Forums: Discussions for entrepreneurs and small business.

Hello...

I recently started creating a Legal Nurse Consulting business that is taking my career to a whole new interesting, creative and energetic level! 

I have started my business setup, marketing tools, and a website.  I have also done some small projects for attorneys, of a few hours of analysis work, or educational projects for their clients.

Going from nursing to business has been an interesting challenge, and I am finding that attorneys are surprised that I actually have a consulting fee, and try to tell me that "I thought you would do this for free because I am helping you with your business". 

I would appreciate any comments about my website, and suggestions about improving my marketing/sales approach, to be able to get the appointment, and the case ... and get paid!

Thank you!

Audrey Friedman RN, OCN, CLNC

Friedman Certified Legal Nurse Consultants

http://www.FriedmanCLNC.com

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Audrey Friedman RN, OCN, CLNC
Friedman Certified Legal Nurse Consultants
"Helping You Find The Answers"
Denver, Colorado
Tel 720-535-9598
www.FriedmanCLNC.com

Audrey

what a fascinating business? Is this a relatively new concept - I haven`t
come across it before.

I`ll be really interested in trying to help with the sales proposition and
process if you can let me have an overview of how you approach potential
clients, present your proposition and then close.

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Serious about focussing your business on customers?
visit us at http://www.frontofficebox.com

Steve,

Thanks for your reply...

Legal Nursing is relatively new... but only in this form.  Nurses have worked for attorneys individually, or as nurse paralegals, or in insurance forms, but in the role of admin management positions.  Actual certification and courses only started about 10 years ago, and is gaining momentum.  It was new to me too.  I never even heard about it until about a year ago when another nurse I knew was going through the course.  It is a perfect fit for me I found... for my love of teaching, research, broad perspectives, and still medicine.  There isn`t one person I know as a collegue that hasn`t told me it is a perfect fit.

I started my marketing plan with what was suggested by the program I did for certification (www.legalnurse.com), and talked with some of the mentors there... I developed a promo package (black folder, with gold line on front and place for my business card on the front.  On the inside, I placed an intro letter with 3 brief paragraphs: intro myself, and if I was referred by someone; my experience briefly (4CV pgs into 1/2 paragraph), and then a paragraph about how I can help.  I also include a sample product (one page of a sample report), a brief one page CV review of highlights that would pertain to Legal Nsg, my newsletter, and usually a little extra... a bus card magnet, or what I am using now... a wallet health ID card that I designed as my business giveaway.

My primary potential client would be attorneys.  I can also do analysis or medical work for insurances, or corporations, hospitals looking to improve to plan for legal issues, or improve quality issues.  I can also talk to any business group about health issues (lunch topics usually) ie Living Wills, etc.  I have been focusing on attorneys because I would really like to get experiences in real cases and different kinds of cases and because it is now the core of what I would like to do and the few cases I`ve done, I really like the work.  I love the educational pieces, and I would like to do them as entry pieces, intro pieces, community service pieces, and because I love them.  I`ve also thought about teaching individual courses at our community `Colorado Free University` where people in the community teach courses on anything, literally, from business to computers, to cooking.

I usually pick 4 attorneys, or one firm that I have been referred to, or that I have researched in my area.  I look at the websites and the attorney`s bios and look for links that I can connect with them.  About 7-10 days after I send them out, I call the attorney.  I`ve usually get past the secretary into the attorneys voice mail... and leave a brief message saying who I am, referring to the package and that I would like to meet with them.  I`ve never talked with one.  I have sent out a newsletter the next month.

The two attorneys I have worked for have been referrals, but both have balked when I start to talk about the fee agreement.  My course talks extensively about this, with guidelines, and ideas... but I don`t think I want to not work at the beginning.  I have accepted small offers, if the attorney agrees to keep my name on the education piece, or get me a date as a speaker at their assoc meeting.  Or I have agreed to 4-5hrs sample work for one attorney (which I won`t do again, because after 3 months I never heard back from him).

I am finding the transition from nursing - talking to anyone/anywhere/anytime/in whatever they are wearing because they`re in a hospital bed to business - talking to people in business seems more intimidating, although in the hospital, I was rather a chatterbox, and people laughed all the time.

For resources, I am using my Legal Nurse mentor group, the Legal Nurse association, reading "the Little Red Sales book". I also go to women`s business networking groups, and one general business networking group.

Once people start listening... they are excited about what I do.  I met the attorney for the ed piece for coffee... and we were there 3 hours!

But I think I need to learn another approach into the office/attorney/client... and how to get to a closing...

Thank you! I`ll look forward to what you think!

Audrey

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Audrey Friedman RN, OCN, CLNC
Friedman Certified Legal Nurse Consultants
"Helping You Find The Answers"
Denver, Colorado
Tel 720-535-9598
www.FriedmanCLNC.com

Hi Audrey, :-)
I agree with SaxManSteve that this sounds fascinating! We`ve had a couple of private investigators looking for help getting a business going. I wonder, would it be useful for you to perhaps partner with a PI, where you might offer a sort of 1-stop shop for the attorneys? Another community member is breaking into the "discovery" process, doing the drudge work for attorneys.

