelerated pace new Partners will be on,” states Dr. Peter Stanos, President of PSA. “It really puts new Partners in the position to generate significant revenue quickly with their team of Recruiters and Salespeople.”

Call us today at 800-965-1620 if you would like to go through the PSA Partner Interview Process.

New Physician Search Trend, Training

PSA Physician search trainingSpecial Physician Search Strategy
Training starts August 13

Next week, Peter Stanos Associates will start a concentrated training curriculum, designed to take advantage of a recent trend in the recruitment of physicians.

As PSA referenced in a recent post, reports indicate that small private practice groups (1-5 physicians) no longer have an economically feasible business model. At the same time, hospitals and larger groups want to absorb these physicians (i.e. hire them) to promote their own growth.

Problem is, not all solo physicians and small practices have thrown in the towel. It is daunting for these larger employers to target, contact and convince physicians to leave the practice they own.

Dr. Stanos and some of our established Partners have developed a highly effective system for exploiting this trend. It includes a defined strategy for contracting with hospitals, healthcare systems and larger practice groups to recruit the docs they want, along with a proven method of locating and securing the desired physicians.

PSA Partners participating in this special group benefit from having physician search assignments to work and initial training that positions them to capitalize on this trend.

“What a lot of people don’t realize is that when you can produce physicians for a hospital or physician group, you somewhat have it made,” states Dr. Peter Stanos, the president of PSA. “All revenue within healthcare starts with a doctor and successfully recruiting docs for a client puts you in a great position to get other business from the facility.”

There is a similar benefit in placing “physician extenders” with the physicians that a Partner’s recruiting team talks to. These are Nurse Practitioners and Physician’s Assistants who can do much of what a doctor does and they are increasingly sought after.

The special physician search training that starts August 13th will also position new Partners to pick up Nurse Practitioner search business as well.

If interested in learning more about becoming a PSA Partner, here are some steps you can take:

If you have ongoing interest we have an interview process we ask every Partner to go through that includes speaking with existing Partners and with Dr. Stanos.

An article last week in the New York Times should get your attention.

It focuses on the physician shortages that exist now and how much, much worse access to care will be going forward.

For instance, in Southern California the ACA (Affordable Care Act) will extend insurance coverage to 300,000 more people by 2014. As indicated in the article, local health experts say there won’t be enough doctors to meet the area’s needs, because there are not enough now.

In fact, the Association of American Medical Colleges estimates that in 2015 the country will have 62,900 fewer doctors than needed. That will more than double by 2025, as the expansion of insurance coverage and the aging of baby boomers drive up demand for care. Even without the health care law, the shortfall of doctors in 2025 would still exceed 100,000.

Here are some numbers to consider referenced in the article:

The ACA will take full effect in 2014, extending coverage to about 30 million Americans.

It takes 10 years to train a physician.

The US has shortages of every kind of doctor, except plastic surgeons and dermatologists.

A government council recommends that a given region have 60 to 80 primary care doctors per 100,000 residents, and 85 to 105 specialists.

Less than 50% of primary care clinicians were accepting new Medicaid patients as of 2008.

The expansion of Medicaid accounts for more than one-third of the overall growth in coverage from the ACA.

Across the country, a factor increasing demand, along with expansion of coverage in the law and simple population growth, is the aging of the baby boom generation. Medicare officials predict that enrollment will surge to 73.2 million in 2025, up 44 percent from 50.7 million this year.

A third of the country’s doctors are 55 or older, and nearing retirement.

The proportion of medical students choosing to enter primary care has declined in the past 15 years, as average earnings for primary care doctors and specialists, like orthopedic surgeons and radiologists, have diverged. A study by the Medical Group Management Association found that in 2010, primary care doctors made about $200,000 a year. Specialists often made twice as much.

The health care law increases Medicaid’s primary care payment rates in 2013 and 2014. It also includes money to train new primary care doctors, reward them for working in underserved communities and strengthen community health centers.

Provisions in the ACA are expected to increase the number of primary care doctors by perhaps 3,000 in the coming decade. Communities around the country need about 45,000 now.

Read the entire New York Times article on physician demand.

Physician practice groups searching for top Nurse Practitioner talent (Dr. Peter Stanos)

Specialty physicians in areas like cardiology, orthopedic surgery, obstetrics/gynecology, dermatology, psychiatry, oncology and rheumatology are all looking to expand. However, they are not doing so with the traditional “hire a physician” growth model. Instead, physician practice groups are using search firms like Peter Stanos Associates and PSA Partners to locate, recruit and secure Nurse Practitioners (NPs) and to a lesser degree, physician’s assistants (PAs).

The reasons are simple and straightforward: there are not enough doctors available on the market and those than can be had are too expensive. It all comes down entirely to economic realities.

There is growing difficulties for doctors in expanding their practices (they can’t find doctors) and increasing the number of patients their private practice is able to see. In this video interview excerpt, Dr. Peter Stanos, the president and founder of Peter Stanos Associates, explains the business forces behind this dramatic healthcare hiring trend and how PSA Partners seek to take advantage of it.

