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 eight CLNC consultants share different answers, you’ll notice common themes you will want to aspire to in your own CLNC business relationships.
I enjoy working with attorneys who truly listen rather than simply presenting their own ideas. I appreciate attorneys who are attentive to my opinions, advice and recommendations. I don’t mind being challenged with a “what if” question. An attorney doesn’t have the same understanding of my role as an emergency department RN. Even if they have litigated many ED cases, they don’t know the details I know. When they listen to my perspective, they are often better equipped to build a stronger case. I also enjoy attorneys who are personable.
You can develop a favorite attorney-client relationship by reading the attorney and presenting information in a way that demonstrates your depth of knowledge. If you can teach the attorney something they don’t know, that often strengthens the relationship. Once they understand your position and feel confident in what you have to say, they begin to interact with you as a true part of the case, even when your opinion does not align with theirs.
– Yolanda Anderson, RN, BSN, CEN, CPEN, CLNC
All of my attorney-clients are my favorites because they appreciate the value a Certified Legal Nurse Consultant brings to the legal team. They value both professionalism and partnership. Throughout the life of a case, my favorite attorney-clients communicate clearly, respond promptly and ensure invoices are paid without delay, demonstrating respect for both the work and the working relationship.
Their appreciation is often expressed in simple but meaningful ways. When I submit a work product, I might receive a note that says, “Perfect timing!” or “You always make us look good!” or “Your work product is always so helpful!” These brief comments speak volumes. They reflect trust, satisfaction and a shared commitment to excellence. What truly sets these attorneys apart – and makes them my favorites – is their loyalty. Their continued confidence in my work, shown through years of collaboration and consistent requests for my CLNC services, is the highest form of appreciation. That enduring professional relationship is the ultimate compliment.
I am intentional about both whom I attract and how I cultivate the relationship. My strategies for obtaining more favorite attorney-clients include:
- Targeting the right law firms. I focus on law firms that regularly litigate medical-related cases.
- Strengthening my specialization. I continue to build and refine my reputation as a specialist, positioning myself as a trusted resource for complex medical-legal analysis.
- Positioning myself as a strategic asset. I demonstrate my value to the legal team by providing high-quality work product that directly supports liability arguments and overall case strategy.
- Delivering reliable, predictable excellence. Attorneys know they can expect thorough, organized and timely work product every time.
- Communicating proactively. I provide updates, respond promptly and ensure attorneys feel supported throughout the life of the case.
- Leveraging referrals from satisfied clients. I nurture relationships that naturally lead to introductions to like-minded attorneys.
- Building relationship capital. I acknowledge the law firm’s successes, send thank-you notes and consistently express appreciation for the opportunity to collaborate.
By combining strategic targeting with consistent professionalism and relationship-building, I steadily increase the number of attorney-clients who value both the quality of my work and the strength of our partnership.
– Suzanne E. Arragg, RN, BSN, CDONA/LTC, CLNC
My favorite attorney-clients are the ones who always say thank you and tell me, “I couldn’t have done this without you.” They also say things like, “Wow, how did you find that?” They are genuinely appreciative when I identify key issues in the case that can help them win. They are kind, courteous, respectful and appreciate the work I do.
I believe the best way to continue attracting and retaining favorite clients is to keep producing the same quality work product I have always provided. My goal is to provide the most support possible in their cases, whether that means locating the best testifying experts or finding the hidden gems in the medical records. In return, I always tell them how much I appreciate them, how I value their trust in my opinion and how meaningful it is to contribute to their cases. I also believe it is important to continue communicating with them in a consistent, professional manner and to make them aware of all the benefits a Certified Legal Nurse Consultant can provide. Many attorneys are impressed once they fully understand the scope of our services, and that awareness can be a major factor in obtaining more attorney-clients.
– Dale Barnes, RN, MSN, PHN, CLNC
There are many qualities that make an attorney a favorite client. One, of course, is the volume of work they send me. I also prefer attorneys who are quick to respond to emails, phone messages or text messages, depending on their preferred method of communication. If an attorney-client reaches out to ask how I am doing, whether within an email thread or in a separate message, that is definitely a sign that the attorney is personable and caring, with both consultants and clients.
