Career and Life Planning Guidebook for Medical Residents

medical group administrator, a chief medical officer, or even the board of directors. Even if there are multiple decision-makers, identify and speak with the person who has the strongest ability to influence the outcome. If you are not sure who this person is, you can discretely ask your point contact (third-party physician recruiter and/or in- house physician recruiter) who is responsible for determining compensation. It’s much easier to negotiate directly with the decision-maker rather than working through multiple layers in an organization (see chart below). Physician Recruiters Director of Physicians Recruitment Chief Executive Officer Chief Medical Officer Compensation Committee Board of Directors Approve, decline, or modified terms However, if the final decision is made by a com- pensation committee or the board of directors, direct negotiation will be improbable at best. In this case, try to discuss your compensation priorities with the person who presents your information to that group. Deciding How to Deliver Your Desired Terms Although negotiating face-to-face with the decision maker can be effective, in most cases, it may not be feasible due to your schedule and proximity to the employer. But the most important reason may be time. The sooner you start negotiations after an interview, the better your chances are in securing the position and your desired terms. In the world of physician recruitment, time is money, and the longer you wait to negotiate, the more likely the employer will fill the position with another candidate. If you are unable to negotiate in person, schedule a phone call to present your proposed terms. Once you’ve discussed your priorities and terms, email a summary of your conversation as a follow-up that can be forwarded to others involved in the decision- making process. The Art of Physician Negotiation 301 WWW.PHYSICIANCAREERPLANNING.COM