NEWS FLASH JAVA Magazine Features Vickie and Publishes
Her 12 Success Secrets
The Journal of the Association for Vascular Access (JAVA) recently featured Vickie L. Milazzo, RN, MSN, JD as an entrepreneur expert for the article, "Pursuit of an Independent Vision – A Conversation with Five Entrepreneurs." These nursing leaders share their experiences and successes as independent business owners. They offer practical advice to healthcare professionals who are interested in starting their own businesses. In the article, Vickie advises every RN to do three things to guarantee success:
Live your passion.
Act as decisively as you do with challenging clinical situations so the fear of making a mistake never paralyzes you.
Put your skills at triaging and prioritizing multiple tasks to work in a nursing business you love.
She reminds readers that, "Where you focus your energy, attention and effort is where you will achieve results." Focus big.
In the same Spring 2004 issue, JAVA published Vickie's article, "12 Things Nursing Taught Me About Owning a Business," In it Vickie shows how even the most routine nursing job is full of life lessons that nurses can apply to the business world. Acting quickly and decisively is just one of these 12 success secrets RNs can transfer to their CLNC® practices.
To read "12 Things Nursing Taught Me About Owning a Business," originally published in Legal Nurse Consulting Ezine, Vol. 12, No. 12, July 12, 2001, visit the LNC Ezine Archives in the NACLNC® Community.
BEST PRACTICES FOR MARKETING
32 Ways to Network Your Way to CLNC® Success, Part III
EDITOR'S NOTE: This is the third and final part of the networking series. We asked our CLNC® Pros to share their best methods for networking your way to CLNC® success. Here are their proven strategies – all are free to savvy CLNC®s.
Network with Your Attorney-Clients and Their Staff
Ask your current attorney-clients for referrals. The simple step of asking your clients which of their colleagues need your CLNC® services is easy, effective and free. Your valued client may even call an attorney-prospect to provide a professional introduction and a strong recommendation for you. When you hear from a new prospect, be responsive in returning the call and always send a thank-you note to the referring attorney.
"I send cards to current clients offering them a discount for every new referral they send to my firm."
– Susan Burnham, RNC, CLNC
"I have always had more plaintiff case work than defense. To keep my business balanced, I asked the defense attorney to circulate my name and resume to some of his colleagues. I received several clients this way."
– Rachel Cartwright, RN, MS, LHRM, CLNC
"Along with the referral, ask your attorney-client for a letter of recommendation. This helps me land new clients who call inquiring about my CLNC® services. If these new prospects hesitate, I send them a copy of a letter of recommendation (especially if they know the attorney who wrote it). It is extremely helpful in closing the sale."
– Gina Rogers, RN, BSN, CLNC
Use your standard client follow-up process as a networking tool. When you check with existing attorney-clients to make sure you are meeting their needs, ask for referrals or offer to make contact with other consultants, attorneys or insurance carriers involved in the case.
"While consulting for an insurance company, I did a timeline for both them and their defense counsel. After delivering the timeline to the defense attorney, I followed up to see if he had any questions. He was very pleased with my report and referred me to another insurance company he did defense work for. I got a new case from that insurance company the following week."
– Gina Rogers, RN, BSN, CLNC
Stay in touch with the attorney's support staff. They are the true gatekeepers for new business opportunities as well as the wielders of enormous power. The savvy CLNC® remembers that the support staff has the ear of every attorney in the law office. They can promote you or demote you. Have no fear. If you're considerate, most legal assistants and legal secretaries are just begging for people like us to make their jobs easier. If the secretary loves you and you're on time with your work product, she won't think twice about picking up the phone and calling to recommend you to a friend who works in the firm upstairs, in the next building or where she used to work.
"I know a group of legal secretaries who used to work together and still meet for lunch monthly. Often they invite me along, which helps me build my relationships with all their firms. I also send cards for birthdays, holidays and other important occasions. You'll know you're on the right track when you begin to hear, 'You're our favorite legal nurse consultant.' That's music to my ears."
– Holly Bedgio, RNC, BSN, CRNI, CWS, CLNC
Broaden Your Attorney Network
Attend legal conferences. Join the attorneys during lunch hours and conference events. This is a wonderful way to meet prospects, tell them who you are and what you do, and ask for referrals. However, handing a business card to everyone at the meeting may give the impression of desperation. Be selective. You don't need a large immediate network, because your attorney-clients will know people who know people, and so on.
"At a legal conference in Northern California, I met an attorney from San Diego. I stayed in touch with him, and when I moved to San Diego, he became my client and introduced me to some of his colleagues. Another attorney friend passed out my fliers at a networking group that included all kinds of attorneys. I had no idea what to expect, but the next morning I was thrilled to receive two calls from personal injury attorneys who became clients. This was indirect networking, because I was not present at the event."
