29 Ways to Network Your Way to CLNC® Success

Certified Legal Nurse Consultants market to attorneys in a wide variety of ways. However, only one strategy is free, effective and used by ALL CLNC® consultants – networking. You’ll become a wiser networker with the help of our CLNC Pros. We asked these experts to share their best strategies for networking your way to CLNC success.

Start implementing these best practices today. They work for the CLNC Pros – they will work for you, too. Just remember to network with anybody and everybody who comes within three feet of you. Anyone you meet could hold the golden key to your next attorney-client.

Embrace and Prepare for Every Networking Event

1. Embrace networking without fear. New Certified Legal Nurse Consultants often do not network aggressively for fear of having to talk about themselves. All of us have been afraid we would botch the interaction and run our networking target off while we were still lost in the midst of internal dialogue. Just do it!
   

   “I view personal and professional networking like dancing. It requires planning, practice, adaptation to changes in the environment, focus, skill acquisition and persistence. It requires flexibility, calm and various levels of effort at the right time. The results can be beautiful, completely disastrous or somewhere in between. Commit to step out of your comfort zone and to take calculated risks.”
   – Caryn Jaffe, BS, RN, CLNC

2. Polish your networking skills. Practice networking everywhere you go. Networking is an acquired skill just like starting an IV is. If you’re shy, genuinely focus on the person you’re speaking to and not on how you’re feeling. Focusing on the other person does the trick every time.

3. Do your homework on the event. For example, you decide to attend a chamber of commerce event. Look up information about your local chamber. How many members does the group have? What is their vision and mission?

4. Create the perfect mindset before you arrive at the event. If you feel unsure of yourself, consider the event as an exercise in using your nursing assessment skills. If you still can’t bring yourself to mingle, try pretending you have the event under surveillance. Observe how others interact, exchange cards, etc. Then resolve to put what you noticed into action with at least three people before you leave. After all, you made an effort to attend and perhaps even paid a fee. Do not waste this opportunity. Bolster your mindset by appreciating your interviewing expertise as an RN and by seeing these new people as friends instead of strangers.
5. Model the behavior of people who have proven to be successful. Certified Legal Nurse Consultant Dorene Goldstein says, “No matter how successful you are, there is always someone who is more successful than you. We can learn a lot if we keep our minds open and are willing to accept suggestions.” Make a list of successful people you already know. Ask them about their success and for advice on how to expand your network of successful people.
6. Treat each networking event as unique. Each situation calls for a different style of conversation and sharing of information. Plan your networking strategy accordingly.

Network Anywhere and Everywhere

7. Never judge a book by the cover. I was connected with my first attorney-client through a woman who typed nursing theses and dissertations from her home office. She hardly appeared connected, but she was. Who knows where I’d be today if I had judged that book by the cover?
8. Put yourself out there. Make networking a part of your everyday life. Don’t get stuck in a rut of only networking professionally. Potential attorney-clients are just like you – they have an active life filled with a variety of interests. They also have to meet life’s routine demands. You never know who will need your CLNC services or how you will meet a new attorney-client. You can meet a prospective attorney-client on a plane, on a bike ride, at church, school, an athletic event or even shopping. Networking can happen in the most unexpected places when the topic turns to what you do and your unique role as a Certified Legal Nurse Consultant. Be open and friendly, especially if you’re stuck in a long line at the grocery store or during the holiday rush at the mall. Seize the moment and initiate a little small talk. Once you have discussed the price of produce, move right on to your CLNC business. You just might be standing next to an attorney.
9. Ask for what you want. Announce your legal nurse consulting business to everyone you know (colleagues, friends, family members and people you meet). Ask them to introduce you to attorneys they know. As Certified Legal Nurse Consultant Dorene Goldstein, RN, BSN, CLNC advises, “Never be afraid to ask for what you want.” If you want introductions to more attorneys, go ahead – ask for them.

10. Ask the paramount question. Ask friends, family and everyone you meet, “Who do you know who practices law, works for a law firm or is connected with the legal system?” You may be surprised at who they know and who their friends know. As one CLNC consultant says, “This question works every time. I have a friend who didn’t know any attorneys but his wife did. She led me to her best friend’s husband who was an attorney, and he referred me to three more attorneys.”
11. Turn children’s activities into networking opportunities. If you have children, grandchildren, nieces or nephews, you are probably involved in school or sports activities. As you meet new parents, teachers or coaches, mention your CLNC business. You’ll be surprised how many attorneys and attorneys’ spouses you may meet. What a perfect opportunity to pass your business card to them.
12. Take a trip down memory lane. Social media is a great resource to reconnect with our grammar school, high school and college friends. Retie the connection with those old friends. Share how excited you are about your CLNC business. Educate them about your role as a Certified Legal Nurse Consultant and ask for leads. Contact the leads they give you and mention the friend who referred you. This gives you an instant “in.”

13. Volunteer in places where you might meet attorneys. Many professional people do volunteer work. Find a cause you believe in and devote yourself to it. You never know who you will meet in the process.
    

    “By being a member of Rotary I have been able to get excellent referrals. We get to know each other in a more personal way, which creates trust. Once people know you and trust you, they think of you when they meet an attorney. Or, if any of them are attorneys, they don’t hesitate to use me or refer me to their attorney friends.”
    – Dale Barnes, RN, MSN, PHN, CLNC

14. Don’t miss a single holiday party. Even a boring holiday party is ripe with juicy networking opportunities. Be ready with your 30-second elevator speech. When someone asks what kind of work you do, you can say, “Why, I’m a Certified Legal Nurse Consultant. How about you?” “Why, I’m an attorney.” Yes, it can be just that easy.

