ACCOUNTABILITY, TRUST & SERVANT LEADERSHIP

Competing Financially With A Candidate – Part 1

Part 1 –

I have had the opportunity to work with FQHC clients over the years and have always enjoyed helping those clients. A common hurdle that they face, as do many academic and other practices, is competing financially when making an offer to a candidate.  Sure, there are those candidates who are mission-minded or looking to give back (more on this later) or enjoy teaching, but more and more physicians are looking for the best salary that they can find. 

So, how do you compete in this environment if your salary is not as attractive as other offers?  Well, here are a few pointers that I have seen work over the years.

  • Start with a good objective evaluation of your opportunity. Understand your strengths as well as the areas that you may lag vs. competitors in the marketplace. Sure, this will likely include compensation but may include other areas as well. Some categories to consider include:
    • Benefit package – CME, PTO or vacation, malpractice insurance, retirement
      • I have a client that offers a 6% retirement match which can equate to $18k per year which is tax deferred…do you have an offering like this?
    • Salary – Is it guaranteed? For how long? Many salaries today are for 1-2 years and then wRVU compensation plan takes over.
    • Additional compensation – Is a productivity bonus available? Quality bonus? Supervision bonus? When is this bonus available to a new hire? Many times these bonuses aren’t available for 2 or more years so the impact to candidates is diluted.
    • Sign on/Commencement bonus? Retention bonus? Training stipend?
      • If you are a private physician group, these types of bonuses are where local hospitals often contribute to a group’s recruiting efforts. If you haven’t had those discussions with your local hospital, you should consider.
    • Educational loan repayment – Do you offer this? Are you eligible for NHSC program? Have you registered?  Many practices that are eligible for NHSC loan program have not applied.
    • Community- What does your community offer? Get input from people on your team who are not originally from the area.  Why did they move here? What do they like about living here? 
    • Region – Understand your overall region (roughly a 1-to-2-hour radius). Your community may be a small rural location, but access to
    • Patient/procedure volume expected – This impacts quality of life.
    • Call and coverage – Physicians look at call and coverage in terms of frequency as well as severity. How does your position compare?
    • Support – RN? NP/PA?

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Senior Director of Recruiting

Jason Spiece

Jason Spiece brings over 20 years of recruiting and consultant experience to the team. Many of those years are in the healthcare industry working with a variety of levels of professionals from entry-level to executives. He has a passion for physician recruitment, which has been the cornerstone of his career and success in helping families find the right fit nationwide. Jason brings a unique approach to recruitment that starts with listening to the needs and motivations of his candidates to ensure the right match is found for his candidates and clients.

Jason grew up in central Michigan and graduated from the University of Toledo as a scholarship athlete where a strong work ethic helped launch his career in the right path. He is the father of two young daughters and resides in the north Georgia area. He loves the outdoors and takes advantage of a multitude of recreational activities year-round.

DVP of Business Development

Tim Smith

Tim Smith has over 20 years of sales and marketing experience with more than 10 years in the healthcare industry. His knowledge of the industry, enthusiasm for relationship building, and drive to always keep the client his priority, makes him an invaluable asset to our team.

Tim prides himself on consulting and places an emphasis on building long-lasting, professional relationships. Tim excels through one of our JDHA values of Servant Leadership where Tim truly puts the needs of his clients before all else. Establishing a strong rapport with each client and understanding the exact needs of each business relationship is where Tim shines.

Tim relocated to Texas from Chicago in 2007. On his off-time, Tim enjoys sharing time with his wife, their 2 dogs and cat, or catching a sports game. On the weekends, you can often find Tim working on his golf game or coaching Minor League and Arena football in the Dallas area.

Business Administrator

Catherine Bremer

Catherine Bremer is J.D. Hawkins & Associates’ Business Administrator with over 5 years of Operations experience, 3 of which are in the industry. Catherine began her career in Accounting then expanded her knowledge to Payroll, HR, and Business administrative duties just to name a few. Catherine has previously won awards such as the People’s Choice Award and Operations winner for Accountability.

As a Partner of J.D. Hawkins & Associates, Catherine is on board to bring the founders’ visions to life and ensure smooth operations behind-the-scenes while supporting her colleagues on the front lines.

Catherine was born and raised in East Dallas, Texas, and attended Sam Houston State University. Catherine and her husband, Blake, reside in north Dallas with their three children, two dogs, and bearded dragon. On the weekends, you can find the Bremers spending time with family at the lake fishing, swimming, or just hanging out outdoors.

VP of Business Development

Jeremy Schultz

Jeremy Schultz has 20+ years of experience in healthcare. He has a broad national background working with health systems, hospitals, physician practices, federally qualified health centers, behavioral health groups, and government facilities.

