Healthcare staffing | Change into a agency suppliers wish to work with

Become an agency providers want to work with Insights from today’s healthcare staffing leaders

Healthcare staffing companies are dealing with a variety of challenges in at the moment’s market, together with a scarcity of certified suppliers, growing competitors, and rising prices. With the intention to succeed on this atmosphere, staffing companies must concentrate on differentiating themselves from the competitors and offering a superior expertise for each shoppers and suppliers.

Put merely, healthcare staffing companies should “work day by day to be simpler to do enterprise with,” in line with Brendan Courtney, President and CEO of HealthTrust Workforce Options.

Learn on for insights on methods for maximizing returns by means of streamlined operations that Courtney, Jason Niad, Vice President, Product – Healthcare at Bullhorn, and Lynne Gross, President of RNnetwork, shared at this 12 months’s Healthcare Staffing Summit, hosted by Staffing Business Analysts (SIA).

Understanding the present state of healthcare staffing

The healthcare trade is experiencing a re-shuffling of the deck, presenting staffing companies with a singular alternative to emerge as leaders out there. Niad highlighted the market’s development from 2022 to 2023, emphasizing that whereas some might understand a downturn, the truth is a bigger market with ample alternatives. 

“Normalization of {the marketplace} is important,” Courtney added. “2022 income ranges weren’t sustainable for the healthcare trade. As [SIA] shared, final 12 months, 63% of hospital techniques misplaced income. We want hospital income to get wholesome. As our income goes up, that’s an expense line for a hospital system. You’ll be able to choose any of these 4 (Journey, Per diem, Locum tenens, or Allied) for diversification; there’s loads of alternative it doesn’t matter what verticals you wish to discover.”

So, how can staffing companies navigate a altering market, rising expertise calls for, and elevated prices? It’s all about relationships and the supplier expertise, says Gross. “We’re leaning extra into our consumer relationships and tier one shoppers. RNN is prioritizing consumer wants with our ‘recruit to fill’ technique, which permits us to determine high quality suppliers and scale back time to fill.”

Doubling down on digital transformation

One of the vital ways in which staffing companies can differentiate themselves, streamline operations, and maximize returns is thru digital transformation. By investing in the proper expertise, staffing companies can enhance the effectivity and effectiveness of their operations, optimize the candidate and consumer expertise, and acquire a aggressive benefit.

“Digital transformation is large. Staffing is evolving shortly to fulfill the wants of suppliers and shoppers, and it’s one thing they’ve began to take a position closely in the previous few years. Know-how is central to bettering the candidate expertise,” stated Gross.

Healthcare staffing companies should make it straightforward for suppliers to draw, retain, and redeploy expertise whereas lowering prices. This implies having an omnichannel strategy to fulfill suppliers the place they’re and automating or streamlining touchpoints and processes like resume screening and scheduling interviews.

Courtney added, “I couldn’t agree extra concerning the significance of digital transformation. Nomad, Aya, and Trusted are extremely popular. The Vivian job board didn’t exist a couple of years in the past, and now it’s the highest place [providers] go to search for jobs. Cut back friction along with your candidate base to make it straightforward for clinicians to seek out jobs within the trade.”

Supporting every section of the expertise journey along with your tech stack

In Bullhorn’s 2023 GRID Expertise Developments Report, we confirmed that each stage of the recruitment cycle impacts the candidate expertise and, consequently, expertise’s willingness to proceed working with a staffing agency. 

Which means staffing companies want to contemplate how their tech stack can enhance or remodel every Second That Issues to make sure the recruitment course of is as seamless as doable for the supplier, the recruiter, and the consumer.

Moments That Matter, Connected Recruiting

Expertise Lead

The current modifications in healthcare staffing usually are not restricted to issues like rising prices and extra consumer calls for. Suppliers are additionally altering their expectations and desires in the course of the job search, favoring extra self-service choices to allow them to seek for a brand new alternative on their phrases. 

Courtney defined, “The most important modifications which have taken place is that individuals typically, not simply healthcare of us, need extra entry to self-service. They need to have the ability to do issues extra on their very own. It’s like how journey companies don’t exist anymore as a result of airways made it really easy to purchase your tickets on-line, proper?”

Self-service choices make it simpler for suppliers to discover a new function and assist recruiters handle the recruitment course of at scale, typically leveraging automation or AI instruments to optimize the method. 

