The professional relationship you establish with attorneys is one of your most important responsibilities as a Certified Legal Nurse Consultant. We asked the CLNC® Pros to describe their favorite attorney-clients. While four CLNC consultants share four different answers, you’ll notice common themes you will want to aspire to in your own CLNC business relationships.
“My favorite attorney-clients are the ones who are engaging, enthusiastic and appreciate the CLNC services I provide. They truly appreciate and understand my role as a Certified Legal Nurse Consultant. They keep coming back for more, which is truly the best type of clients to have and certainly the ones who will enthusiastically refer me to other attorneys.
The attorney-clients I get by referral from other attorneys have the same attributes as my original clients. They are calling because they trust the attorney that gave them my name. If I am marketing to or working with new attorneys, I tell them what I can do for them and what I expect from them. I let them know there will always be a two-way dialogue to ensure they get the results or the work product they need. I remind them that every case is different and may have different requirements. I let them know I am flexible to consult in whatever way works best for them.”
– Dale Barnes, RN, MSN, PHN, CLNC
“My favorite attorney-clients are ones who are busy. They are outgoing and pleasant even when they’re busy. They are specific about what they need, and their requests are clear and straightforward. My favorite attorneys also respond quickly to email or voicemail. This shows me that they are on top of their case load. I also appreciate attorneys who are congenial on the telephone and don’t make me feel like I am bothering them when I’m updating them about a matter. That tells me that they see value in my work. I appreciate attorneys that listen to what I say before responding. Of course, I also like attorneys who give me regular work. It’s always nice to get a compliment, but there are other ways that attorneys show appreciation. The next case is a tell-tale sign that they like my last report.
I attract the attorneys I’m interested in by providing clear and concise information about my services, fees and how I can assist in making the case stronger. I make my sales pitch about them, not about me. I am friendly and outgoing at legal conferences. I respond promptly and timely to all requests and meet deadlines. I also check in when I need an update on a matter. I want attorneys to know they can count on me to be an asset.”
– Marcia Bell, RN, BSN, CAPA, CLNC
“My favorite attorney-clients give me challenging, yet achievable work products. They ask questions that help me think about how, when and why injuries occur. By learning to ask questions, I have learned to find the answers to uphold or decline a case with a strong rationale.
Favorite attorney-clients are honest, respectful and good communicators. They respect my time and my opinions. My favorite attorney-clients are also impressed that I’m honest and provide the facts in the medical records. They appreciate the facts whether those facts help with winning, settling or rejecting a case. They’re also impressed when I’m honest that I do not know the answer, but will research the answer. With proper communication, an honorable relationship serves their needs and mine. The respect I have received as a Certified Legal Nurse Consultant continues to surprise me. Going from clinical nursing where I felt as though I was just a time clock filler to becoming a professional CLNC consultant has been amazing.”
– Kaylin Chase, RN, BSN, CNLCP, CLNC
“My favorite attorney-clients are well organized and treat me in a professional manner. They trust my opinions and don’t try to persuade me to agree with theirs. They send all the documents I request in a timely manner and they also pay for my services in a timely manner. They do not try to get me to lower my fees. They respect my knowledge and appreciate the work product I provide. They keep me up to date as the case progresses and communicate when the case has settled. Good communication of what is expected by them is a must to a good working relationship and that means good communication of what is expected from me is also important.
When an attorney calls for the first time, we discuss the attorney’s expectations and my expectations. I let them know from the beginning that I provide an objective and comprehensive review. We discuss the need for timely reviews, and we discuss fees and payment of fees. Most of my business is repeat business and word of mouth referrals. I believe attorneys keep coming back because of our good communication skills and the excellent service I provide. We respect each other’s part in the litigation process.”
– Sandra Higelin, RN, MSN, CNS, CWCN, CLNC
Thanks to Dale Barnes, RN, MSN, PHN, CLNC, Marcia Bell, RN, BSN, CAPA, CLNC, Kaylin Chase, RN, BSN, CNLCP, CLNC and Sandra Higelin, RN, MSN, CNS, CWCN, CLNC for sharing your favorite attorney-clients.
Success Is Yours,
Vickie Milazzo Institute
P.S. Comment and tell us about your favorite attorney-clients.