The Medical-Legal Consulting Institute, Inc. feels passionate about many issues, but one very near to our hearts is the fight against breast cancer. This disease has come too close to several members of our office family.
We contribute regularly to the Susan G. Komen Breast Cancer Foundation. We are also proud to be a corporate sponsor for the annual Race for the Cure. You can join our efforts to fight breast cancer when you purchase a textbook from Amazon.com through our website: http://www.LegalNurse.com. All commissions on textbooks purchased from Amazon.com through the Medical-Legal Consulting Institute, Inc. website go directly to the Susan G. Komen Foundation. These commissions help us toward our $1,500.00 quarterly donation. To review our list of recommended texts click here.
by Angela Jill (A.J.) Dubs, BSN, RN, CLNC, Kentucky
Wow! I am actually a Certified Legal Nurse ConsultantCM with my own business, Western Kentucky Medical-Legal Consultants, LLC. I never dreamed it would come together as quickly as Vickie predicted in both her CLNC® Home-Study Certification Program and the CLNC® Live Certification Program I attended last fall. Vickie made me promise to continue reading daily for at least 30 days after the seminar, and I was faithful. Now, I am officially my own boss, and I'm on the path to success.
Starting at ground zero in November, I began building my business using the formula Vickie taught:
I put my vision, core values and mission statement into writing.
I sought out an attorney to handle the paperwork for my incorporation and registered with the proper state, county and city authorities.
With the help of a friend, I designed the logo for my stationery and business cards.
I set up a functional business office within my home.
I developed a marketing package, incorporating all the methods from Vickie's seminar.
I delivered my first set of nine marketing packages early in the new year and promptly followed up with the attorneys. Though I was unable to talk with anyone that Friday afternoon, I left several messages. The next Monday morning, I received a call from the owner of one firm. I was so excited, and at the same time nervous. Later that day, I met with the attorney to discuss his needs and my fees, and to obtain appropriate medical records. Less than three months after starting my business, my services had been retained.
This first assignment required many of my new CLNC® skills, but thanks to Vickie's programs and the multiple resources they provided, I was ready for the challenges:
A letter stating my opinion on the merits of the case.
A time line of the events of the case and issues involving the four legal elements, along with deviations from the Standards of Care.
A life care plan.
I can't believe this happened so quickly. The attorney began discussing medical malpractice with gross negligence, and the county attorney became involved because of potential criminal charges.
My attorney-client complemented my work product, mentioning the cost-effectiveness and timeliness of my service. Finally, he asked me to send him a bill for all charges. "If you're like me," he joked, "when you do a job, you want to be paid for it." He then asked me about meeting with the county attorney concerning the case and other medical malpractice cases coming up in the near future. I'm blazing the trail now.
Through all the hard work, I heard our "seminar clan" chanting, "WE ARE SUCCESSFUL CLNC®s." This was a totally empowering experience for me. Vickie has such a way of motivating you to believe in yourself and your abilities that YOU CAN DO ANYTHING!
I continue to use my CLNC® Home-Study Certification Program as a fantastic daily reference. I thank the entire team at Medical-Legal Consulting Institute, Inc. for all their encouragement, knowledge and wisdom. The CLNC® Live Certification Program was just excellent. I appreciate every staff member's time and effort in quickly responding to my phone calls and emails.
I feel so lucky to have all the opportunities that are available through this program. The possibilities are innumerable, and my potential is infinite. So many attorneys, so little time. I say, "Go for it; be the best you can be as a CLNC®!"
BEST PRACTICES FOR MARKETING
How to Market Your LNC Services at Legal Conferences
Attending legal conferences can be one of the most effective ways to meet your prime prospective attorney-clients. Yet venturing into this bastion of the legal world can be intimidating for a legal nurse consultant (LNC). We asked three experienced LNCs to share their know-how in overcoming the barriers and enhancing their success at legal conferences.
Rose Clifford, RN, CLNC
Choose the legal conferences you attend wisely. Conferences for particular legal specialties bring out new and seasoned attorneys in that field. For example, medical malpractice seminars attract attorneys practicing in that arena both as participants and as presenters. You'll want to go to conferences focused on the kinds of cases you seek to review.
If you know an attorney who will be attending the seminar, ask him to introduce you to other attorneys. Validation by colleagues can open the door for you to reach new prospects.
In order for your marketing strategies to work at a legal conference, they must be genuine and natural. Begin by arriving early, dressing professionally and appearing confident.
Position yourself for networking and fact-finding. Don't sit all the way in the back or isolate yourself off to the side. Sit next to an attorney or group of attorneys, preferably somewhere near the middle of the room. You want to be visible yet in a position to observe others and identify attorneys who are especially interested in the seminar content.
