Vickie's Legal Nurse Consulting Blog

As I embarked on my new career as a Certified Legal Nurse Consultant, I received a case from an attorney and I wanted to do the best job ever. So I reviewed the records over and over until I knew those records like the back of my hand.

I met with my attorney-client to discuss my opinions on the case and as I was sitting in her office going over the events and the records that supported each opinion, I felt as though I was speaking in slow motion and so below her level of knowledge. All of a sudden she stood up behind her desk and yelled out, “What?” I stopped in my tracks and sat there with what I am sure was a blank stare. I didn’t know what I did wrong or what I had said to offend her. She continued, “What did you just say?” I repeated what I had said about what had happened to this patient in a moment of critical care. She again said, “What? Where did you find that information? Show me where it says that.” With trembling hands, I showed her and she ran out of the room. I sat there holding my breath. I was sure I had said something horribly wrong. Maybe I insulted her and didn’t realize it.

After some time, she returned to the room with two gentlemen. I thought to myself, okay, these must be the bouncers and I am being thrown out. The two men sat down next to me. I had the records in my lap and dropped them. I am sure I wasn’t even breathing. Was I blue yet?

The older male attorney started to explain to me that I had found the missing link. I had found the smoking gun. I had found… whatever other metaphors I can come up with. I had found information that was invaluable in the case. No one had found what I had found, not even the MD experts. Oh, and by the way, I could breathe again.

I had found the key to winning the case and we did ultimately succeed in winning. I felt so good.

I now consult with two other attorneys in that firm and also consult for two of their other offices. But on that day, I felt like I could conquer the world. This experience gave me the confidence I needed to keep going. And here I am ten years later still going strong.

Nikki J. Chuml, RNC, FMC, PRN, CLNC

To paraphrase Seth Godin, there’s only one thing you have to do to be “remarkable” and that’s actually, “to be remarkable.” He has also suggested that a critic, referred to as a troll, can interfere with your remarkability. My concept of a troll is just the opposite – a troll is a pretender selling nothing more than pretense.

I believe to be remarkable, you must deliver remarkable service. You can’t just be a salesperson, promising and promising what you won’t or cannot deliver. That turns you from genuinely remarkable into a remarkable troll.

I recently ran into just such a sales-troll. He personally came to Vickie Milazzo Institute, did a wonderful presentation, charmed our staff, promised the moon and, when it came time to deliver, sent work product that was unsatisfactory, full of errors and which didn’t reflect agreed upon delivery metrics. When he was challenged on the failure to deliver, his troll-like act was to crawl back under his bridge or wherever it is that trolls live.

I’m sure that you’ve run into this troll-type. The person who called you every day to make the sale, but after the sale is suddenly unavailable, out of the office, on a mission trip to Lower Handstandastan, lost his cell phone, has the swine flu or is at the funeral of yet another “close” relative (how many grandparents can you really lose?). Eventually, you get a call back, accompanied with more promises and then, later on, more broken promises and disappointment.

I encourage CLNC^® consultants to offer risk-free guarantees as a standard part of their legal nurse consulting business. After all, the first mission of any company is to serve its customers to their satisfaction. Sure, some customers will be harder to satisfy than others and certainly there are one or two who may never be satisfied. How you and your CLNC^® business handle those customers is what makes you “remarkable,” not your success in ignoring those customers. Sometimes they even push you to another, better level.

For me business is personal and the team at Vickie Milazzo Institute knows that I take the satisfaction of all of our prospects, CLNC^® students and Certified Legal Nurse Consultants personally.

Remember when you were a kid, everyone got a trophy for playing, even if their team came in last. Well we’re not kids anymore – we’re adults in an adult world where if we want to feel good, we have to do something to genuinely feel good about.

