Maj. Melissa Wardlaw, Cincinnati Medical Recruiting Center, swears in an applicant. Courtesy photo.
Taking
Care of Applicants; a Priority
By Maj. Melissa Wardlaw, USAREC, Cincinnati Medical Recruiting Center
March 31, 2015
Taking care of applicants should always be a recruiter’s number one priority. I believe this is especially true for medical recruiters who steer healthcare professionals to Army careers.
The Army is very good at taking care of Soldiers. We ensure they progress in both military and civilian education, conduct mandatory training courses, and that they are physically, mentally, and emotionally fit.
As recruiters, we must apply the same philosophy to our applicants and Future Soldiers. You must make a personal connection to be successful. Interpersonal relationships are absolutely critical in this business. Financial incentives are not the main reason a healthcare professional joins the military. They join for the opportunity to be a leader, for the professional rewards of conducting medical research, or simply for the opportunity to serve their country.
Once you conduct the initial appointment with the applicant, set up a time to meet the people who will influence the decision to enter the Army. Joining the military is a major life event and it is key in convincing the applicant and their family that the Army is the best career path. Recruiters can eliminate confusion and/or false information. Making a connection before you ask for a commitment is very effective. You do not want to be in the same category as a pharmaceutical representative.
While building the relationship, it is time to gather all necessary documents. I am going to use physicians as an example since they require a lot of documentation.
I hand hold physicians by gathering most of the professional documents myself. This not only helps the applicant, it also speeds up the process.
An efficient practice is to contact the Graduate Medical Education (GME) office at their hospital. It will have many of the documents you need such as professional privileges, malpractice insurance, residency/fellowship certificates, ECFMG certificate, etc.
Be a professional. Do your homework prior to an appointment and become familiar with career path and assignment opportunities, fellowship or other education opportunities, incentives, and any other important detail about that particular specialty. The applicant is already two steps ahead.
Physicians are excellent researchers and they are familiar with the Army based on presentations or e-mails they received while participating in premed clubs in undergrad/medical school/residency/etc. You want to look professional, knowledgeable and understand their needs and concerns. If not, they will dismiss you and find a branch that is knowledgeable -Air Force or Navy - or just forget the military altogether. Relax and be confident. These are confident people. You must be as well. If they show interest, continue to follow up.
Always do the right thing for the applicant, no matter what pressure you receive to make your center’s mission. If your center has a precision mission for a regular Army pediatrician and you have an applicant that wants to join the Army Reserve and is dual certified MED/PEDS, the right thing to do is to inform them of the Army Reserve internal medicine physician option. Then process the applicant based on their desires.
This will decrease declines, generate leads and have the applicant talking about you for years to come. Everyone remembers their recruiter. How do you want to be remembered?
By Maj. Melissa Wardlaw, USAREC, Cincinnati Medical Recruiting Center
March 31, 2015
Taking care of applicants should always be a recruiter’s number one priority. I believe this is especially true for medical recruiters who steer healthcare professionals to Army careers.
The Army is very good at taking care of Soldiers. We ensure they progress in both military and civilian education, conduct mandatory training courses, and that they are physically, mentally, and emotionally fit.
As recruiters, we must apply the same philosophy to our applicants and Future Soldiers. You must make a personal connection to be successful. Interpersonal relationships are absolutely critical in this business. Financial incentives are not the main reason a healthcare professional joins the military. They join for the opportunity to be a leader, for the professional rewards of conducting medical research, or simply for the opportunity to serve their country.
Once you conduct the initial appointment with the applicant, set up a time to meet the people who will influence the decision to enter the Army. Joining the military is a major life event and it is key in convincing the applicant and their family that the Army is the best career path. Recruiters can eliminate confusion and/or false information. Making a connection before you ask for a commitment is very effective. You do not want to be in the same category as a pharmaceutical representative.
While building the relationship, it is time to gather all necessary documents. I am going to use physicians as an example since they require a lot of documentation.
I hand hold physicians by gathering most of the professional documents myself. This not only helps the applicant, it also speeds up the process.
An efficient practice is to contact the Graduate Medical Education (GME) office at their hospital. It will have many of the documents you need such as professional privileges, malpractice insurance, residency/fellowship certificates, ECFMG certificate, etc.
Be a professional. Do your homework prior to an appointment and become familiar with career path and assignment opportunities, fellowship or other education opportunities, incentives, and any other important detail about that particular specialty. The applicant is already two steps ahead.
Physicians are excellent researchers and they are familiar with the Army based on presentations or e-mails they received while participating in premed clubs in undergrad/medical school/residency/etc. You want to look professional, knowledgeable and understand their needs and concerns. If not, they will dismiss you and find a branch that is knowledgeable -Air Force or Navy - or just forget the military altogether. Relax and be confident. These are confident people. You must be as well. If they show interest, continue to follow up.
Always do the right thing for the applicant, no matter what pressure you receive to make your center’s mission. If your center has a precision mission for a regular Army pediatrician and you have an applicant that wants to join the Army Reserve and is dual certified MED/PEDS, the right thing to do is to inform them of the Army Reserve internal medicine physician option. Then process the applicant based on their desires.
This will decrease declines, generate leads and have the applicant talking about you for years to come. Everyone remembers their recruiter. How do you want to be remembered?