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Coming to an Agreement
Amy Saraiya
Adaptability is a characteristic much touted in the locum tenens industry, and for good reason. Still, when it comes to contracts and other practical issues, there is room for negotiating a physician’s preference.
Many facilities looking to fill locum tenens positions require phone interviews as a way to sift through a pool of candidates while curbing costs and saving time. What’s the best way to prepare for and carry out a successful interview?
Because locum tenens placement is a process largely based on a physician’s preferences (such as geographic location, specialty, and duration of employment), any pending negotiations once a position is offered are usually simple and straightforward. Ultimately, the three parties involved—the physician, the recruiting agency, and the client organization—are working toward the goal of filling a position.
From a physician’s perspective, important issues that may merit discussion include location, duration of employment, pay rate, call schedule, and travel/housing arrangements. However, geographic location is largely nonnegotiable; fortunately, the physician’s preferred locales are usually discussed with a recruiter prior to initiation of the process, and it is one of the main details a recruiter keeps in mind when matching a physician with an opportunity.
Likewise, preferred duration of employment is discussed with a recruiter at the beginning of the search process. If the length of the contract does not match your expectations, there may be other options. For instance, if a contract requires a longer commitment, you may be able to negotiate working for some of the time with the understanding that the client would hire another locum tenens physician for the remainder of the engagement.
Pay rates, often a difficult subject to broach, are sometimes negotiable as well. If your agency has a positive relationship with the client organization, they may have more flexibility to request a pay increase on your behalf. More importantly, pay rates are determined by location and demand of the specialty. If you are willing to work in locations where it is typically difficult to place physicians in emergency settings, you may be able to negotiate a better salary.
Due to the temporary nature of a locum tenens position, on-call schedules may vary from a physician’s regular routine. However, given the demanding and erratic nature of emergency medicine, most ED physicians are already accustomed to working varied shifts. Adaptability, particularly in this area, may help you successfully negotiate other points (such as pay or housing accommodations).
Most locum tenens physicians negotiate logistics such as travel and housing arrangements. Think about your priorities before undertaking a locum tenens engagement, and make sure your recruiter knows about them early on. Details such as whether you intend to travel with a spouse, children, or pets and whether you prefer an apartment to a hotel should be discussed with your recruiter as soon as possible. If you have any other specific requirements, make them known from the beginning. Negotiating these logistics can be very difficult when they are introduced at the end of the process.
Remember, the key to personalizing your locum tenens experience is being open and honest with your recruiter from the start about your needs and expectations. Once a contract is in the picture, be sure to review it carefully and voice any questions or concerns you may have. If you intend to negotiate any points, address the most critical first and try to be flexible on the others. Finally, don’t be afraid to ask for what you want—being adaptable is certainly key during a locum tenens engagement, but your needs are also important.
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