4 Certified Legal Nurse Consultants Advise How to Manage Attorneys Outside of Your Geographic Area
Certified Legal Nurse Consultants often work with attorneys outside of their geographic area. In this blog four CLNC® consultants discuss the percentage of attorneys outside of their geographic area, the differences in consulting and communicating with these attorneys and how to expand your CLNC business outside of your geographic area.
What percentage of your attorney-clients live outside of your geographic area?
“About 90% of my attorney-clients are outside of my geographic area.”
– Suzanne Arragg, RN, BSN, CDONA/LTC, CLNC
“10% of my attorney-clients are outside of my geographic area.”
– Dale Barnes, RN, MSN, PHN, CLNC
“50% of my attorney-clients are in my home state of Oregon. My other attorney-clients are located in other states from Hawaii to Florida and Maine to California.”
– Robert Malaer, RN, MSN, FN-CSp., CNLCP, CALM, CLNC
“None of my attorney-clients live within my city or tri-county area. 90% of my attorney-clients live within my state, while the other 10% are out of state.”
– Michelle Neal, RN, BSN, CLNC
How do attorneys outside of your geographic area find you?
“My attorney-clients introduce me to their colleagues.”
– Suzanne Arragg, RN, BSN, CDONA/LTC, CLNC
“The attorneys find me through other attorneys or friends.”
– Dale Barnes, RN, MSN, PHN, CLNC
“Some attorneys find me through my website and my LinkedIn profile and others I have met while exhibiting at legal conferences. Most attorneys have heard about me from the attorney-clients that I have worked for in the past. Word-of-mouth is my greatest marketing tool. You never know how one professional contact can lead to a series of new contacts and potential attorney-clients. Every networking opportunity should be treated as a marketing opportunity.”
– Robert Malaer, RN, MSN, FN-CSp., CNLCP, CALM, CLNC
“My first out-of-state attorney was obtained by using social media. Since then, most of my other attorney-clients found me via referral from other attorneys.”
– Michelle Neal, RN, BSN, CLNC
What’s different about consulting with attorneys outside of your geographic area?
“There are not many differences. The main objective is to understand their communication styles and the type of work product they are looking for.”
– Suzanne Arragg, RN, BSN, CDONA/LTC, CLNC
“Since I’m not meeting my attorney-clients in person during the COVID-19 pandemic, there’s not much difference. I use Zoom for both.”
– Dale Barnes, RN, MSN, PHN, CLNC
“I don’t treat my professional relationships with attorneys outside of my geographic area any differently than with those who live in the same town as I do.”
– Robert Malaer, RN, MSN, FN-CSp., CNLCP, CALM, CLNC
“There isn’t anything different except for the fact that I haven’t met them in person. Business is conducted in the same fashion. All communication is via phone or email.”
– Michelle Neal, RN, BSN, CLNC
What is the most effective way of communicating and building the professional relationship with attorneys outside of your geographic area?
“Gaining an understanding of the attorney’s preferred method of communication helps to foster these relationships whether that is through email, phone or videoconferencing.”
– Suzanne Arragg, RN, BSN, CDONA/LTC, CLNC
“Communication, communication, communication. It’s even more important to keep these attorney-clients on top of everything you are doing.”
– Dale Barnes, RN, MSN, PHN, CLNC
“All of my established attorney-clients can expect an email and phone call from me at least monthly. Any attorney that contacts me regarding case reviews or to discuss my CLNC services will receive a small token of appreciation through the mail and are added to my follow-up schedule.”
– Robert Malaer, RN, MSN, FN-CSp., CNLCP, CALM, CLNC
“Regardless of geographic location, each attorney relationship (whether near or far) requires the same effort. I talk to all my attorney-clients via phone or email on a regular basis. No matter the geographic location, it’s always important to maintain open and honest communication with all attorney-clients.”
– Michelle Neal, RN, BSN, CLNC
What advice would you offer to Certified Legal Nurse Consultants who want to expand their CLNC® business outside of their geographic areas?
“Under normal circumstances, I would advise the Certified Legal Nurse Consultant to research target areas of litigation that are of interest and attend as many legal conferences as possible to establish networking connections. However, with the COVID-19 pandemic, I have noticed that many legal organizations have switched to virtual conferences. Attendees can sign up and log into sessions using Zoom or Skype with features that enable networking.”
– Suzanne Arragg, RN, BSN, CDONA/LTC, CLNC
“Go for it! It gives you a much bigger network and those long distance attorneys will refer you to other out-of-town attorneys.”
– Dale Barnes, RN, MSN, PHN, CLNC
“Develop and strictly adhere to your marketing plan. Make sure your marketing plan includes a follow-up schedule. Add new contacts to your marketing list each week.”
– Robert Malaer, RN, MSN, FN-CSp., CNLCP, CALM, CLNC
“I recommend continuing to market to attorneys who specialize in areas that interest you or provide different experiences and opportunities for your legal nurse consulting business. You can use the same methods I did, such as mail-call or you can exhibit at a legal conference. If you plan to visit law offices in different locations for potential attorney-clients, I recommend researching the firms first to have a better understanding of who they are and what they represent. It’s also a good idea to call first and try to arrange a meeting. As Certified Legal Nurse Consultants, we are fortunate to live in a world where the location of your business doesn’t dictate your opportunities with attorney-clients from around the country.”
– Michelle Neal, RN, BSN, CLNC
Thanks to Suzanne Arragg, RN, BSN, CDONA/LTC, CLNC, Dale Barnes, RN, MSN, PHN, CLNC, Robert Malaer, RN, MSN, FN-CSp., CNLCP, CALM, CLNC and Michelle Neal, RN, BSN, CLNC for advising how to manage attorneys outside your geographic area.
Success Is Yours,
Vickie L. Milazzo, RN, MSN, JD
P.S.Comment and share your recommendations for working with attorneys outside of your geographic area.
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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.