Service is what you do for the customers and sometimes in spite of the customers. “Can’t please everyone” isn’t an aphorism, it’s a cop-out. Sam Walton once said, “The customer isn’t always right, but he’s still the customer.” Here at Vickie Milazzo Institute we’re dedicated to providing customer service, delivering what we promise and standing behind our guarantee. Beware of sale-trolls in all their shapes and forms and whatever you do – don’t settle for less than you deserve. That only feeds the trolls and encourages more troll-like behavior.

As for the troll mentioned in this blog, we somehow managed to end our relationship professionally and amicably. I wished him future success, knowing full well he is destined for failure. How do I know?  Because now I am being serviced by someone who is genuinely remarkable. In today’s post bubble economy the world can no longer afford a pretender. I for one will be glad to be rid of the trolls.

Success Is Inside!

Time for another CLNC^® sound off! Not having learned my lesson from last week, once more into the unknown I go, my CLNC^® amigos. Vickie and I have been Blackberry users for so long I can hardly remember a time without omnipresent email, calendar and contacts. So, it’s with a certain amount of fear and trepidation that I bring up the fact that we’ve outgrown our current Blackberries and are looking for the next best thing.

That’s where Certified Legal Nurse Consultants come in. I’ve heard raves about the Blackberry Bold^®, seen the myriad of zombie-like minions tapping and sliding away on their iPhones like Alice-the-Goon from Popeye while muttering, “I love Steve Jobs, I love Steve Jobs.” I even listened to a friend describe his Droid with a near-religious fanaticism. This has left me up in the air about what I should choose for Vickie and my next phones.

The Blackberry tends to be the smartphone of choice for many business users and even regular people. Go to a Little League^® game here in our hood and just about every parent there is busy emailing each other their schedules and updates, but the Blackberry Enterprise software has a propensity to cause synchronization problems for business users who live and die by their calendars.

iPhones stubbornly refuse to multitask, are slaves to AT&T coverage area and have such a high “cool” factor that they’re rapidly becoming “uncool,” but that doesn’t stop me from wanting one. Droids seem to have been adopted entirely by the “geek” class which, believe it or not, includes me out. That’s why I’m asking you for your help.

Let me know what smartphone you use and why you like it or dislike it. Do you use it to surf the Internet or not, do you email, text, keep your calendar on it, etc? Tell me how the sound quality is when you’re making a phone call. If you’ve had issues that have caused you to switch phones, I’d like to know what they were. I don’t want to hear any complaining about a particular carrier, their customer service or anything else. I only want to hear concrete and real advice regarding the iPhone, Blackberry and Droid or another choice. Remember I’m counting on your feedback for making my purchasing decision.

Hurry! Here’s your chance – ready, set, go!

Help keep me techin’,

Tom

Engagement is about committing to achieve big. Talk about a group who is willing to engage or commit. Nurses are tycoons of engagement. Nurses commit themselves to situations that make normal people faint. Every nurse I know is fully committed – or maybe ready to be committed. We’ve all worked that shift. Nurses know how to engage and get things done. In the middle of horrendous situations, you instinctively triage on the fly – you resuscitate, defibrillate and medicate and then you go to work. Total engagement.

You have the strength of engagement. But are you willing to engage all the way in resuscitating yourself and your nursing career? There won’t be a code team coming to rescue you or your career. It’s entirely up to you. Resuscitating your career requires the same level of commitment you would give to a patient who just arrested, but is even more long term.

When I decided to start my legal nurse consulting business in 1982, I knew a lot of smart nurses who had dreams and ideas, but they didn’t do anything with them. They didn’t engage, they didn’t take action. They had their dreams, but they were disappointed. Some were bitter and angry. I’ve always said that dreams can make a person miserable, if you don’t ever act on them. It’s the action behind your dream that makes you happy.

When I launched my legal nurse consulting business, I had a full-time nursing job; so to succeed in my new business, I committed to take action every day. I learned that in the beginning it didn’t matter so much what I did, but that I did something. I was developing the habits and the discipline to make my legal nurse consulting business dream a reality. Whatever your dream is, you need to engage big. Start with the first 30 days. Turn that into 60 then 90. Success is in the motion and in getting the motion moving. You can’t start a business without starting something.

