Article written by LNC Accelerator.
Many nurses spend a lot of time wondering how to get clients, but what if I told you that you can choose and attract your ideal clients? Imagine building a Legal Nurse Consulting (LNC) business where you’re not chasing after any client who comes your way, but instead working with a select few attorneys who consistently return with cases.
Sounds like a dream, right? But it’s absolutely achievable. In fact, by focusing on the right clients, you can create a sustainable business that brings in predictable income—without needing a massive client list. Today, I’ll walk you through the 3 must-ask questions that will help you pinpoint your ideal attorney client.
Ready to dive in? Let’s go!
1. Identify Your Specialty and How It Connects with the Attorney’s Specialty
The first step in attracting your ideal client is understanding how your nursing specialty aligns with the attorney’s area of practice. Let’s say you specialize in pediatrics or the operating room (OR), and the attorney you’re targeting specializes in personal injury or car accidents. The natural connection is clear: accidents often lead to surgeries or involve children, so your expertise becomes invaluable in their cases.
Identifying this alignment is key because it creates a synergy between your nursing background and the attorney’s legal practice. It’s not just about what you do, but how your expertise directly supports their needs.
For example, if you have a background in elder care, and the attorney focuses on nursing home litigation, your detailed understanding of geriatric care and long-term facility operations would be crucial to building their case.
Wondering how to specialize as an LNC and make these connections clearer? Check out Specializing as a Legal Nurse Consultant: Finding Your Niche to learn how finding your niche can boost your career.
2. Identify How Your Specialty Benefits the Attorney
Now that you’ve identified how your specialty connects to the attorney’s practice, it’s time to think about how you can benefit them. Attorneys won’t work with you unless there’s clear value in the partnership, so it’s essential to communicate the specific ways your expertise will help them win cases or provide critical insights.
Let’s take the example of a medical malpractice attorney. They need someone who can interpret complex medical records and identify deviations from the standard of care. If your specialty is in critical care, you can explain how your ability to assess ICU protocols can make or break their case. It’s about demonstrating that you’re not just a nurse—you’re the key to helping them navigate complex medical information.
Once you clearly outline your benefits, you’ll find it much easier to attract clients who see your worth.
Learn more about how to effectively communicate your value and win clients by reading How to Market Yourself as a Legal Nurse Consultant and Win Clients.
3. Identify Which Side You Want to Be On: Plaintiff or Defense
This is a critical decision that will shape your LNC career: Do you want to work with the plaintiff or the defense side?
There are some misconceptions floating around, particularly that defense work doesn’t pay as well, or that you won’t see money until a case is settled. In reality, many defense firms are more than willing to pay top dollar for a skilled LNC, especially if you can articulate how your expertise aligns with their needs.
On the plaintiff side, many nurses gravitate toward these cases because it feels like a natural extension of helping patients. And that’s a valid choice! However, defense work can be equally rewarding, often allowing you to collaborate with corporate clients like insurance companies, manufacturers, or healthcare systems. It all depends on where your interests lie.
The decision between plaintiff and defense doesn’t have to be daunting. Many LNCs start on the plaintiff side, but quickly discover that defense work opens doors to fascinating, high-profile cases and new opportunities.
If you’re still unsure which side is right for you, it’s helpful to explore the ethical considerations that come with each option. Read The Ethics of Legal Nurse Consulting: Navigating Potential Conflicts for more insights on balancing professional integrity with your career goals.
Conclusion: Make the Connections That Count
By asking yourself these three essential questions, you’re already taking the first steps toward finding your ideal attorney clients. Remember, your nursing expertise is your biggest asset, and it’s about leveraging that knowledge to work with attorneys who see your value and will return with more cases.
Curious about how to attract and retain ideal clients? OurLNC Accelerator program can help guide you through every step of building a thriving, sustainable LNC business.
With the right strategy and mindset, you’re not just choosing clients—you’re choosing your future.
This article was sent to us by LNC Accelerator. As Owner of LNC Accelerator, Stephaney Edwards transforms nursing experience into legal consulting success, guiding nurses to become legal nurse consultants and create their perfect day through comprehensive coaching and development.
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