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6 THINGS SUPPLIERS WANT IN A VMS/MSP AND WHY WE ARE LISTENING

When my colleagues and I formed HWL, there were a lot of spirited discussions around what constitutes a great VMS/MSP program. And yes, there were lots of different perspectives and opinions regarding the existing models in the marketplace, and about the functionality gaps that existed in available VMS systems. However, there was one area where there was universal agreement. Treat agencies with respect, listen, and be hyper focused on what is important to them. This may sound simple and obvious but having been in this business for over 20 years I constantly hear from suppliers that are frustrated with this or that MSP provider or VMS system because they feel like concerns aren’t heard and are treated like second class citizens. Having spent the first part of my career on the supplier side, I personally experienced this and remember that feeling. Not great.

Become a Preferred Supplier today!

So, we set out with a goal to get it right. When we dug deeper into it, we identified six areas that if well executed, would earn us the respect and admiration of suppliers of all stripes and in turn a highly engaged and productive supplier community to share with our clients. I'll share those with you now.

1.Helping suppliers open new doors

We have developed a preferred supplier program that encourages clients to use suppliers that are high performers. Because our VMS technology platform provides scorecards on vendor performance we can aggregate that data and be proactive in bringing high performing suppliers to the forefront in all of our accounts.  It’s not just enough to make a suggestion, we advocate for our preferred suppliers in a vendor neutral way letting the stats speak for themselves.  Join the HWL team and let your performance shine.

2.Guarantee protection of staff information

Unfortunately, candidate poaching is a real thing. And it’s the dirty underbelly of many of the largest MSP providers in the industry. As a result, many suppliers are hesitant to share information on their best staff or may choose not to participate at all. This hurts clients and dilutes the value of the MSP/VMS. We respect the hard work and effort that our suppliers put into recruiting quality talent and therefore we commit contractually to protecting supplier information and do not share proprietary data with other staffing suppliers.

Because we are vendor neutral and not an agency, and don’t provide staff, our programs provide a safe place for agencies to share candidate information with no fear of poaching. Furthermore, we pride ourselves on delivering the highest quality candidates in the market so making sure agencies submit the best of their best is important to us and our clients.

3.Give suppliers access to the client

When it comes to supplier engagement, HWL understands that consistent communication and acknowledgement of hard-working efforts goes a long way. Working hard on a job order and then watching a candidate submittal go into a black hole of darkness and silence is extremely frustrating. That is why we support open communication between the supplier and our client and recognize the importance of feedback.

We believe that keeping channels of communications open is good for clients and suppliers. Therefore, we provide our suppliers a variety of direct communication options depending on the client’s preferred communication protocols and the purpose of the communications.

Regardless of the level of communication a client wants to have with a supplier, at HWL we understand the importance of open communication and feedback. By making this a cornerstone of our programs we see great matches between clients and supplier staff. The better the communication the better the fit and ultimately the better the patient care.

4.Provide valuable data

We believe that market bench-marking can help suppliers improve their performance and that benefits clients and the suppliers themselves. That’s why we provide bench-marking tools to suppliers so that they can measure their relative performance against the competition including: market share, fill rate, time-to-fill, conversion rates, compliance performance, and more. 

5.Provide market competitive bill rates

As a result of our partnership with LiquidCompass, we have access to a variety of market based demand and hiring statistics, which we incorporate into our sourcing process to provide transparency and benchmarking of market rates.  As a result, both clients and suppliers benefit as suppliers are able to negotiate market competitive bill rates with clients that enables them to source high quality candidates, and clients benefit by having a large pool of vendors engaged to find candidates to fill their job orders without having to overpay.

6.Pay fast! Cash-flow is king

Our VMS is built with a state-of-the-art integration platform, so we can easily collect time data from agency and client systems. This speeds up the process for getting time and expenses approved which in turn generates error free invoices fast. By integrating with AP systems clients can process payments easily which means agencies get paid quick.

With a rapidly growing client base and a next generation VMS platform we are looking for high performing suppliers that want to be part of the team. Our VMS offers far and away the most user friendly and integration responsive interface which is why agencies and clients alike are raving about HWL. 

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September 26, 2018/By Jeff Niles
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Author: Jeff Niles

Jeff is Vice President of Sales for Healthcare Workforce Logistics and has been in healthcare contingent workforce management for over 15 years. Prior to joining HWL he was VP of Sales and Marketing at ShiftWise, one of the largest providers of VMS in healthcare installed in over 3,000 hospitals in 50 states and the UK.
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