LNCtips.com: Who are the Decision Makers?

You were probably taught in your legal nurse consulting program to market your services to the decision-makers in law firms. But who are the decision-makers? The answer is, "It depends". You see, law firms come in all sizes and configurations and the decision-makers may vary depending on those factors. Let's take a look at some common positions in law firms and whether they're likely to be decision-makers or not.

* Partners. Partners are attorney owners of the firm and are definitely decision--makers. Depending on the size of the firm, however, they may delegate hiring and subcontracting decisions to others in the firm.

* Associates. Associates are attorneys who are employees of the firm. They are probably not decision-makers, unless that function has been delegated to them. Even if they're not decision-makers, associates may make recommendations to those who are.

* Administrators/Office Managers. These people are usually heavily involved in human resources, including hiring employees and subcontractors. They often screen resumes and conduct preliminary interviews. Administrators and office managers don't make final decisions but they may play a big part in the process.

* Legal Assistants (formerly known as Secretaries). Legal Assistants are the gatekeepers for the attorneys in the firm. Any marketing materials that you mail to an attorney will first be reviewed by a legal assistant. Any phone calls you make to an attorney will likely be screened by a legal assistant. If you use mail, phone calls or other traditional marketing approaches, be aware that Legal Assistants aren't formal decision-makers but they can either block or help your efforts to reach those who are.

* Legal Nurse Consultants/Nurse Paralegals.  If the firm has LNC employees, they may be asked to review your marketing materials or make recommendations about whether or not to use your services. Or these employees may not be involved in the process at all.

* Bookkeepers/Accountants. These financial people usually function behind the scenes. It's unlikely that they would be decision-makers for contracting with specific people. But they might advise decision-makers on whether your fees are affordable for the firm.

These are some of the most common types of positions in law firms. While you may want to target your marketing efforts to partners and other attorneys, all employees have the potential to influence the outcome of your marketing campaign.

...Katy Jones