The more action you take, the easier it is to step out the next time. Anything you’re going for: career advancement, starting a CLNC^® business, improving a professional relationship – do something. Once you’ve committed to take action every day, then it’s time to focus on and engage in the impactful actions that give you the result you want.

What you engage and focus on is where you will yield results. You’ll need to break the feel-good addictions, and there are so many of them – checking email, surfing the Internet, watching TV and keeping up with your friends on Facebook – all of which take us away from big and important things. If you’re spending more than eight hours a day at work, you need to be extra vigilant about cutting out any feel-good addictions in order to have the maximum energy and focus for your CLNC^® business. The wrong focus might make you feel good about how many points you’ve scored in Mobster Wars or Farm-gate but, at the end of the day if all you’ve done is clicked your mouse, how’s that working for you and your dreams?

Where and how we focus also includes our families and friends. Society is complex, with family, friends, career, spiritual and social obligations. Nurses can handle a lot, and if we’re not careful, we find ourselves doggedly committing our energy to every person or situation that demands our time. My motto is nurses CAN do anything – not nurses SHOULD do everything. Set your own expectations for what you want to accomplish, stop being a commitment queen (for male nurses that’s commitment king) and shed the guilt for not doing everything for everybody.

It’s okay to say no. Say no to all the laundry, all the housework and all the carpools and preserve some time for your own dreams. Delegate. Your spouse and kids will benefit from participating in family life and learning new skills like washing dishes or sorting socks.

Engagement starts with choice. Choose the goal for your engagement with your passions and vision in mind. Resolve to engage in something big today.

Success Is Inside!

Like most women, I’m a sucker for a gift with purchase (GWP) at a makeup counter. I never met a GWP offer I could refuse, so I try to steer clear of the mall when I know they’re being offered. Tom’s been shopping with me so many times that if I forget to ask for my GWP, he’ll often pipe in before we close the transaction with “is there a gift with that?”

I have a great sales rep, Lisa, who I’ve known for a long time. Once, she tried to sell me a new product which I refused. To my surprise, when I got home that very product was in my bag! That’s right, the actual product, not the small sample of it. She’d even tucked in a note telling me she was sure I would love it. I had no choice but to experience it and now I’m a believer. That free gift turned out not to be free at all because I love this product so much I’ll probably be buying it for the rest of my life or its life.

This same marketing strategy works for your legal nurse consulting business too. You should be educating your attorney-clients about every one of the 32 CLNC^® services you offer. If they’re stuck on using the same 3-5 CLNC^® services, gift them, and I don’t just mean a small sample. Go ahead and do that whole set of requests for production, (not just 5 examples of what you are able to do). Remember not to bill them for it, but remember the small note that reminds them that this time it’s a gift. And this is a gift that should bring you a huge return. If you do it well, the attorney will be hooked and expecting it (for your regular fee of course) on the next case and every case thereafter.

I am certain that if Lisa had never given me the product, I would never have tried it. She is smart enough to know that sometimes even a sample is not good enough. I had to fully experience the product to fully appreciate it. One of those tiny two-use samples wouldn’t have converted me like having the full-blown experience.

If you believe strongly in what you have to offer, you’ll find a way to get a CLNC^® GWP into the hands of your attorney-clients. Create and deliver your CLNC^® GWP today. Warning – if your attorney-clients like it too much, you may not have time for your own shopping anymore.

Success Is Inside!

The other day Tom and I went to purchase a new mattress. We thought it was time for a change and that a rainy afternoon was a good time to start looking. We’d already done our homework so we knew what we wanted. The first store we went into, the sole salesperson reluctantly left his seat at the counter only after we struggled in from the rain, shook off and folded our umbrellas. It was still two hours before closing according to the sign on the door, so I wondered if he figured we weren’t serious shoppers, although who else would be out in a hard rain? He answered our questions, let us roam about the store unattended and didn’t really try to sell us anything.

