Practice owners on the biggest mistake locums make when negotiating

However, it is important to remember that practice owners are people too – and that, more often than not, they are very much open to discussion when the negotiation conversation comes around.

Simon Berry, optometrist and owner at Simon Berry Optometrist in Durham, told OT that the biggest mistake locums can make when negotiating over fees is demonstrating a lack of understanding of the practice itself.

“Every optometry practice is different – the waiting lists, test times, the equipment available to use and who uses it, ratios of support staff, and pre-screening, to name just a few,” Berry said.

Showing a level of understanding about a practice’s aims can go a long way, Berry believes.

He explained: “There is a ‘break-even point’ for every practice, where there is no point in paying that daily rate to a locum, and paying anything close to that would always pose a risk.

“There is no point in a locum saying, ‘this is my rate’ without justifying that and understanding some of the dynamics of the practice.”

Amit Sharma, optometrist and partner at Hakim Group independent practices, Davis Optometrists and DW Roberts Opticians, also noted the importance of understanding how a practice works when negotiating with an owner or manager.

Sharma identified the biggest mistakes that locums can make as “assuming that all optical practices operate the same way, or expecting a standard fee purely based on testing times.”

He reiterated: “It is important to research the practice beforehand – understand their equipment, enhanced services, and overall approach – so you can align expectations reasonably.”

Avoiding negotiation anxiety as a locum optometrist

Berry emphasised that being honest with the practice owner is important for locums who might feel nervous about discussing fees or changes to their expected hours.

“We are a very varied industry, with a fine balance between clinical care and selling a pair of glasses,” he said.

“Every optometry practice chooses where to sit on that seesaw, and not every locum optometrist is going to fit with every practice.”

Sharma noted the importance of making sure a negotiation is a two-sided conversation, rather than coming across as a list of asks.

“Approach the conversation with humility and respect,” he advised.

He added: “Understand that negotiation is normal, and if you don’t ask, you won’t get. But frame the conversation as a collaborative discussion rather than a demand, this will help reduce nerves.”

Berry advised: “If you feel you need to change fees or hours, then explain why in a reasoned way.

“At the end of the day, if the practice owner disagrees with your reasoning, then you are probably not a good match for that practice anyway.”

Every optometry practice chooses where to sit on that seesaw, and not every locum optometrist is going to fit with every practice

Advice from practice owners

OT is interested in finding out whether there any tips the practice owners would offer to locums who might be considering a negotiation conversation with their practice owners.

Sharma reiterated that a little bit of research can go a long way.

“Be prepared and informed,” he said.

“Know the practice’s unique selling point – whether it is fashion, clinical excellence, or community focus – and demonstrate that you appreciate their priorities.”

Sharma added: “Keep requests reasonable, express willingness to be flexible, and remember that open, polite dialogue is key.”

“Just be open and honest, and remember that it is not just about fees,” Berry advised.

He emphasised: “The best locums we have had at the practice wanted to learn, and become part of the practice.

“We see a lot of complex patients, and have a lot of equipment. We like to think we go above and beyond for our patients, and it’s nice when locums fit with that philosophy.”