Make it your goal to approach any attorney sitting or standing alone. They are probably desperate for a friendly face. Strike up a conversation by asking a question or paying a compliment. This opens the door for continued conversation. Be respectful. Ask questions that allow the attorney to share her knowledge about the seminar content. Politely add who you are and what you do.
Introduce yourself professionally to both attendees and presenters. Smile and give a 30-second commercial on how you could assist each person you meet. Then exchange business cards. If the situation is right, you can add how he can help you. For example, "If you know an attorney who could use my services, would you please point her out to me or give her my card?"
During the question-and-answer session or at another appropriate moment after the presentation, ask the speaker (who is most likely an attorney) a question or make a comment that adds value to the presentation from the nursing perspective. Do not monopolize the conversation. Be sure to state who you are and exchange cards, if possible.
Chat with vendors at the trade show portion of the conference and ask them about the attorneys who are attending.
"Are there any attorneys here who specialize in medical malpractice?"
"Who are the best attorneys to work with in personal injury?"
"Do you know any attorneys who have used the services of a legal nurse consultant and have recently lost access to those services?"
Bring your confidence with you to be a successful marketer at the next legal conference you attend.
For 14 years Rose Clifford, RN, CLNC has been an expert independent LNC specializing in investigating Medicare billing fraud and PIP auto fraud. She owns Medical Analysis Resources, Inc. in Kentucky.
Gloria A. Blackmon, RNC, BSN, LNHA
I never attend a legal conference for the sole purpose of marketing to attorneys. I pick conferences or seminars based on my desire to learn more about the topic being presented and to compliment my consulting practice. I assume most of the attendees are there for the same reason, and this makes it easier to strike up conversations at breaks and social hours.
When I feel I could assist an attorney's practice with my nursing expertise, I let him know this and explain why (very concisely — this is not the time for long dissertations). Sometimes the attorney asks for my card (which I have available), or I ask for his and ask if I can contact him later. This is also the time to ask if he prefers a letter or email. Never assume that because an email address is listed on the card, this is automatically the way to correspond.
When an attorney or a nurse from an attorney's office says, "We do all our legal nurse consulting work in-house," I take them at their word. This does not stop me from continuing our conversation. I am always open to learning how different firms tap the skills of their staff nurses.
Even if I am not a good fit for an attorney's needs, I ask questions about his practice. I may know another LNC who could be of service to the attorney, and by making the referral, I can do both the attorney and my colleague a good turn.
If a speaker especially intrigues me, I make a point to let him know right after the presentation, later in the conference or in a follow-up note acknowledging the particular points I found enlightening or enjoyable.
Gloria A. Blackmon, RNC, BSN, LNHA is the CEO of Blackmon & Associates Medical-Legal Consulting in Topeka, KS. specializing in long term care issues.
Pamela A. Hollsten, RN, BSN, DABFN, CLNC
At past legal conferences, I chose to be a silent audience participant and conduct "market research." I observed the variety of attorneys in attendance and noted their areas of practice for future marketing and networking efforts.
I made the appropriate introductions and engaged in conversations with conference attendees sitting near me.
I included "legal nurse consultant" on my name tag along with my nursing credentials, and attorneys would sometimes ask about my work.
For future legal conferences, I plan to be more active. Here are my suggestions for making the most of attending a legal conference:
Before arriving, formulate and practice your 30-second introduction so you are confident in your delivery when you meet an attorney.
Set goals for meeting a certain number of new people. With this purpose in mind, you may find it easier to enter a room full of strangers.
Wear appropriate business attire, something you might wear to your initial meeting with a new attorney-client.
Make eye contact and keep an open, friendly expression. For a good conversation-starter, ask the attorney what type of practice she has or in what area of law she specializes.
If some conference topics are medically-related, try to have a relevant issue from a recent medical publication on those topics to discuss with the speakers.
Most people gather where the food and beverages are located. Mingle and make small talk while waiting in line.
Visit exhibit booths and exchange business information with the wide variety of potential expert witnesses and consultants who regularly exhibit and speak at such conferences.
Vendors and exhibitors often place their brochures and business cards at each seat before conference participants arrive. While you may not be able to do this as a participant, you can come prepared with brochures and business cards to give to people you meet.
Make good use of social settings at the conference, such as lunch, and always carry enough business cards to exchange with everyone at your table.
After discussing your services with a potential attorney-client and exchanging business cards, always follow up to set an appointment soon after the conference. This is an excellent opportunity to meet with a prospect who is already interested in your services.
The key to maximizing your networking opportunities at legal conferences is to feel comfortable in your surroundings. Practice and prepare in advance and you'll be at ease when you network. Expect to be successful, and you will not be disappointed.
Pam Hollsten, RN, BSN, DABFN, CLNC, an independent LNC in Georgia, owns Hollsten & Associates, specializing in medical malpractice.