I`d imagine that legal nurse tasks would perhaps fit into that discovery process?

Having never heard of the line of business, I`m thinking a larger Yellow Pages ad, where there`s a very short descriptive blurb about what is legal nursing and why would it help.

Another possibility might be the local chamber of commerce, where you might run into some attorneys. If you live in a small town, you might also consider running for the town council, where again you`d likely meet and develop a somewhat personal relationship with attorneys?

It sounds to me as if there are two basic problems. One is that the line of business is so new people (attorneys) aren`t sure why they need the service. The other is that attorneys don`t know you and perhaps are leery of getting into a business relationship.

As for their being "surprised" that you charge a fee, I think that`s more likely a negotiating tactic on the part of the attorneys, trying to keep their overhead down so they can keep a larger portion of the fee. That being said, there are ways you can state that this is a fee-for-service business, and do it elegantly.

Think about doctors and lawyers at cocktail parties. Someone hears the person is an MD and right away starts asking about "this back problem I`ve had." In most cases, the party guest says, "Well, I`d be happy to get into it. How about giving my office a call next week, and we`ll set up an appointment."

Same concept, where you formulate a way to introduce that you do this service for a fee, right at the start. That might even help with your "what exactly do you offer" marketing plan.

Instead of "Here`s what I do, here`s why you need it," perhaps it would work better as, "Here`s a problem attorneys always have, and I`m the solution." Y`know? Where the order of the statement matters.

Just brainstorming, here.....

Audrey

can you tell me in your own words, not stuff from the course, who
benefits from what you do, why and by how much?

This isn`t a trick question. It`s meant to help me understand where the
winners are. Then maybe (?) between us we might be able to figure out a
strategy and tactics you`ll believe in.

If you would like to, please send me a copy of the material you present to
potential clients at steve@frontofficebox.com.

No promises of success, but I`d really like to try and help.

Steve

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Serious about focussing your business on customers?
visit us at http://www.frontofficebox.com

Hi Steve and Craig...

Thank you for your posts.  Your questions really had me thinking... I wanted to take a day or two to think about it before I wrote again.

I think I had no idea how to really explain what I did before and so used the `text` given.   I thought about the conversations I had with friends once I got past that introduction...

These are some of the things I say in those conversations and that came to me yesterday as I was thinking about your question...

What are the biggest questions you come across in your medical cases?

I can help you understand the story behind your medical cases. Do the records make sense? What is missing? What questions should you ask? Help you understand the medical words and treatments noted in the charts.  What are things you should be on the alert for in the case?

I can help any company that works with medical issues...attorneys  insurance agency, medical or corporate office. I can help design educational materials for your clients, the jury, and your staff.

No one understands the medical world... like a nurse!

I`ve also sent you some things at your email address.

Thanks!

Audrey

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Audrey Friedman RN, OCN, CLNC
Friedman Certified Legal Nurse Consultants
"Helping You Find The Answers"
Denver, Colorado
Tel 720-535-9598
www.FriedmanCLNC.com

Audrey,
It looks to me as if you fall into a massive category, slowly emerging into the enterprise and corporate awareness. It`s the idea of "business process analysis," and how it dovetails with the latest platitude of working IN the business, versus ON the business.

As an example, consider the IT departments (Information Technology) in large businesses. You`ve got "geeks" who know all about computers and software, but who have almost no concept of business, and how that technology makes money. They don`t understand "The Business" side of the "business-IT" duality.

The result is that The Business needs efficiency, speed, interpretation, processes, organization, accounting, and everything else. However, the IT department wants gaming machines, super processors, new networks, wireless connections, and video toys.

In between stands the Business Process Analyst. This is someone who has a business understanding, but also a strong technology background. They talk with the business owners and explain what computers can do. They then talk with the IT department and explain what the business owners really want.

So too, you have a medical AND legal background. You can talk with the attorneys to find out what they need to know, to build a case on a medical issue. You also can talk with the medical professionals and extract (as well as gain confidence) the specifics geared toward making the case in court

You`re a liaison...or synergist. What you offer is:

I think if you start with that basic statement of what you offer, it`ll begin to open up avenues to explore for marketing, strategy, target markets, and so forth. Maybe? :-)

Craig...

WOW!  Your understanding and description of this role is so eloquent. I even found myself glued to every word.

I am finding it amazing that such a simple statement, as "Say it in your own words..." can be so powerful.

Thank you for  your suggestions... it is really helping me rethink how I present my `script`, and lead into this conversation.  I still have more homework to do!

And, I have to say, these emails have really spurred my excitement about growing my business...

Thank you... I`ll keep you posted.

Audrey

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Audrey Friedman RN, OCN, CLNC
Friedman Certified Legal Nurse Consultants
"Helping You Find The Answers"
Denver, Colorado
Tel 720-535-9598
www.FriedmanCLNC.com

When you`re rich and famous, send us each a Mercedes. That`ll be plenty...

:-)

What color?

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Audrey Friedman RN, OCN, CLNC
Friedman Certified Legal Nurse Consultants
"Helping You Find The Answers"
Denver, Colorado
Tel 720-535-9598
www.FriedmanCLNC.com