NEWS FLASH
Vickie Profiled in University of St. Thomas UST Insider
The alumni newsletter for the University of St. Thomas (UST), Houston, recently interviewed alumna Vickie L. Milazzo, RN, MSN, JD. Vickie, who earned her bachelor's degree in nursing from UST, was profiled for a "Great Grad" feature article in the June 2002 UST Insider.
The article, "Prescription for Success," reports that, "Like many children, Vickie L. Milazzo, aspired to several careers." Vickie is quoted as saying, "I wanted to be a lawyer, teacher, journalist, all kinds of things. Probably because of my dad's coronary, I chose nursing."
As the article relates, Vickie is proof that childhood career dreams can come true. She merged her other passions of law, speaking, journalism and entrepreneurship to pioneer legal nurse consulting for RNs. She has even slipped her love of travel into her vision of revolutionizing nursing careers one RN at a time. Vickie travels the nation certifying legal nurse consultants through her trademark programs. In addition, she is the author of numerous books and tapes and editor of this Legal Nurse Consulting Ezine.
Vickie has also published the success stories of her CLNC® graduates who are living their career dreams in her latest book, CLNC® Success Stories. To receive a FREE copy of CLNC® Success Stories (regularly $12.95, paperback), call the Institute at 1-800-880-0944 or click here to send an email request.
CLNC® SUCCESS STORY
I Am All That I Can Be as a Successful CLNC®
by Teresa C. Vitale, RN, CCM, CLNC
I attended the CLNC® 6-Day Certification Seminar to learn about legal nurse consulting and prepare for the future. I had been the director of nurses in a 176-bed facility, a certified case manager and a nursing supervisor. While I enjoyed the daily challenges, I also dreaded the burn-out I knew would come.
Vickie's course gave me the opportunity to step out of my comfort zone, my "little box," and gain a new perspective on my career. I met brilliant nurses from all over the United States and found that we shared a bond. We were all so different in many ways and yet so similar. We were there because we were not afraid to explore the challenge of "Being All That We Could Be."
I returned to my position feeling more informed and prepared, even empowered to deal with my profession's everyday challenges. I also felt an obligation to educate my staff and friends. Vickie planted seeds of ideas that had a tremendous impact on my daily activities.
Shortly after I returned, I was deposed about quality of care issues for a case. I was impressed by the professionalism and kindness the defense attorneys showed me. I casually mentioned attending the CLNC® 6-Day Seminar and let nature take its course.
After interviewing with the law partners, I gave my former employer a month's notice as a professional courtesy. I took a brief vacation and prepared to launch my new career as a CLNC®. In other words, I went shopping for a new wardrobe.
I now work with a staff of brilliant young professionals. There is a mutual respect and admiration for the contributions each brings to the firm. My added bonus is that I have more energy and quality time to spend with my family.
Achieving the CLNC® Certification motivated and energized me to step out of my comfort zone and explore ways to "Be All That I Could Be." Vickie's course provided me with the basic ingredients necessary to be successful. I tell all who will listen that the learning process only stops when you are dead. The skills and ideas presented in Vickie's course gave me a whole new perspective on my own self-worth.
Teresa C. Vitale, RN, CCM, CLNC is with a law firm in California. She specializes in long-term care issues.
