Building a Practice, Not Just Making Placements
Most recruiters think they’re in the placement business. They’re wrong. They’re in the relationship business – they just haven’t realized it yet.
I’ve spent years recruiting in the medical field, and here’s what I’ve learned: the tools, databases, and platforms are just table stakes. The real difference-maker? It’s the systems you build around relationships.
Think about how great doctors build their practices. They don’t just treat symptoms and send patients on their way. They build relationships, maintain detailed records, and follow up consistently. That’s exactly how we should approach medical recruiting.
Here’s what this looks like in practice: Every Friday morning, my calendar reminds me to update clients. Not because I need something, but because consistent communication is the foundation of trust. It’s like regular check-ups – you don’t wait until something’s wrong to do them.
We use a 12-question intake process for new clients. Overkill? Hardly. Just as a doctor wouldn’t prescribe without a proper examination, we can’t recruit effectively without understanding the full picture. This systematic approach means we can answer candidates’ first five questions before they even ask them.
The magic happens in the follow-through. We’re not just throwing resumes over a wall – we’re building an ecosystem. Our referral network generates 90% of our business, but that’s not by accident. It’s the result of treating every interaction as part of a longer story.
Yes, we use all the specialized tools – Practice Match, Doximity, state databases. But tools without systems are like having a fully equipped OR with no surgical plan. The real value comes from how you integrate these tools into a coherent practice.
Here’s the truth: medical recruiting isn’t a sprint, it’s more like practicing preventive medicine. Some placements take 6-12 months. During these extended cycles, our systems keep relationships healthy through consistent communication, value-added consulting, and strategic patience.
The best part? When you build systems around relationships rather than transactions, you create something that compounds over time. Each interaction strengthens your practice, just like each patient interaction builds a doctor’s expertise.
Most recruiters are still writing prescriptions for quick fixes. Build a practice instead.