As a partner of J.D. Hawkins & Associates, Jeremy brings a proven ability to cultivate and sustain relationships with C-suite decision makers, physician leadership, and industry thought leaders. He is passionate about helping organizations develop and implement effective provider succession, retention, and recruiting protocols that are based on research, market analysis, and a thorough understanding of each client’s unique set of systems and processes.

Jeremy grew up in Cedar Rapids, IA and graduated from the University of Northern Iowa. Jeremy and his son live in the Dallas/Ft. Worth area where he enjoys supporting his son’s love of playing bass guitar at venues throughout the metroplex.

EXECUTIVE VP OF RECRUITING

Mark Conley

Mark Conley is an executive leader with over 20 years of physician search experience. Mark began his career as a recruiter and was recognized as the National Recruiter of the year in 2001 for Merritt Hawkins, ultimately being honored as a member of the Recruiting Hall of Fame. He also served as a Vice President of Recruiting, leading the Southeast Recruiting team, where he oversaw the completion of hundreds of search projects. Mark is an alumnus of Herman Miller Inc. where he learned a client-centric approach to business.

As a Partner of J.D. Hawkins & Associates, Mark provides advice to clients and providers on topics ranging from structuring compensation packages and physician search process to partnership agreements and physician retention strategies, just to name a few. Mark lives through our values of putting the client’s and provider’s needs first and thus works to consultatively understand any challenges they face and find the best solution to address these challenges.

Mr. Conley was born in and raised in Chicago as well as in Michigan. Mark is a graduate of Alma College and the University of Notre Dame and is an avid fan of all Irish sports teams (Go Irish!). He and his wife, Lisa, have a son and daughter, and live in Forsyth County Georgia. In his free time, Mark is very active with coaching and attending his son’s baseball, football, and basketball games as well as his daughter’s soccer and basketball games.

COO

Jason Reavis

Jason Reavis has been a recruiter and consultant since 2002. He brings a unique perspective gained from his experience in education, serving the social, emotional and mental health needs of students. Having successfully recruited over 100 physicians and midlevel providers in a variety of settings, Jason brings the energy, knowledge and experience needed to successfully identify and secure the right candidate.

As one of the founders of J.D. Hawkins & Associates, Jason recognizes and appreciates that the role of a recruiter is about building strong and lasting relationships based on trust, integrity and tenacity. He treats every client as if it were his only one and embodies the values we hold dear at JDHA.

Jason grew up in North Carolina, graduated from NC State University and has found himself always pulling for the underdog! His wife, Jennifer, was born and raised in Texas. They have a son and a daughter and just recently moved to the Phoenix metro after having lived in the Atlanta area for 18 years. On weekends, you can find Jason cheering on his daughter in musical theater and his son in baseball!

CEO

Troy Fowler

Troy Fowler is an executive leader and veteran physician recruiter with over 20 years of physician recruitment experience. Having won many physician “Recruiter of the Year” awards, he is an expert at filling the most difficult searches. Additionally, Mr. Fowler has overseen thousands of client searches, leading sizable teams of recruiters with Merritt Hawkins in the Midwest, Southwest, and West Coast divisions. He has also recruited to every state in the country with the exception of a few states in the Northeast. He will listen, clarify, and then efficiently create a recruitment plan of attack that is NOT one size fits all.

As a co-founder of J.D. Hawkins & Associates, his goal is to get back to “the every search is different, personalized approach that treats clients as partners not a number.” True servant leadership is what JDHA is founded on and will be the reason clients will choose JDHA over and over again.

Mr. Fowler was born in South Carolina and raised in a small town in Iowa. He and his wife Lucy have one son and live in the country just north of Dallas. In his free time, Troy is very active in the CrossFit community.

President Emeritus

John D. Hawkins

Mr. Hawkins has over 30 years’ experience in Healthcare Consulting and Recruiting, and is a nationally recognized leader in Healthcare Staffing. His expertise includes strategic and operational management in Physician Recruiting and Business Development.

For the past 25 years, Mr. Hawkins was a Senior Vice President for Merritt Hawkins, involved in the daily management of Business Development and Recruiting for the Northeast and Southeast regions. He has personally overseen more than 20,000 permanent clinician and executive search assignments nationally.

As co-founder and President Emeritus of J.D. Hawkins & Associates, Mr. Hawkins has been instrumental in developing the mission, vision and culture of the organization. JDHA is founded on the principles of service to others; putting their clients’, providers’ and community’s needs above their own.

Mr. Hawkins was born and raised in Miami, Florida. He served 3 years in the United States Marine Corps and currently resides in Atlanta. Mr. Hawkins and wife Kim have four children.