Your successful legal nurse consulting business rests on four pillars: finance, marketing, client relationships and expertise. If you lack any of these four pillars, your business will wobble, much like an animal without four legs. This is my model for a successful legal nurse consulting business. I have organized the content on this site to focus on all 4 areas.
You need to know what to charge, how to charge, how to collect your money and how to avoid being burned by attorneys. Cash flow is the sound underpinning of your business. It does not matter how much attorneys owe you; it matters how much money is in your bank. The ideal is to get into a situation where attorneys owe you very little money and instead you are using retainers to pay yourself. Cash flow will make or break your business. Are you paying adequate attention to your finances? Are you charging a fair amount given your location and your skills? Do you have a sound financial basis for a successful legal nurse consulting business?
Consider all of the demands on your prospect’s attention. How do you stand out? Do you stress the benefits of your services, rather than provide the same tired list of services every other LNC enumerates? Do you demonstrate you understand the attorney’s world and frustrations? Do you take advantage of opportunities to ask for referrals, to form relationships with attorneys through social media, and to be findable through a website? Does your website make you stand out? Are your marketing efforts working to build a successful legal nurse consulting business?
Learning never stops. You aren’t the same person you were a year ago and you will be different a year from now. Keep your eyes open for learning opportunities. How do you demonstrate your expertise? Do you share your knowledge with attorneys in the form of newsletters, ezines, and special reports? These are all ways to pull people to you. Do you demonstrate expertise in your analysis of cases? Do you draw on others with specific expertise to help you handle a case that is beyond your experience? How do you maintain your expertise? Are you continuing to learn key concepts you need to build a successful legal nurse consulting business?
People like people who are personable, relate to them, show interest in them and are flexible when possible. Attorneys respond well to LNCs who are easy to work with, understand them, and are just plain nice people. How do you maintain relationships with your attorney clients? How do you make them feel special? How do you reward the attorneys who give you a lot of work? How do you react when an attorney has a complaint about your services? Do your clients perceive you as fair? Do you get rid of the undesirable clients?
Want to talk about your four pillars of a successful legal nurse consulting business? Set up a time to talk to Pat at this link.