We left and drove about three blocks to the next store. Even before we had the umbrellas wrapped up a young salesperson named Tiffany walked up and introduced herself. She asked what we were looking for and patiently heard us out. After helping us with the mattress set, she inquired about other products we might be interested in as well as any concerns we might have. She complimented us on our choice, told us why it was different from similar sets and spent a lot of time with us without exerting any pressure tactics.

She was so good that before we left the store, we’d not only laid on almost every mattress they had, we’d also tried out all their recliners and added one of those to our growing list. I had to draw the line when I heard her telling Tom that they made a matching cup and snack holder for the recliner. When we made our final purchase she checked the store’s inventory and told us that while the recliner could be delivered the next day it would be a week before she could arrange delivery of the mattress set. She offered to send over the floor model along with a complimentary set of sheets to let us sleep on it as a test until ours could be delivered. We walked out of the store the proud new owners of not only a mattress but also a new recliner, a reading lamp and some other accessories, a not inconsiderable sale for a rainy afternoon.

On our scheduled delivery date, Tiffany arrived at our house just after the delivery truck. She supervised the load-in and helped set up everything. After the delivery crew left Tiffany stayed to orient us to everything and to go over our invoice to show us what had been delivered and what was still outstanding. The next day she called to see how we’d slept and if we had any questions or needed any adjustments. She also updated us on the delivery date for our mattress.

I was struck not just by how good her service was, but by how far she went above what I would have considered normal or even great customer service. How often do you walk into a store and have to struggle to capture the attention of a salesperson or even pry them off their cell phone to work with you? Here was a woman who not only took charge of the sale from the minute we walked in the store, but did everything she could to make our experience a memorable one.

As a Certified Legal Nurse Consultant, do you do the same for your attorney-clients and prospects?

• Do you offer a seamless experience from the time you meet them, up to and after you deliver your work product?
• Do you offer additional CLNC^® services that will benefit the case?
• Do you assess whether you can provide something more (such as articles on the topic) to the attorney right away, and before you deliver your final work product?
• Have you followed up to see if the attorney-client has all the information that she needs and to answer any questions she has after reading your legal nurse consulting work product?

Next time you find yourself working with an attorney-client or -prospect, ask yourself whether or not you’re delivering “Tiffany-quality” service.

Okay my CLNC^® amigos, I’m going to try something never done before in the history of my Tuesday Tech Tips. No, it’s not going to be something anatomically impossible, instead I’m going to actively solicit the opinions of all my readers (hope you’re here today, Mom) on the Windows 7 operating system.

I want to hear from the following groups of CLNC^® consultants, nurses and/or geeks:

• People who upgraded to Windows 7 from XP on an existing machine.
• People who upgraded to Windows 7 from Vista (tell me your Vista version) on an existing machine.
• People who upgraded from 32-bit to 64-bit systems (you know who you are) at the same time as one of the above.
• People who bought a new machine with Windows 7 preinstalled.

I want to know how the upgrades went and whether you think it was worth it. Tell me what you think about the new operating system and, whether or not, in your learned opinion, it is or isn’t a better version than XP or Vista. Be honest in expressing what you think, tell me how you’re using it and whether it’s making a difference in your legal nurse consulting business.

There are a few rules:

1. No profanity.
2. Comments must contain at least five words of more than four letters each and those words must be in the Oxford English Dictionary (abridged).

Comments may not consist solely of symbols (like in the comic strips – #!*@# OSX).

3. Anonymous comments will be allowed but, to keep the level of discourse civil, comments with names will be given preference in posting.
   
   As far as I know, Bill Gates isn’t reading my Tuesday Tech Tips (he should) so you shouldn’t have to worry about him hunting you down and wiping your system if you say something he wouldn’t want to hear.
4. Mac users will be allowed to submit an opinion which will be fairly reviewed, then ignored prior to being deleted.
5. You must have used your own copy of Windows 7. I don’t want to hear that the second cousin of a Certified Legal Nurse Consultant subcontractor you work with has a friend who’s dating someone whose roommate tried it in a kiosk at the mall.
6. If you’re willing, you can also let me know what kind of computer you’re running it on (laptop or desktop) and any details (processor speed, RAM, etc.) you want to share.
7. If in doubt about your response, see Rule #1 again.