15. Ask your insurance agent for attorney referrals. The agent who handles your homeowner’s and auto insurance will know which attorneys handle the insurance company’s personal injury cases. Remember to drop your agent’s name to help get you past the gatekeeper when you call the attorney.

16. Be active in a professional networking group. This includes attorney groups as well as other professional groups. Don’t just show up. Serve on committees and on the board. That way members of the group will get to know you and understand what you do. They will more readily refer attorney-prospects to you.
    

    “One of my strongest networking strategies is to join associations that attorneys belong to, such as the trial lawyers or State Bar associations. This allows you to be around attorneys in their native environment where they are comfortable.”
    – Dorene Goldstein, RNC, BSN, CLNC

    “Networking is a strategy that attorneys use to grow their legal practice. Local bar and trial lawyer associations bring attorneys together for networking and educational opportunities. What better place to meet attorneys? I find when attorneys get together in social situations they are relaxed and open to meeting new people. I joined my local bar association as a sponsor. My investment became an admission ticket to all of the association’s social and educational events. I attend every event they host. At each event I aim to meet as many new people as I can and have quality conversations. I follow up with each attorney afterwards. So far, this has led to at least one attorney-client who books services with me after each event. I also take time to reconnect with attorneys I have met at previous events and those I have retained as clients.”
    – Susan Thibeault, DNAP, MBA, CRNA, APRN, EMT-P, CLNC

17. Turn public speaking engagements into networking opportunities. Take advantage of every chance to speak in public, whether for a community group, attorney association or nursing conference. When you give a presentation, leverage the visibility you gain by networking furiously.

Be Ready When Your Networking Opportunity Strikes

18. Always have your business cards on hand. Keep a supply in your purse, wallet, briefcase and spouse’s pocket. You never know when you’ll need one or when giving one out will lead to more CLNC business. Share your electronic business card also, as a lot of people today don’t keep printed business cards.
19. 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.
20. 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.

    “I have added exhibiting to my marketing strategy and on my first rather large conference I realized that most of the vendors in the exhibit hall knew one another. I learned that the same exhibitors come to the conference year after year and have developed their own network. I figured out that they wouldn’t be coming back year after year if they aren’t finding value in their exhibiting investment. I decided it would be wise to get to know them and join their network because they work with attorneys. During quiet exhibiting times I go around and introduce myself to other vendors. In the process of doing that I learn exhibiting pearls of wisdom, meet great contacts that I can refer my attorneys to and establish credibility within the network of the exhibiting group. As a result of networking within the exhibit hall, I have marketed myself as an expert witness to two expert witness locating companies. I have also created a profitable partnership collaborating with a firm that locates expert witnesses. I continue to exhibit with the same association and have already been in touch with my exhibitor network prior to the next event. I have been invited to dinners that will have attorney guests! I foresee this strategy will continue to grow my CLNC success.”
    – Susan Thibeault, DNAP, MBA, CRNA, APRN, EMT-P, CLNC

21. Be present in the situation. Certified Legal Nurse Consultant Dale Barnes, RN, MSN, PHN, CLNC shares, “I am not shy and do not mind talking about myself, but I’m much more successful when I keep the conversation focused on the other person.” CLNC consultant Dorene Goldstein says, “Nothing is worse than having a conversation with someone who is obviously not listening.” No matter who you’re talking with, never check your phone when it buzzes, beeps or chimes. That message may or may not be important, but you’re guaranteed to lose the interest, respect and even the business of the person you’re talking with if you don’t make them feel important.

Network with Other CLNC Consultants

22. Attend the monthly CLNC Webinars.

“You’ll meet wonderful people who share their nursing knowledge and their stories of success. The motivation and knowledge lending provides direction.”
– Carol Fridal, MS, RN, CEN, CLNC

23. Attend the NACLNC® Conference to network with your CLNC peers. There you will meet the most successful Certified Legal Nurse Consultants in the industry. Who knows? They might offer you your next legal nurse consulting subcontracting job.

“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

24. 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 have grown my CLNC network by reaching out and developing relationships with Certified Legal Nurse Consultants that I meet on CLNC webinars and at educational events. There are many practice areas I do not have expertise in that I need a CLNC subcontractor for, and in exchange I have unique experience I can offer. If someone makes a good impression during an event, I send them a message requesting their contact information. In my experience, Certified Legal Nurse Consultants are collaborative and welcoming to networking invitations. As a result of networking with CLNC consultants, one of my contacts located me as a testifying expert for a case that involves my specialty. The attorney selected me as an expert witness on that case and on a subsequent case as well.”
– Susan Thibeault, DNAP, MBA, CRNA, APRN, EMT-P, CLNC

Network with Your Attorney-Clients and Their Staff

25. 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. The attorney 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.
26. 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, they 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.
27. 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

28. Network with future attorneys. There are more than 115,000 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 they introduce 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.
29. 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 litigate 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. 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

Networking is by far the best and most efficient way to meet people, gain new attorney-clients and let everyone know you are a successful Certified Legal Nurse Consultant. If you implement just a few of the 29 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.

Success Is Yours,

P.S. Comment and share how you’ve used networking to grow your CLNC business.

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