Bottom line: a physician can look to recruit a doctor and give up $300,000 to $500,000 annually to them, or the practice group can hire a Nurse Practitioner, pay her 25% more than what she’s making and only be out $120,000 to $130,000 annually. While doctors never would have gotten behind this trend seven to eight years ago, today patients are accepting of seeing a well trained specialty Nurse Practitioner before seeing the physician.

As the practice has proliferated, patients have become receptive, given the economic realities. The “well trained” Nurse Practitioner is the key and why so many doctors need help with attracting the right talent. As you might imaging, simply having a license and a pulse will not do when you are trying a Nurse Practitioner to see your patients in regards to oncology treatments.

Recognition of this trend has had a tremendous impact on the healthcare search operations of Peter Stanos Associates and PSA Partners.

PSA Partners receive extensive training in starting their own search business, learning a medical specialty, the pro-rated search billing process and how to manage the team of recruiters and salespeople that PSA puts in place for them.

Download a FREE Overview and Briefing of the PSA Partner offering.

Watch more video interviews with Dr. Stanos.

Nurse Practitioner and Physician Assistant Division

The Nurse Practitioner and Physicians Assistant Division at Peter Stanos Associates is a leader in placing these valued healthcare providers nationally. We have the ability to recruit and place top talent in a variety of critical roles within the healthcare and medical industry.

With an experienced physician as our President, Peter Stanos Associates has valuable insight when it comes to recruiting Nurse Practitioners and Physician Assistants. We understand current industry trends and the requisite “best practices” that allow physician practices and clinical oriented employers to succeed. This wisdom makes us not only a preferred search firm but also a strategic partner in helping bring the best and brightest talent to our clients’ business.

Regardless of your needs, our operating methods and unique approach to recruiting the best talent, has enabled us to deliver unparalleled results to any functional area, industry sector, level of position or geographic location.

Peter Stanos Associates has the tenure and the resources to help clients address these staffing challenges. We have a history of placing highly skilled NP and PA candidates at key institutions across the nation for select clients. We succeed because of the tremendous value we place on long-term client and candidate relationships.

Peter Stanos Associates has expertise in recruiting Nurse Practitioners and Physicians Assistants for positions in:

  • Acute Care
  • Adult Health
  • Family Health
  • Neonatal Health
  • Oncology
  • Pediatric
  • Mental Health
  • Women’s Health
  • Cardiovascular
  • Dermatology
  • Emergency
  • Hematology/Oncology
  • Neurology
  • Orthopedic
  • Pulmonology/Respiratory
  • Endocrinology
  • Gastroenterology

Physician Recruitment Division

The Peter Stanos Associates Physician Recruitment Division is expert in physician recruitment.

We are committed to providing superior, personalized service in order to provide physicians and organizations with a positive recruiting experience.

Dr. Peter Stanos practiced physical medicine and rehabilitation for twelve years before starting his own physician recruitment firm. Since then the firm has expanded into other areas of expertise. However, Peter Stanos Associates prides itself on its dominant ability to recruit and secure physicians in every specialty.

The entrenched client and physician relationships we possess make Peter Stanos Associates the search company of choice for:

  • Cardiology
  • Family Practice
  • Orthopedic Surgery
  • Obstetrics/Gynecology
  • Internal Medicine
  • Pediatrics
  • Dermatology
  • Psychiatry
  • Hematology/Oncology
  • Neurology
  • Neurosurgery
  • Rheumatology
  • Radiology
  • Surgery

At no expense to clients, we market extensively on the web to attract physicians, residents and fellows. We know which websites and marketing techniques (beyond job posts) will give your position the most exposure and provide the most effective means of reaching the best and most qualified career-minded physicians.

PSA can help develop personal and practice goals, assist in income negotiation and mediation and any other key assistance as needed. Our system of matching skills, career objectives and priorities with the position reflects your goal of optimum engagement and obtaining a long-term solution.

We spend a great deal of time with every physician, creating detailed candidate profiles through our recruiting and sourcing process. It allows for the best possible fit for your opening, taking into account:

  •     Professional/personal goals
  •     Income requirements
  •     Personal interests
  •     Spouse and family’s professional/personal needs
  •     Children’s educational needs
  •     Target practice opportunity

Practice profiling

Our knowledge of the physician recruitment space dictates a systematic approach toward every recruitment project. Before we conduct a search we ensure its’ successful completion by conducting a thorough interview of the healthcare organization to develop a practice prospectus, obtaining the information that will be needed to attract the right candidate:

Community information:

  •     Schools
  •     Economy
  •     Cultural and recreation opportunities

Practice description:

  •     Call schedule
  •     Reason for opening or need
  •     Compensation terms
  •     Necessary credentials
  •     Procedures performed
  •     Patient volumes
  •     Equipment
  •     Service area and population

Our Associates speak with numerous candidates to refine your selection process, matching your needs with those of the physician. PSA thoroughly screens every active physician CV we receive. It is a critical step toward gaining an accurate representation of physician education, experience and skills. Everything we learn is considered against what we learn in our fact finding phone interview process.

We believe the interview we bring you should be an affirmation of facts, not a discovery process. This is only possible with the hard work and due diligence of our Associates.

We work closely with every client and physician through the initial stages of placement to ensure complete engagement. We find small issues can be relieved before they become big ones, only when they are unearthed.

A big part of this philosophy is tied to our relationship building model, built around a successful and lasting hire.