Here’s your chance to help the rest of the legal nurse consulting community make their own upgrade decisions about Windows 7. If you have any great user tips you want to share, this is the time to do that too.

I personally know three CLNC^® consultants who have Windows 7 so I’m expecting to hear from each of you.

Keep on techin’,

Tom

Have you ever attended a social event or a networking function where you knew no one? Were you “out there,” introducing yourself and getting acquainted? Or were you a “wallflower” stuck like ivy against the wall in need of a bolder soul to drag you into the crowd?

Tom and I just got back from an event where we didn’t know anyone, except for the hostess. But there were definitely plenty of people worth knowing. At first, we kept ourselves stuck behind the protection of good food, good wine and the good company of each other. But let’s face it, we could have stayed in the comfort of our own home and enjoyed that without venturing to downtown Houston on a rainy night.

Simultaneously we looked at each other and knew it was time to move out from our protective shell and start meeting people. We couldn’t wait for people to come to us. We started with people who were standing alone and then moved on to groups large and small. Small talk was easy. We’d ask a person what they thought of whatever they were eating and then it was easy to move the conversation to what they did, their connection to the hostess, etc. We met some very interesting people (bankers, local television broadcasters, people who worked for Houston’s Metro, women entrepreneurs and a few attorneys too) and when it was time to leave we left satisfied that we not only enjoyed the event but made the most of it.

Believe it or not, boldly introducing myself doesn’t always come naturally. But I keep in mind that contrary to the Cinderella stories that occasionally make the news, most wallflowers never get “discovered.” Had Cinderella arrived at the ball on foot and wearing her sooty rags, it’s unlikely the prince would have given her a second look. Instead, six white horses delivered her to the castle in a golden carriage. She made a grand entrance in her ritzy new ball gown and spectacular slippers. However, if like me, you don’t have a golden carriage or white horses at your disposal, you’ll need to find other ways to make that good impression and avoid being a wallflower.

To raise your Certified Legal Nurse Consultant business to the next level, don’t waste a single networking opportunity being a wallflower. Your legal nurse consulting business will grow in direct proportion to the impact you make wherever you go but you’ll have to be the one to make that impact.

Try and talk with everyone and introduce yourself with a firm handshake. Remember, just about everyone at any event you attend will know an attorney or someone who knows an attorney. If you’re not sure what to say, always ask the person something about themselves. Most people leap on that topic. You can also ask how they are enjoying themselves. I have found these questions to be the easiest ways to get a conversation started.

Try using these tips the next time you find yourself at an event with a bunch of strangers and you won’t need your ritzy ball gown or even spectacular glass slippers but you might be able to eventually afford a golden carriage or other transportation of your dreams.

Success Is Inside!

As registered nurses, we were trained to give and to take care of others. But to successfully manage your legal nurse consulting business you must also be a strong negotiator, willing to ask for what you want and what you need. As nurses, you’re not trained to negotiate, but luckily, you’re born negotiators even though you don’t necessarily think about it that way. You negotiate with patients about taking their meds. You negotiate with doctors to assure the appropriate medical orders are written for the patient. You negotiate with hospital administrators for safe staffing and delegation. You are always negotiating as a nurse and usually it’s for the benefit of someone other than yourself, although you also negotiate with the cafeteria to keep the food from killing you and you negotiate your way through shifts with issues that would make lesser mortals weep.

When you walk into an interview with an attorney, you’ll be using your negotiation skills on behalf of yourself and your legal nurse consulting business.

Attorneys are masters at negotiation, so these inside strategies I’ve learned through 28 years of business negotiation will give you the confidence and the know-how to negotiate with the best of the best.

