Case Study

Hiring Physicians in New Markets

About Cano Health

For over a decade, Cano Health has been delivering top tier medical services in the state of Florida. Their CEO, Dr. Marlow Hernandez, founded the company in his final year of medical school with the mission to serve one location, Pembroke Pines, Florida. Residents there didn’t have access to the medical coverage they needed from traditional insurance networks and Cano Health set out to change that.

By 2020, Cano Health added twelve years of experience and 60-plus locations to their resume. They were changing patients’ lives not only in Pembroke Pines, but across the entire state of Florida. Cano hit 1000 employees delivering medical care visits to the tune of $350 million in annual revenue with their sights set on scaling nationally.

From 2017 to 2020, Cano Health grew over 7,000% and serviced more than 90,000 patients through 400+ medical provider affiliates. This rapid growth secured Cano Health’s position as the fastest growing Primary Care Provider in the US as awarded by Inc. Magazine.

Rated one of America's fastest-growing private companies by Inc. Magazine

Our mission is simple - to improve patient health by delivering superior primary care medical service, while forging a life-long bond with our members.

Cano Health

Challenges in Hiring Top Talent

In mid-2020, Cano and OpenLoop partnered to solve a prominent challenge in the delivery of medical care—hiring primary care physicians in new states.

With repeated success expanding in Florida, Cano’s team was filled with local experts who quickly determined patient population needs, identified the right locations for visits, and launched services to improve patient outcomes in new communities.

As they mapped out their first expansion into Nevada, they quickly identified some major differences. Finding physicians for primary care positions was extremely competitive, time consuming, and expensive.

“When we first started recruiting for a position in Las Vegas, we found that agency prices were almost four times more expensive than in Florida,” says Sara Irizarry, VP of the Nevada Market at Cano. “Due to the shortage of primary care providers in Nevada, our search was difficult. Our internal team just wasn’t having the success we experienced when recruiting in Florida.”

The average number of primary care physicians per 100,000 people in the U.S. is 159.6, according to the United Health Foundation’s 2019 “America’s Health Rankings” report. Nevada is ranked 48/50 on this list with a health score of 107.4.

Demand to Hire Fast

After three months of searching, Cano turned to OpenLoop to help fill vacancies in their Nevada clinics.

“We knew we had the tools and the team to fill the positions quickly,” says Dr. Jon Lensing, CEO and Co-Founder of OpenLoop, “As medical providers, we’re always looking for opportunities to help physicians connect with more patients. When Cano spoke with us about the urgent physician openings in Las Vegas, we got started that same day.”

On average, it can take up to 227 days to recruit a family medicine physician according to Medical Economics. That same survey also found that in 2018, only 50% of open positions were filled. A staggering statistic for health care delivery. With a quickly approaching opening date, this timeline was not going to work for Cano.

“Even though part-time clinician placements are our core business, our matchmaking system is flexible and our network of multi-state licensed clinicians is vast. With a few small changes, we put our tools and team to work recruiting full-time physicians for the new clinics.” says Dr. Lensing. “We’re able to communicate job needs to over 80,000 medical providers to find the right clinicians aligned to our clients’ values and patient needs. We put this to work for Cano.”

We're able to communicate job needs to over 80,000 medical providers to find the right clinicians aligned to our clients’ values and patient needs.

Dr. Jon Lensing, CEO & CO-FOUNDER of OpenLoop

The Hybrid Physician Hiring Process

After scoping the initial request, OpenLoop landed on a blended approach to fill the open physician roles in Nevada. The OpenLoop physician recruiting platform focused on sourcing and qualifying top applicants, including performing background checks, reference review, and gathering appropriate medical credentials in a digital library. Cano’s in-house recruiting department then performed final candidate reviews before presenting an offer.

“The best part of working with Cano was their attention to detail.” says Christian Williams, COO & Co-Founder of OpenLoop, “They provided extremely specific traits they were looking for in a physician, allowing us to target our messaging to fit the role.”

One of those traits was the need for a bilingual candidate. Cano is dedicated to reducing friction in patient visits, and they are constantly looking for ways to elevate the patient experience. With a significantly reduced talent pool to choose from, OpenLoop began testing their hiring system.

Rapid Physician Placements

Using this hybrid recruiting process, OpenLoop and Cano Health were able to find a physician for their new Las Vegas clinic in under one week. The total cost for the placement was one quarter of the competitors’ quotes and additional savings were achieved by OpenLoop’s prescreening process to filter for the best candidates.

“Not only was OpenLoop fast, they were four times less expensive than some of the other quotes we received,” says Irizarry, “Coming from Florida, we had a bit of sticker shock.”

When asked why OpenLoop did not raise their prices in the Nevada physician market, Dr. Lensing answered, “We are a technology company first and a staffing company second. Our process for filling the role was the same and we would never raise prices to follow the same procedures.”

This successful physician placement was driven by Cano Health’s willingness to entrust staffing to a proven partner in the industry. OpenLoop continues to source clinicians for Cano Health as they expand across the nation.

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