LNCPracticeBuilder.com Blog

3 Bulding Blocks of a Remarkable LNC Practice

This is the beginning of a three-part series to help Legal Nurse Consultants build their own remarkable practices. The basics are simple. Over the next three weeks I will show you three essential elements of a strong foundation for your private LNC practice. Each week will focus on a specific element.  This week’s element is: The Plan.

At LNCPracticeBuilder.com we believe that there is no end result without a plan. This is a tried and true tenet of any marketing campaign, business endeavor or even vacation destination. You have to know where you want to go. All too often I meet with Legal Nurse Consultants or Life Care Planners who really want their practice to be successful, yet when asked how they plan on doing that, they have no idea.

EVERY LNC PRACTICE NEEDS A PLAN! At LNCPracticeBuilder, we have a plan. I know what new services I’ll introduce to my target population and when. I know what new books are on the horizon as well as what I’d like my increase in revenue to be each quarter. Do you have a similar plan for your practice? If not, you’re about to learn how to develop one.

Marketing 101 for Legal Nurse Consultants

Goals. Strategies and Tactics.

Goals are specific, measurable, achievable, relevant and tangible practice objectives. (SMART, is often a common acronym used when talking about any type of goal setting from diets to deals.

SMART stands for: (I have underlined the definitions that I use most frequently when discussing SMART Goal setting.)                  

S=specific, significant, systematic, synergistic

M=measurable, meaningful, motivational

A=achievable, agreed-upon, action-based, accountable

R=relevant, realistic, results-oriented, rewarding

T=tangible, time-based, thoughtful

Strategies are the ideas and approaches that are developed to achieve the goals.

Tactics are the specific actions, details and activities that must occur in order for the strategy to succeed.

Here’s an example of the relationship between goals, strategies and tactics. This example represents only a few of the possible strategies and tactics for the sample goal.

 

GOAL: ”I will increase my new case volume by 20% in the next six months.”

Strategies: (1) Improve attorney experience to insprire more word-of-mouth referrals (2) Launch a marketing campaign specific to getting new clients. (3) Present information at local bar association meeting for targeted clients.

Tactics- for Strategy #1: (1) Write a newsletter by Friday to announce new discounts for existing clients. (2) Create incentive program for referrals from exisiting clients.

There are an unlimited number of possibilities for strategies and tactics for each goal. Go crazy!

When you identify S.M.A.R.T. goals you divide each one up into little steps that are much easier to complete. Instead of saying, I need more clients, you actually tell yourself some concrete things you can do this week to get more clients. I could throw in a few pithy phrases about to run a marathon you have to take that first step or to lose weight you have to put down the fork (I overindulged in chocolate cake over the weekend and feeling rather guilty….) but I am assuming that since you’ve dedicated so much time, energy and resources into your certification as a Legal Nurse Consultant that the desire to succeed is there already. I will simply encourage you to write down how you plan to succeed. Take the pressure off yourself. Pretend as if you were giving the advice to a new LNC. What would you tell her/him to do? Let your mind go crazy. Make use of mind maps for your ideas, etc. Don’t worry about “if” you will do these things; merely put them down as possible ideas. You’ll come back and refine this often.

Use the following worksheet pages from “The 30 Second Speech Isn’t Working, Now What?” book to write down your goals.

Download Goal Worksheet

Good luck in forging your own path to success and for firmly setting in place the first of the three essential building blocks to build your remarkable Legal Nurse Consulting practice. If you need assistance, please check out our resources at LNCPracticeBuilder.com, a marketing a resource firm dedicated to helping Legal Nurse Consultants like you.