The art of negotiation

Optometrists must also judge what is a fair and appropriate rate when negotiating a contract with a new practice.

For new locum optometrists, it can be challenging to know what factors to consider when setting a rate and how to conduct these discussions with a practice manager.

To address this knowledge gap, OT outlines guidance from experienced locums on negotiating a fair rate.

Setting a rate early and in writing

Before negotiating a rate, locum optometrist, Roma Malik, will set about understanding the going rate in the area where the practice is located – factoring in the type of clinic, the location, and the day of the week.

“I aim to agree on a rate that reflects my skills and efficiency but also acknowledges the needs of the practice. I try to have the rate conversation early, professionally, and always in writing,” she said.

Asked for her tips for new locums, Malik emphasised the importance of building good relationships, prioritising patient care, communicating clearly, and being consistent.

“Professionalism is often the reason practices ask for you to return,” Malik highlighted.

To establish the market rate in an area, Malik will speak with fellow locums, check locum forums, and review job listings.

She shared that rates have generally increased in high-demand areas, especially after the pandemic. However, Malik added that rates have also become more variable.

“Practices are under financial pressure, so locums need to justify their value,” Malik said.

Reflecting on the qualities that practices owners look for in a locum, Malik highlighted the value of reliability, adaptability, and integrating smoothly with the team.

“I highlight my experience, ability to handle a variety of clinical scenarios, and my commitment to accurate record-keeping and referrals,” she said.

“Practices are under financial pressure, so locums need to justify their value”

Looking beyond pay

Locum optometrist, Usman Beg, shared with OT that there are many factors he considers when setting his rate.

He will take into account how his working day will be structured – for example, working hours and lunch breaks, testing times, pre-testing arrangements and rolling or set clinics.

“Finding a practice that you gel with really well can be valuable. It is important to foster good relationships with these branches to ensure repeat bookings,” he said.

Beg observed it is important to look for a good fit when assessing new branches and practices.

“If you don’t see eye-to-eye on adjusting clinic times, testing times and rates of pay, there’s nothing wrong with walking away from an opportunity,” he said.

He highlighted that networking with other locums can be helpful when it comes to establishing the accepted locum rate in a given area.

Beg will take into account the individual circumstances of the practice when setting a fair rate.

“I have on occasion lowered my rate for an independent if I’ve seen that they don’t make that much money – taking into consideration the fact that their margins for profit aren’t always great when they’ve got permanent staff but not full clinics, especially if they’re based in areas that largely cater to NHS patients,” he shared.

When preparing to negotiate her rate with a new practice, locum optometrist, Aaminah Khan, will research different factors that may affect the budget of a practice, including demographics and any commissioned services. She will also look to establish the overarching objectives of the business.

“Is the focus on providing easy, accessible eye care for the majority of the community or is it service-led and experience based?” she said.

“Negotiating through apps can make this process more challenging, especially as locum rates have become increasingly variable,” Khan added.

Factors that Khan will consider when setting her rate include testing times, length of the lunch break, the opening hours and last appointment time and the practice’s policy on walk-ins.

An upfront approach

Locum optometrist, James Brawn, shared with OT that he aims to be honest and upfront when discussing his daily rate.

He added that in the past he felt embarrassed about discussing money, which affected the rate that he ultimately secured.

“Now, I feel comfortable to discuss my rate, and to find something which works for me,” Brawn observed. 

The optometrist noted that there are several factors that influence the rate he sets: the length of the shift, the test times and number of patients as well as the location of the practice.

“I will adjust my rate accordingly if I work longer, see more patients per hour, or have to travel further,” Brawn said.

Once a year, Brawn will reassess his base rate to take into account changes in the market.

“Due to inflation, it doesn’t make sense to charge the same year after year as you essentially are charging less whilst gaining more experience and qualifications,” he highlighted.