1. Ask for everything you want at the beginning of the negotiation. Don’t add on as you go along. It makes you seem unfair and looks like you’re just pushing the envelope to get more. For example, if you tell an attorney your fee is $125/hr and his reply is “That’s very reasonable,” you can’t jump in and say, “I really want $150/hr.”
   
   Be prepared and think through what is really important to you and your legal nurse consulting business before you sit down to negotiate. Have your list of what points you need and what points you’re willing to give up. Some people do keep score and being able to track what you really need will help you determine your negotiating success.
2. Ask for more than you think you can get and don’t jump too fast to say “yes” to the first offer someone makes; even if you think it’s fair. Assess the situation and the person making the offer. Use and trust your strength of intuitive vision to diagnose how far you can go. This is not being greedy, this is being a strong negotiator. And you’d be surprised at what offer could be around the corner. It’s yours for the taking if you only ask for it.
   
   I recently mentored a Certified Legal Nurse Consultant on a toxic tort case involving 40 plaintiffs. The attorney firmly told her that instead of her hourly fee, he would pay her a flat rate for each of the 40 cases because he felt there would be a lot of “cut and paste” from one case to another.
   
   The CLNC^® consultant was convinced that she would lose this large project unless she agreed to the attorney’s terms. My advice was to stand firm on her hourly fee because she had no way of knowing before the reviews which cases would be simple, and which would be complex. Locking herself into a flat fee per case could cost her. Even though the plaintiffs all shared the same toxic exposure, they each were sure to have different medical histories (some more complex than others) which could influence causation. Not to mention the variation in the volume of medical records to sort through. The attorney would still benefit from any efficiencies she gained as she worked on the cases even with an hourly billing structure. Likewise, she would not risk losing money on the deal. The CLNC^® consultant stood firm on her fee structure, and as I predicted, the attorney agreed to her hourly rate.
   
   You must be willing to walk away from a deal, especially when that deal is not favorable to you. If you don’t like the deal with one attorney, remember there are over 1,180,000 more waiting for you to call.
3. Do not get emotional during negotiations. Appear detached even if you’re not. I negotiated a contract with a guy who was very emotional. Every time he took off on a point, I’d let him vent and then ask him what he didn’t like about that point. I calmly listened to his concerns and nicely pointed out how the contract supported both parties. As the negotiation went on and his rants slowly ran out, his blood pressure (and my anxiety level) came down. I conceded a number of little points because I knew he was keeping score and would have to win. I stuck to my guns on the important ones. Those points that I needed to win or at least couldn’t bend on, I blamed on my attorney, saying “I’d really like to do this but my attorney feels it’s necessary that I….” This took the pressure off me and helped to end what could have been a line of arguments. We hammered out a deal that was fair to both of us. Know in advance the points that you must win and what you can give up.
4. Don’t assume your bargaining power is weak just because your business is smaller or that you need the deal more than the other party. Negotiating can be challenging when faced with the perception of uneven power positions, but weakness is one thing you can’t allow the other side to see. I have rewritten entire contracts sent to me from companies way bigger than mine who claim they can only use their contract with no changes. But I prevailed and they used mine!
   
   Go in knowing and believing in what you have to bring to the business relationship. Even if you believe the attorney-prospect holds the power card, don’t underestimate your unique selling position and how it benefits the attorney-prospect. It’s your job to educate the attorney about how you can make a positive difference in the outcome of his cases.
5. Never say anything off the record – “Just between you and me, I want ‘X’ but I’ll settle for ‘Y.’” In negotiations everything is on the record and if you say that, more than likely you will end up with “Y” or even less than “Y.”
   
   Never let the other party bully you or treat you in a paternalistic manner. I’ve worked with plenty of attorneys, met some very tough negotiators and seen many different negotiation styles at work. Surprisingly, it was a non-attorney who negotiated like a pit bull. Realizing what I was up against, I took a long walk and role-played with Tom. Role-playing helped me to anticipate every possible objection and get myself into a Zen-like state. When it came time to negotiate for real, I was centered and ready for him and we reached a win-win. If I’d gone head-to-head with him, like two pit bulls, instead of handling it as I did, the negotiations would have failed.