BEST PRACTICES FOR BUSINESS DEVELOPMENT
Make the Most of Hidden Talents and Unexpected Resources
Editor's Note: I asked four CLNC® Pros to share one thing they originally viewed as insignificant that later proved to be important in their legal nurse consulting practices. I also asked them to share one thing they worried about that turned out to be insignificant or easy to resolve. Read and learn from these successful CLNC®s, and you'll avoid big stumbling blocks and unnecessary worries. — Vickie L. Milazzo, RN, MSN, JD
Fee Schedule — I learned there is a difference between knowing your fee schedule and actually believing it. For example, I set my range of fees for various services in advance, but I did not anticipate discussing my fee schedule with each and every new client. I also did not anticipate how uncomfortable I'd feel having to justify or explain my fees in detail. To overcome this, I rehearsed the words, "My hourly fee is... " I printed my fee schedule and placed it near the phone. I no longer responded to fee questions timidly, as if I were suggesting what I would like or hope to get paid, maybe, one day. Being able to articulate my fees confidently validated my credibility. Even though we all know what our fees are, do we believe we are worth those fees? I learned that having a printed fee schedule in plain view fortified my belief I was worth every penny — and more as I increased my rates! — Pam Hollsten, RN, BSN, DABFN, CLNC
Public Speaking — When I was beginning my practice, I originally dismissed the importance of my ability to speak in front of groups. This is not to say that public speaking doesn't make me a little nervous at times, but I have done it from a very early age. My grandmother was an eloquent speaker who could rouse a crowd to laughter or tears with just the right inflection of her voice. As a child, she taught me the importance of speaking with passion about your topic. If the subject matter doesn't speak to you, she taught me to leave it alone. While I have yet to come close to her ability, public speaking has been an excellent way to promote my business because I am passionate about legal nurse consulting and the care and treatment of our nation's elderly. — Gloria Blackmon, RNC, BSN, LHNA
Obscure Information — I am a collector of unusual information and obscure data. I kept a very early brochure from the Medical-Legal Consulting Institute, Inc. that I filed under "should investigate further, possible career enhancement." I know good information when I see it! I am also the classic "people person," and I remember interesting things about people and their occupations. Because of this, clients and other consultants have a couple of nicknames for my office:
The Source, because I can usually match a client with another source or quickly obtain information that helps strengthen, weaken or clarify a case.
The Drive-Through Think Tank, because in many ways I function as a question-and-answer center.
By using information I already have, I help clients and receive the satisfaction of offering a great service. The overhead is low, the repeat business is great and I get instant feedback, which is rewarding. Who knew such an "insignificant" part of who I am would be so significant to my business! — Gloria Blackmon, RNC, BSN, LHNA
My Memory — I have always had a great memory for detail. When I started my CLNC® practice, I relied on my memory to get me through cases, feeling that using notes would make me look less professional. At one deposition, opposing counsel asked for my notes, and, of course, I didn't have any. Although the deposition went well and I answered every question completely with accurate references to the records, my attorney asked that I make some sketchy notes or tag the records in some way to make me more believable to the other side. I took the suggestion to heart and now I tag records. At least I know if the brain fails, the tags won't — unless I forget what the colors mean. — Nancy Dion, RN, MSM, CLNC, CPHQ, CHCRM, LNHA
Administrative Tasks — Although administrative tasks are an essential part of running a business, I underestimated the time they would take. In the beginning, I felt I could and should do it all. Certainly my home office would not allow the space for an administrative assistant, and my business was not large enough to support unnecessary overhead. However, as my business grew, I found that record-keeping, billing, paying taxes, filing and answering phones began to consume time needed for other priorities. To meet this challenge, I sought help to simplify my administrative tasks (e.g., streamlining paperwork and office work flow) and to manage my accounting functions. The result was an amazing shift to better time-management and peace of mind. — Joan M. Gower, RN, CLNC
Don't Sweat the Truly Small Stuff
Perfectionism — Trying to be perfect can be your best friend or your own worst enemy. When I began my business, I stressed needlessly over the perfect business name, the perfect format and the perfect paper for my business cards and stationery. While professional appearance in person and on paper is critical in this business, I soon realized that unless someone (such as a potential attorney-client) actually saw my business name, business card or materials, it didn't matter if they were perfect or not. In retrospect, I realize I was using my perfectionism to procrastinate starting a challenging task — marketing. I also gained an added bonus from my "less than perfect" business and advertising materials: I found I actually enjoyed marketing, and this gave me a reason to experiment and change these materials. As my marketing style and approach have evolved, so have my "perfect" business cards and marketing materials. — Pam Hollsten, RN, BSN, DABFN, CLNC
A Memory Blank — As an expert witness I was afraid I would go blank in the middle of a deposition or trial. That actually happened during one particularly unpleasant deposition that really left me rattled. However, the case settled positively for our side. And imagine my relief to discover that the deposition transcript did not reflect my blank moment. Since then, I scrutinize depositions and watch the deposition process more closely whenever I have the chance. Guess what! EVERYBODY has a blank moment when they are left searching for words, even the attorneys. The key is to be well prepared, know your case thoroughly and answer honestly. Do not agonize over THE BLANK MOMENT. If it happens, it happens. You won't be the first person, and you certainly won't be the last. Just concentrate on being the best you can be.
