The DISC Personality Styles: How LNCs Can Build Stronger Relationships with Attorneys
Legal nurse consulting isn’t just about writing timelines, locating experts, or dissecting records. A large part of your success lies in your communication—especially how you interact with the DISC personality styles of attorneys who hire you.
Every attorney has a different personality and communication style. Some are brisk and to the point. Others prefer more back-and-forth. Some want detailed documentation; others want highlights. Recognizing those differences—and adjusting how you approach each attorney—isn’t just good practice. It’s smart LNC business.
The DISC system offers a structured way to identify communication preferences. Used widely in business and psychology, DISC stands for:
- D – Dominant
- I – Influential
- S – Steady
- C – Conscientious
Let’s break down how this tool can help you become more effective—and more memorable—in your work with attorneys. I’ll compare these personalities to the physicians you’ve encountered as a nurse.
Dominant Attorneys (D): Results-Driven and Direct
These attorneys are focused on outcomes. They often work in high-stakes environments with tight deadlines. They want efficiency, clarity, and control. Your communication with them is much like calling a busy doctor about a change in a patient’s condition: “Just give me the details, Nurse!”
How to work with this DISC personality style:
- Be brief and focused in communication. Get to the point.
- Emphasize results—how your work will support the case.
- Respect their time. Avoid unnecessary small talk.
- Meet deadlines, and if a delay is unavoidable, communicate early.
If a dominant attorney feels that you’ve made their job easier, they’ll remember you—and come back with more work.
Influential Attorneys (I): Social and Verbal
These attorneys enjoy collaboration and personal rapport. They may talk more than others and value enthusiasm and energy. In medicine, this person is the doctor with the smooth bedside manner who loves to chat.
How to work with this DISC personality style:
- Be warm and friendly in your tone.
- Build the relationship beyond just tasks—ask how their week is going.
- Share success stories or examples when relevant.
- Express appreciation and positive feedback.
These attorneys are likely to refer you if they enjoy the dynamic you’ve created. They talk to others—and they’ll share your name.
Steady Attorneys (S): Loyal and Relationship-Oriented
S attorneys value stability, dependability, and harmony. They dislike surprises and tend to stick with those they trust. These attorneys are like the doctors who want to get to know you so that you can all get along well.
How to work with this DISC personality style:
- Provide consistency in your service and communication.
- Avoid last-minute changes unless absolutely necessary.
- Give reassurance and explain any uncertainties in your process.
- Follow up to show you care about the relationship.
Many LNCs themselves fall into this category, so working with S attorneys may feel comfortable—but beware of under-communicating. They appreciate updates and knowing what’s next.
Conscientious Attorneys (C): Detail-Oriented and Analytical
These attorneys are often concerned with precision, data, and logic. They appreciate in-depth explanations and don’t respond well to vague or emotional language. As doctors, they write detailed, sometimes obsessive orders. One surgeon I know doubted the competency of the nurses to record I&O and wrote an order: “Head nurse to total I&O”. That caused a bit of chatter!
How to work with this DISC personality style:
- Double-check your work for accuracy.
- Be prepared to explain your rationale.
- Provide documentation or data to support your findings.
- Be organized and systematic in your reports.
If a C attorney trusts your thoroughness, you become a valuable asset in their litigation strategy.
Why DISC Personality Styles Matter
The DISC Personality Styles model helps you avoid one-size-fits-all communication. When you misread a client’s style—say, by being overly friendly with a dominant attorney or too curt with a steady one—you risk losing rapport. Over time, that can affect your referrals, reputation, and income.
Let’s look at a common scenario:
You’ve spent 15 hours reviewing a case and send the invoice. The attorney calls you—angrily.
“I never expected you to bill that many hours!”
You’re caught off guard. But let’s pause and assess.
If this is a D-type attorney, they may be reacting to a perceived loss of control or surprise. A steady or conscientious type may feel misled or anxious. In either case, understanding their DISC style can guide your response:
- Acknowledge the concern without becoming defensive.
- Refer back to any prior communication about billing.
- Ask what would help them feel more informed in the future.
You’re not just resolving conflict—you’re laying the foundation for better collaboration next time.
Start Putting DISC Personality Styles into Practice
- Observe how your attorney clients speak, write, and interact. Look for signs of their DISC style.
- Take notes in your CRM or database about each client’s preferences.
- Adapt your communication style accordingly.
Over time, this awareness becomes second nature—and your relationships with attorneys will feel smoother and more productive.
Legal nurse consultants are, by training and temperament, skilled observers. You read between the lines in a medical chart. Apply that same lens to your relationships with attorneys.
When you understand how your clients think, what they value, and how they prefer to work, you elevate the entire experience. And that is what keeps them coming back.
Get more tips on how to build steady relationships with your attorney clients in my book: How to Create Lasting Attorney Client Relationships.
Pat Iyer is president of The Pat Iye
r Group, which develops resources to assist LNCs in obtaining more clients, making more money, and achieving their business goals and dreams.
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