25 Ways to Network Your Way to CLNC® Success − Part 2

You read the first 15 best networking practices yesterday; here’s 10 more that are guaranteed to make you a wiser networker.

Be Ready When Your Networking Opportunity Strikes

  1. Always have your business cards on hand. Keep a supply in your purse, wallet, briefcase, car console and spouse’s pocket. You never know when you’ll need one or when giving one out will lead to more CLNC® business.
  2. Give your business card to people with whom you conduct personal business. This is an easy way of providing information they need about you, while also educating them about your CLNC® business.
  3. Be prepared to introduce yourself and your CLNC® services wherever you go. Always be ready to give your 30-second introduction. Include your name and what you do as a Certified Legal Nurse Consultant and why attorneys can’t afford to litigate a case without you. Develop several versions to match the person to whom you are speaking:
    • A professional version for when you’re talking to attorneys and healthcare providers.
    • A layman’s version that is clear to anyone who does not practice in law or healthcare.

“Vickie always tells us to keep our USP on the tip of our tongues. It works. I have networked on airplanes and in public spaces. You would be surprised how well it works. That is how I got my international client. A friend of mine mentioned me to someone else and I was contacted by the international corporation. You never know when a conversation may pay off!”
– Jane Hurst, RN, CLNC

Network with Other CLNC® Consultants

  1. Stay in touch with your fellow CLNC® consultants. Take the time to communicate with your CLNC® colleagues regularly. You’ll find your best and most prepared experts and subcontractors among your CLNC® peers. A small network of Certified Legal Nurse Consultants (less than 10) is all you need to start.

“I place high value on the relationships I have with my core group of CLNC® subcontractors, especially when it comes to new attorney-prospects. For example, I have two CLNC® subcontractors I work with regularly who specialize in pediatrics, while my expertise is neonatal. It is a profitable way to gain new attorney-clients and strengthen the existing relationships we have with our clients.”
– Julie Somen-Becker, RN, BSN, CLNC

  1. Attend the NACLNC® Conference to network with your CLNC® peers.

“In this safe, motivating, enriching environment you’ll learn and share information and make mutually beneficial contacts. These are the people you can call on when you need help with your CLNC® business.”
– Dale Barnes, RN, MSN, PhN, CLNC

“From the moment we became Certified Legal Nurse Consultants, we made a commitment to uphold the professional standards for our specialty. Attending the NACLNC® Conferences provides an intense, concentrated and friendly forum to expand our knowledge and pursue continuing education to better serve our attorney-clients. It also provides an excellent opportunity for us to network with new and seasoned CLNC® consultants. Certified Legal Nurse Consultants with established businesses are looking for CLNC® consultants with unique expertise to assist with increasing caseloads. For all Certified Legal Nurse Consultants, it offers a moment to shine, showcasing your accomplishments or expertise among your peers. At my very first NACLNC® Conference I met a seasoned CLNC® consultant who gave me my first couple of cases. At my second NACLNC® Conference I met a few CLNC® consultants who were expanding their caseloads and they began subcontracting with me. Vickie’s concerted efforts to create a relaxed and friendly conference enhances the networking experience which otherwise could be intimidating and stressful. From a personal perspective, it provides me with another chance to practice my networking skills and an opportunity to promote my expertise to new and seasoned CLNC® consultants.”
– Debra Good-Zeiner, RN, BSN, CLNC

Network with Your Attorney-Clients and Their Staff

  1. Ask your current attorney-clients for referrals. The simple step of asking your attorney-clients which of their colleagues need your CLNC® services is easy, effective and free. Your client may even call an attorney-prospect to provide a professional introduction and a strong recommendation for you. When you hear from a new attorney-prospect, be responsive in returning the call and always send a thank-you note to the referring attorney.
  2. 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® consultant knows 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 are just begging for people like us to make their jobs easier. If the legal assistant 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 law firm upstairs, in the next building or where she used to work.
  3. 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.

“I met an attorney at a legal conference and he became my client. He introduced me to some of his attorney-colleagues. Another attorney passed out my brochures at a networking group that included many 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.”
– Dale Barnes, RN, MSN, PhN, CLNC

  1. Network with future attorneys. There are 150,000 new law students every year. These are your future attorney-clients. Even as students they usually work in law firms and can connect you with the attorneys at the firm. 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.
  2. Network with attorneys who don’t handle medical-related cases.

“I gained a couple of long term clients from an attorney friend of mine who did not do medical-related cases. But, when I told him what I was doing and asked who he knew, he sent me to a colleague who did personal injury and medical malpractice cases. This was in 1999, and the attorney I was referred to is still a good client today. In addition, my new attorney-client referred me to many of his colleagues. So, this was a snowball effect and greatly boosted my CLNC® business. This attorney continues to refer me to his colleagues.”
– Dale Barnes, RN, MSN, PhN, CLNC

“I have worked on cases where my attorney-clients have co-counsel. The co-counsel are usually personal injury client-attorneys who snag a medical malpractice case and do not have medical malpractice experience. This is a great opportunity to network. If my attorney-client sends emails with the co-counsel’s email in the cc, I always make sure I ‘reply to all’ when I reply to my attorney-client. That not only keeps co-counsel in the loop, but also makes him aware of how valuable my CLNC® services are to the case. At the conclusion of the case I make sure to send individual emails to each of the attorneys thanking them for allowing me to assist them (I do this for every case, even if it is an attorney-client I have worked with for years). In the email to co-counsel, in addition to thanking them, I make sure they know I am able to assist them on their medical-related cases. I do my homework to find out what type of cases they handle and customize my message accordingly. I have also asked my attorney-clients to put in a good word for me with their co-counsels. I have gained two great long term attorney-clients networking that way.
– Jane Hurst, RN, CLNC

Networking is by far the best and most efficient way to meet people, gain new clients and let everyone know you are a successful Certified Legal Nurse Consultant. If you implement just a few of the 25 best practices for networking the CLNC® Pros provided, you will successfully make networking work for you. These techniques will leave a lasting impression of you and the CLNC® services you offer in your attorney-clients’ minds.

P.S. Comment to thank the CLNC® Pros for sharing their best strategies for networking.

P.P.S. Click here to read Part 1 of this blog.

2 thoughts on “25 Ways to Network Your Way to CLNC® Success − Part 2

  1. I so appreciate the words of wisdom from experienced colleagues to guide those of us new to the CLNC® role. With 34 years of OB and post op surgical experience, I have much to offer attorneys in their medical-related cases.

  2. I walked ‘the beaten path’, ‘lawyers’ row’, met with 15 attorneys or their ‘gatekeepers’, handed out my ‘packet’, discussed (loudly so the attorneys I could see would hear me) my credentials and ‘entitlements’ and only got 2 nibbles! I thoroughly enjoyed the walk, the fresh air, the thrill of being an entrepreneur, and my nice, new outfit (with accessories)! It was excellent practice. I won’t hesitate to do it again more aggressively and with more confidence.

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*The opinions and statements made by Vickie Milazzo, the founder of Medical-Legal Consulting Institute, Inc. are based on her experiences and expertise, should not be applied beyond the specific context provided, and do not guaranty or project actual results. Vickie Milazzo is no longer involved in the operations or management of the business, but is involved as an independent education consultant.

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