No matter expertise or methods, consistency is essential for attracting high expertise, says Gross. “Consistency is of the utmost significance for offering glorious service. Just a few years in the past, we launched a buyer excellence program. From the second somebody is employed, they’re onboarded with sure touchpoints, and we’ve outlined what expectations are all through the supplier journey. And [recruiters] are held accountable to these expectations, and we reward and acknowledge high performers. We additionally monitor and measure progress by means of NPS.”

Applicant & Candidate

To maintain up with altering supplier wants, particularly how they desire to be contacted throughout their job search, healthcare staffing companies ought to contemplate adopting an omnichannel strategy to interact suppliers successfully. This entails understanding when to make use of automated messages or a self-service platform relying on supplier preferences.

“For per diem, and, to a lesser extent, journey nursing, now we have an app. 60% of shifts are despatched by means of the app, and suppliers get a notification, after which, with a click on of a button, they will settle for a shift. It frees up producers to concentrate on different actions,” defined Courtney.

Courtney’s group additionally has success with different modalities, like texting, to attach with per diem suppliers. Gross’s group makes use of Bullhorn Automation to ship messages at scale, and they’re within the means of evaluating AI.

“AI is basically thrilling,” stated Gross. “We’re within the infancy. How does AI resolve issues that could be too pricey to unravel? Or issues that aren’t impactful sufficient for people to unravel? We’ve a group investing on this due to AI’s many efficiencies and fast wins, similar to just-in-time issues like job descriptions, profile summaries, analysis, and content material.”


The credentialing and compliance course of – a core element of healthcare staffing – has considerably modified over the previous few years. One of the important modifications is the usage of expertise to streamline the method and make it simpler for suppliers to work with healthcare staffing companies.

These core processes are distinctive to healthcare staffing companies and might typically trigger delays and friction in the course of the course of. Courtney defined, “Credentialing is what makes healthcare staffing totally different from different staffing verticals. I believe the trade wants credentialing consolidation in order that credentials will be shared extra simply throughout well being techniques and staffing corporations. I additionally suppose that, as an trade, ultimately, there will probably be credentialing standards which can be shared throughout well being techniques. It’s so laborious to get employed from one agency to a different simply due to the burden of credentialing and managing the sheer quantity of what a nurse should do to get employed.”

Niad emphasised the necessity for an built-in workflow to remodel the credentialing course of additional: “You need your credentialing and compliance group to reside in a single system and drive as a lot of the workflow in a single central view.”

Simply as vital as sustaining compliance and up-to-date credentials is the necessity to pay suppliers on time and precisely. Errors throughout this section of the supplier journey will be pricey and lead to a poor expertise for suppliers and shoppers.

Right here, staffing companies ought to look nearer at their tech stack to uncover methods to remodel this important section. “Because of our partnership with Bullhorn, we’ve built-in with BTE (Bullhorn Time & Expense) and Workday,” Gross added. “It has dramatically impacted the supplier expertise and streamlined the billing course of for our shoppers. It’s been an enormous win, win, win for our inside group, our shoppers, and our suppliers. And it actually permits for scaling up.


Alumni are a precious useful resource for healthcare staffing companies as they are often redeployed into a brand new function, present referrals for brand spanking new candidates, and function ambassadors for the agency. Staffing companies ought to keep in contact with their alumni and preserve them up to date on the most recent information and enterprise developments.

Nonetheless, many within the trade aren’t tapping into this pool of certified expertise, in line with Courtney. “We don’t do nearly as good of a job as an trade as we should always at sustaining good, fixed relationships. All of us have a whole lot of 1000’s of candidates in our database, none of whom are working for us,” stated Courtney. 

Making this occur for your complete supplier pool will be tough with out the proper expertise. Gross explains their strategy: “We use Automation to assist us with checking in, redeployment, and win-back campaigns. It helps recruiters to know when, the place, and how you can interact. We’ve a loyalty program to encourage suppliers to stick with us.”

A healthcare agency’s tech is just nearly as good because the technique, course of, and other people behind it. It’s essential that companies construct a relationship-driven tradition inside their agency to encourage recruiters to nurture these relationships even after a supplier’s placement has ended. Suppliers wish to work with staffing companies which have positioned them in the proper function, so companies that capitalize on this could higher stand out towards the competitors.

Courtney defined how his group approaches redeployment and nurturing consumer relationships: “It’s considerably formulaic. We prepare recruiters to remain in contact with the nurse throughout their 13-week task. They’re additionally speaking to the ability to see in the event that they wish to prolong one other contract with that supplier. We monitor the place our candidates come from, and our high supply of candidates is referrals.


Be taught extra concerning the tendencies and matters shaping the healthcare staffing trade.

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