– Dale Barnes, RN, MSN, CLNC
Network with future attorneys. Future attorneys are a neglected source of networking power. Law students will soon be practicing attorneys in need of a CLNC®. Even as students they usually work in law firms as clerks and are in contact with faculty who often have a legal practice on the side. The student benefits from networking with you by looking like a hero when she introduces you to these attorneys. Among your friends and colleagues there is bound to be at least one law student just waiting to help you and be helped by you.
Tap the Contacts of Professionals Whose Services You Use
Once you leave the hospital, tell your physician friends about your CLNC® practice. MDs usually know attorneys even if they do not testify. Busy MDs may lose your business card or forget to pass it on to an attorney. Try making contact via email instead.
"I have established several attorney contacts by scanning in my business card and emailing it to physicians I see frequently. I also send along a short bio."
– Linda Bandy, RN, MSN, CSPI, CLNC
Ask your insurance agent for attorney referrals. The agent who handles your homeowner's and auto insurance will know which attorney handles his firm's personal injury cases. Remember to drop your agent's name to help get you past the gatekeeper when you call the attorney.
"You can even turn an unpleasant happening into a networking opportunity. If a minor fender-bender or a question about your indecipherable health coverage necessitates a call to your insurance agent, turn the situation into a new way to introduce yourself and your CLNC® practice. Ask your insurance agent to direct you to someone in the company who would benefit from your CLNC® services."
– Debra Gross, RN, MSN, CPC, CLNC
Don't Let Your Opportunity Stop with Networking
Show your appreciation for every contact. Be genuinely grateful for the opportunities and friendships you gain through networking. Follow up with a thank-you note to the person providing the lead, and let them know the outcome of the contact they provided – especially if it results in business for you. Everyone loves to be a part of a success story.
As your networking skills mature, return the favors whenever you can. Remember, networking contributes to your personal growth and is essential to building your portfolio of business resources.
"When someone helps me locate an expert, I offer my research services or I send a gift."
– Colleen Lindell, RN, MHSA, CNOR, CLNC
"Through networking, I have secured choice tables at restaurants for business meetings. In turn, I send other diners their way. With a simple flip through my Rolodex, I have also assisted other CLNC®s and attorney-clients with leads on experts in engineering, road construction and mold remediation."
– Gloria Blackmon, RNC, BSN, LNHA
Networking is by far the best and most efficient way to meet people, gain new clients and let everyone know you are a successful CLNC®. If you implement just a few of the 32 best practices for networking the CLNC® Pros provided, you will successfully make networking work for you. These techniques will leave a lasting impression in your attorney-clients' minds of you and the CLNC® services you offer.
Suzanne E. Arragg, RN, BSN, CDONA/LTC, CLNC, a CLNC® Mentor, is the owner of SEA Consultant Company in California, specializing in long term care cases.
Linda Bandy, RN, MSN, CSPI, CLNC is an independent CLNC® in Tennessee who has more than 20 years of nursing experience in a variety of specialties.
Dale Barnes, RN, MSN, CLNC, a CLNC® Mentor in California, has owned Barnes Medical Legal Services since 1999, and specializes in medical malpractice, bad faith insurance and general personal injury.
Holly Bedgio, RNC, BSN, CRNI, CWS, CLNC has more than 20 years of clinical nursing and management experience. Based in Florida, she specializes in medical malpractice and personal injury cases.
Gloria A. Blackmon, RNC, BSN, LNHA is the CEO of Blackmon & Associates Medical-Legal Consulting in Kansas, specializing in long term care issues.
Susan J. Burnham, RNC, CLNC owns Burnham and Associates in Washington state since 1996. She specializes in quality of care issues. She also serves as a CLNC® Mentor.
Rachel Cartwright, RN, MS, LHRM, CLNC, a CLNC® Mentor and guest faculty, owns Medical-Legal Concepts in Florida. She specializes in critical care and regulatory compliance.
Robert Erb, RN, MA, CS, CLNC is founder of Eagle Professional Management Services in California, and has more than 34 years of healthcare experience, including psychiatric, emergency and long term care.
Debra Gross, RN, MSN, CPC, CLNC is co-owner of Delor Legal Nurse Consultants, LLC in Ohio. Her specialties include OB/GYN, peds, CCU, compliance, HIPAA and Medicare fraud. Debra is a CLNC® Mentor.
Patsy Howard, RN, CLNC is the owner of Metro Legal Nurse Consulting in Missouri. She has 23 years of nursing experience and specializes in medical malpractice litigation.
Colleen Lindell, RN, MHSA, CNOR, CLNC is CEO of Med-Legal.net, Inc. in Wisconsin. She specializes in research.
Vickie L. Milazzo, RN, MSN, JD is the founder and president of the Vickie Milazzo Institute. She was credited by The New York Times with creating the legal nurse consulting profession in 1982. Vickie has revolutionized the careers of thousands of RNs.
Gina I. Rogers, RN, BSN, CLNC is the founder of Medical Review Consulting, LLC in Kentucky. She serves as a CLNC® Mentor and guest faculty for the Institute.