— Gloria Blackmon, RNC, BSN, LHNA
No Brochure — I initially worried about not having a big, beautiful brochure. Like most of you just starting out, I was on a shoestring. Full color, gold leaf and professional logo design are costly. I interviewed with a large firm seeking legal nurse consultants for outsourcing case reviews. When I entered the attorney's office, I saw several impressive, colorful marketing packets from other consultants. I presented my information and answered all the questions well, but did not receive a call back. I attributed this to not having a flashier brochure and being perceived as a novice (which I was). I became fixated on this issue. Soon, I was able to afford a professional brochure that reflected my company.
Later I met an attorney from that first firm after he joined another client firm. He told me he remembered my original marketing packet, and said it was simple, well stated and, most importantly, free from spelling and grammatical errors. I commented that it did not land me any case reviews from his old firm. He said, "Ah, but it landed me." The lesson here is like the old saying, "All that glitters is not gold." You don't have to have the sleekest packaging when you are just starting out. There is much to be said for simply stated, pristine copy and a positive attitude. Remember you are selling your capabilities, not your brochure. — Gloria Blackmon, RNC, BSN, LHNA
Hygiene — Because I am under pressure during a deposition or at trial, I am always concerned that I may not be as "fresh" as I need to be. I carry unscented towelettes, refreshers and a light cologne, just in case. My last stop before entering the court reporter's office or the court room is always the restroom to freshen up. I let my refreshers and cologne dry so I don't overwhelm anyone else with their fragrance. This has become a ritual that I now recognize as an integral part of composing myself for the ensuing events. And best of all — I don't have to worry anymore. — Nancy Dion, RN, MSM, CLNC, CPHQ, CHCRM, LNHA
Talking to Attorneys — Fear itself can be such an impediment to success. It can impact our confidence and paralyze us. And fear of the "unknown" is especially disconcerting because we can't easily put our finger on why we are afraid. When I realized my fear of talking to attorneys was related more to marketing and sales than to the actual one-on-one discussion, I began taking a different approach. Attorneys are professionals, and as RNs and CLNC®s, so are we. Attorneys are people, as are we. Once I changed my focus, I let go of my marketing and sales fears and regained my self-confidence. I also educated myself about the types of marketing I preferred and made a conscious decision to excel in those areas. Communicating with attorneys then became much easier because I was speaking with them as one professional to another (the "known") as opposed to a nurse trying to sell them something (the "unknown"). I now enjoy speaking with attorneys very much. Overall, they are extremely supportive, provide invaluable perspective, respect my opinions and continuously motivate me to excel. — Joan M. Gower, RN, CLNC
Gloria A. Blackmon, RNC, BSN, LNHA is the CEO of Blackmon & Associates Medical-Legal Consulting in Kansas, specializing in long-term care issues.
Nancy Dion, RN, MSM, CLNC, CPHQ, CHCRM, LNHA is a CLNC® based in Florida. She has more than 35 successful years in the healthcare and business arenas. Her expertise includes clinical services, organizational redesign, quality improvement, risk management, facility and agency executive team building and management.
Joan M. Gower, RN, CLNC is an independent CLNC®and owner of Florida Medical Legal Consultants, Inc.
Pam Hollsten, RN, BSN, DABFN, CLNC, an independent CLNC®in Georgia, owns Hollsten & Associates, specializing in medical malpractice.
