There’s a strategy to obtaining more legal nurse consultant jobs from attorneys. In this blog the CLNC® Pros share 11 ways to keep your attorney-clients coming back for more.
- Never take attorney-client relationships for granted. Value the relationships you nurture with a thank you. Suzanne Arragg, RN, BSN, CDONA/LTC, CLNC says, “When I receive a new case, new referral or complete a particular assignment, I express gratitude through an email, text or phone call.” While a thank you goes a long way, Rebecca Jones, RN, MSN, CNM, CLNC reminds us to be specific. She says, “I don’t just say ‘Thanks for your business’, I include something more specific. For example, ‘I appreciate how much time you spent with me preparing for deposition.’” Dorene Goldstein, RN, BSN, CLNC uses a complimentary service (such as a free screening) for important thank yous.
- Use the attorney’s preferred method of communication to discuss legal nurse consultant jobs, even if it’s not what is most comfortable for you. This is an important step in securing a great working relationship.
- Retie the connection frequently. Dorene Goldstein says, “We’re not always the first thing they think of and it’s good to remind them that we’re here. I’ll drop in on my attorney-clients occasionally. I also send handwritten cards.” Get the attorney thinking about you by sending new information on a case. Suzanne Arragg says, “I recently provided my attorney-client with information regarding a change that directly impacted her cases. She was quite grateful because she was not aware of the change.”
- Always clarify questions you have about a legal nurse consultant job. Dorene Goldstein says, “Even though I know my attorney-clients well, if there is more than one option, I never assume the attorney wants something done one way over another. It is extremely important that we are on the same page.”
- Be forthcoming about your availability. Rebecca Jones says, “You want to be as available as possible for attorney-clients, but it is not unreasonable to give a time frame that you can be reached. For example, when an attorney wants to schedule a phone call I give specific days and times – ‘I’m available Monday and Thursday 10:00am-4:00pm CST, and Tuesday 12:00-7:00pm CST. Let me know what works best for you or if you need to schedule another time in the evening or weekend.’ Remember that your time is important too.”
- Be bold in stating your professional opinion and attorneys will trust you can handle any legal nurse consultant job. Suzanne Arragg says, “Never be afraid to state your opinion, even when it may not be favorable. The attorney wants to hear from you. This strategy has proven to earn me repeat legal nurse consultant jobs.”
- Know your boundaries and don’t act needy. Know when it is okay to reach out, and when it is not. This tried and true strategy will preserve attorney-client relationships for years to come.
- Always go above and beyond what is expected. Dorene Goldstein says, “You want your attorney-client to know that they are important to you.” Respond to attorneys’ requests promptly! Whether it’s responding with an email or returning a phone call, it could mean the difference between this being the only case with an attorney or the first of many.
- Compliment your favorite attorneys. Jane Hurst, RN, CLNC says, “I don’t go overboard because I don’t want to come off as a brown noser, but I do compliment my attorney-clients when it’s appropriate. I also let them know I enjoy working with them.” Attorneys are like the rest of us. They appreciate being appreciated.
- Take a personal interest in the attorney. Robert Malear, RN, MSN, CLCP, CALM, CLNC sends personal cards or small gifts on birthdays and holidays. Robert also visits his attorney-clients’ offices regularly and offers to take them and office staff to lunch or dinner.
- Never burn bridges. Always be clear, professional and gracious. Even an attorney who doesn’t hire you is more likely to refer you to a colleague.
Thanks to Suzanne, Rebecca, Dorene, Jane and Robert for sharing their tips on obtaining more legal nurse consultant jobs from their attorney-clients.
Success Is Yours!
P.S. Comment and share your strategies for obtaining more legal nurse consultant jobs from attorneys.