How to Elevate Your Legal Nurse Consultant Brand

Are you a Walmart or a Neiman Marcus legal nurse consultant? Either one is a billion dollar company but their models are different. Do attorneys see you as a commodity? Do you get calls from attorneys who are price shopping? If this is happening, how can you elevate your legal nurse consultant brand?

If you’re a Walmart model, attorneys are going to price shop you. Some people are simply going to price shop and that’s not ever going to change. They don’t value your services at a higher level. It’s not about you for that matter. The attorney just wants to know, “How much is this going to cost?” I call these folks “tire kickers”.

Do you want to be positioned as Neiman Marcus? The more you uplevel yourself in your brand position, the more you project your value through social proof, being in demand and all these other factors.

Whether you want to be Walmart or Neiman Marcus in your industry it doesn’t matter. It’s just about knowing where you want to play, and who you want to serve. You can make a lot of money if you know what sandbox you’re supposed to be in and then go target the people, the attorneys or clients who are your ideal clients.

What are the strategies that a legal nurse consultant business owner can use to elevate his or her perceived value?

How to Elevate Your Legal Nurse Consultant Brand

It starts with what is in your head. You have to perceive your own value first before anyone else can. In order to do that you have to be very grounded in the difference that we make and the experience that we bring to attorneys.

How do you make a difference? When I ran my LNC business, I was very clear that I brought huge value to my clients. For example, in my role as a Rule 1006 expert witness (also called expert fact witness), I can immediately think of 4 high verdicts or settlements I helped my clients achieve: $17 million, $11 million, $7 million and $4 million. I’ve also helped defense attorneys or reduce the amount they had to pay out. My LNC value stood for quality and results.

• What do you stand for?
• Why did you become an LNC?
• What do you want to do with your business?
• Who are you meant to serve?
• What type of clients do you work with? Not all clients are created equal.
• Do you work with the leaders in your industry or with the plaintiff attorneys who take any case and hope that some of them are valid?

There are pricing and branding decisions that represent your position. When it comes to pricing, you will convey to your market that you are a bottom level LNC if you charge bottom level fees. You will also drive yourself out of the market and lose your business. Does that sound harsh? It is reality. You can’t function in your business unless you are making a profit.

Attorneys who hear low rates may ask, “Is something wrong with this LNC? Why is the rate so cheap?”

Elevate your LNC brand by being clear on the value of your services. Be grounded in your value and know what you bring to the table that’s different, unique or highly valuable. You will be able to convey it to others.

Elevate by your legal nurse consulting brand by looking the part. Your clothing, logo, and website need to all convey quality. No clip art, no garish colors. Ever.

Ultimately it’s how you show up as your brand. As you get more experience, as you gain more social proof, and attorneys give you more business, you will be able to also demand higher prices too.

Hear more about legal nurse consulting branding by listening to our podcast guest, Jena Rodriquez. Her podcast is here.