Use these 5 strategies the next time you are negotiating with an attorney.

Success Is Inside!

Congratulations to Stephanie Crawford, RN, BSN, CLNC for successfully using videoconferencing with her attorney-clients. She shared with me, “Even though I have a fondness for settling down with my records, a mug of coffee and wearing sweatpants… I wore my black suit for my first videoconference. It was a milestone accomplishment to step up to the big league lawyers and meet this attorney via webcam.”

Here are some tips for doing your own legal nurse consulting videoconferences with attorney-clients.

• First of all, to videoconference successfully, you’ll need to have a webcam. Make sure the webcam you use has a high-quality picture with a good microphone built-in. Prices are pretty low so this might be a good time to buy a new webcam. If you’re stuck on using an older, microphone-less webcam, you can purchase a separate microphone. Avoid the headset/boom-mike look unless you really want to look like a telephone operator or someone from NASA. Many Apple laptops come with a built-in camera and microphone so you won’t need to buy any additional gear to start videoconferencing.
• Be sure your hardware – that means your computer, Internet connection and especially your webcam – are all in working condition. Then check that the volume and picture settings are correct. My personal webcam has a motion detector that can track movements in a limited area (people on the other end of the videoconference said the constant motion made them queasy). It will also move to pick up anyone who walks into view of the webcam. I find this to be distracting and have disabled it. Now the picture is stable.
• Be sure that both you and the attorney(s) are using compatible software. Skype is an easy to use, and free, program that allows videoconferencing over just about any Internet connection. It’s fairly intuitive when it comes to setting up and connecting with other Skype users. There are other programs out there that you can research using Google.
• Dress professionally and be dressed from head-to-toe. One of Tom’s treasured Dilbert cartoons shows an unshaven, unshowered Dilbert videoconferencing while wearing a bathrobe. He’s holding a Dilbert finger-puppet in front of the camera. In reality you can’t predict whether you’ll be standing up, retrieving a legal nurse consulting document or doing something else that may expose more of you to the videoconference than you expected. You don’t want to forget and accidentally show your attorney-client that you’ve got on Sponge Bob pajama bottoms under your suit jacket. You may walk through the webcam’s range too so dump the fuzzy pink slippers (they’re a fire hazard anyway). The newer webcams can pick up and broadcast an amazing amount of detail with complete clarity so check your teeth for broccoli before you fire up the conference.
• Clear your background and clean up your legal nurse consulting office. Whatever is shown in the background of your webcam’s picture reinforces your image as a professional. You may need to temporarily move your computer to a different room and even shuffle some furniture around.
• Cut down on possible distractions. Move your cell phone and land-line telephone handsets to another room (to avoid ringing) and consider putting a sign on your doorbell asking visitors to knock. If you have your email program running in the background be sure to silence any sounds that indicate the arrival of new email.
• Send any visuals in advance. If you’re going to be showing exhibits, demonstrative evidence or your CLNC^® work product to the attorney, remember that these may be difficult to see over a webcam. Consider sending them before hand in .pdf format (so your attorney-client can easily open them without worrying about document format compatibilities).
• Prepare a list of bullet-points or write out a script you wish to follow during the videoconference. Keep it handy and even consider posting it behind your webcam so that you can see it without looking away from the camera.
• Address the webcam, not the picture of the attorney on your screen, otherwise you’ll appear to be looking down.
• Practice videoconferencing with other Certified Legal Nurse Consultants and ask for their feedback before you take it to the big time with your attorney-clients. You may need to learn to sit up straight, address the camera directly and avoid unnecessary movements. Think of it as good training for your first expert witness experience.

Finally, remember to have fun. Be yourself and let your personality come through. Videoconferencing can add another dimension to your legal nurse consulting business if you let it and, if you’re prepared and ready for it.

Success Is Inside!