A strategy I employ to keep a favorite attorney-client is to add a message to my invoice. A sample message is, “Please let me know when you are in need of medical records assistance now or in the future. Please feel free to share my contact information with your colleagues.” When I call to get updates on a case, I also ask whether they have any additional needs at that time. I recently worked on a case as a testifying expert and took the opportunity to ask the attorney about consulting expert work at the firm. They had just lost the person who had been reviewing cases and sent the next case to me. Since then, I have received two more cases from that firm.
When I exhibit, I speak with current clients, past clients and potential new clients. I attended a conference last month and met with a current attorney-client. Two weeks later, I received two more cases from that attorney. I also offer breakfast, lunch or snacks when visiting a law firm in person.
– Marcia Bell, RN, BSN, CAPA, CLNC
My favorite attorney-clients are attorneys who communicate openly with me. They tell me want they want or need, and they are receptive to additional ideas and comments. My strategy for keeping favorite attorney-clients is simple. I make every effort to give them more than they ask for.
– Carol Fridal, MS, RN, CEN, CLNC
My favorite attorney-clients are those who value collaboration and understand the value of Certified Legal Nurse Consultants. Using each other’s strengths and working together gives them the best outcome in their cases. Their openness to learning and their respect for my nursing experience makes the working relationship far more enjoyable. Attorneys like this are easier to work with, and in my experience, they are also the ones who send me more cases.
– Dorene Goldstein, RNC, BSN, CLNC
My favorite attorney-clients are those who streamline the working relationship through open communication. This includes a smooth process for receiving cases from start to finish, clear expectations and goals and respect for my healthcare expertise.
To obtain more favorite attorney-clients, I market on social media, use promotional packages and apply marketing strategies learned in the CLNC Certification Program. I present my experience, education and the ways I can benefit attorneys, such as by saving them time and money. Through LegalNurse.com I learned how to create my unique selling position (USP), create an introductory letter and appeal effectively to attorneys. These strategies have played a major role in marketing my CLNC business. I have also gained a great deal of business from referrals.
– Shequita Moore, MSN, RN, LNFA, CLNC
My favorite attorney-clients are the ones who respect my clinical expertise, communicate effectively, provide clear direction regarding their needs and truly consider me part of their team. I have worked with many different attorneys. As Vickie says, “Attorneys come in all shapes and sizes.” It’s important to know your attorney-clients and understand their expectations in order to facilitate a strong working relationship. My favorite attorneys are the ones I’ve had a professional relationship with for many years. When they send me cases, I already understand their expectations, and I make sure to deliver the highest-quality work product. If I have a question, it is easy to call or email to discuss the case so that I do not waste valuable time or money on a case they might not want to pursue. Attorneys truly appreciate this transparency.
Consistent and effective communication is one of the best strategies for obtaining more favorite attorney-clients. Follow up with attorneys after you submit your work product, ask for feedback and welcome any changes they request. Always remain professional in your communications. Avoid sounding arrogant or argumentative. Other strategies include meeting every deadline, providing high-quality work product and always asking attorneys what else you can do to support them. It’s also very important to learn to say no or to state clearly when you do not agree with a case position. If you have a good attorney-client, they will respect and value your professional opinion.
– Michelle Neal, RN, BSN, CLNC
Thanks to Yolanda Anderson, RN, BSN, CEN, CPEN, CLNC, Suzanne E. Arragg, RN, BSN, CDONA/LTC, CLNC, Dale Barnes, RN, MSN, PHN, CLNC, Marcia Bell, RN, BSN, CAPA, CLNC, Carol Fridal, MS, RN, CEN, CLNC, Dorene Goldstein, RNC, BSN, CLNC, Shequita Moore, MSN, RN, LNFA, CLNC and Michelle Neal, RN, BSN, CLNC for sharing your favorite attorney-clients.
Success Is Yours,
P.S. Comment and describe your favorite attorney-clients.
