Most attorneys do not find their nurse consultant through an ad. They find her standing in the coffee line at a CLE seminar, or sitting next to her at a county bar luncheon, or because another lawyer said, "Call her. She knows ICU charts."
Attorneys hire people they know, people they have met, and people someone they trust has named.
That means one of the most effective things you can do for your consulting business is simple: go where attorneys already are. Here is where to find them and how to make it count.
National conferences: many firms in one place
National conferences put you in front of attorneys from all over the country in a few days. They cost more, so choose based on your goals and your side of the bar.
A few examples from our current events list (always confirm dates on the official site before booking):
- American Association for Justice (AAJ). The national plaintiff trial lawyer organization. Its Winter Convention is listed for Feb 26 to Mar 2, 2027 in New Orleans, and its Annual Convention for Jul 9 to 13, 2027 in Washington, DC. AAJ's convention page: justice.org/education/conventions. AAJ conventions are generally for members, so check the registration rules for non-lawyers and exhibitors.
- ClioCon. A large legal technology conference for small and mid-size firms, the kind of firms that often outsource record review. ClioCon 2027 is set for Oct 6 to 7, 2027 in Seattle: cliocon.com.
- Law-Di-Gras. A trial lawyer conference with CLE sessions plus social and family events, which makes relationship building easier. Its site describes it as "bridging the gap between doctors & lawyers." The 2027 event is Oct 14 to 16, 2027 at Rancho Bernardo Inn in San Diego: law-di-gras.com.
Make a national event worth it
- Set a goal of five real conversations, not fifty business cards.
- Go to the receptions. That is where people relax.
- Write a note on the back of each card right away.
- Follow up within 48 hours.
State events: where your referrals live
Your state's bar convention and trial lawyer associations bring together the attorneys most likely to hire you, because they practice where you are licensed.
For example, the South Carolina Bar Convention is listed for Jan 21 to 24, 2027 in Greenville: SC Bar Convention. Every kind of SC lawyer is in one hotel, with section meetings, CLE and sponsor tables.
Most states also have a plaintiff association (often called an "Association for Justice") and a defense trial attorneys' association. Each holds annual and seasonal meetings.
Local events: where relationships actually start
Local events are smaller and cheaper, and the same faces keep showing up. After a few meetings, people know your name.
- County and city bar luncheons.
- Inns of Court guest nights.
- Women lawyers associations and young lawyers divisions.
- Paralegal association meetings. Paralegals often recommend consultants to their attorneys.
- Legal tech meetups.
A local sponsorship, like a coffee break at a bar luncheon, often costs far less than a national booth and puts you in front of the same lawyers every month.
Speaking: the strongest introduction there is
Lawyers in most states must complete continuing legal education (CLE) hours. A practical medical talk that counts toward those hours is valuable to them, and it shows exactly how you think.
In general:
- Each state has its own CLE agency that approves courses.
- When you speak for a bar association or trial lawyer group, the organizer usually handles the approval.
- Applications typically ask for an agenda, learning objectives, a timed outline and speaker bios, so plan several weeks ahead.
- Co-presenting with an attorney works well. They cover the law; you cover the clinical side.
Talk ideas: how to read an ICU chart, nursing standard of care basics, what EHR audit trails show, or pressure injuries and falls in the record. Keep it educational, not a sales pitch.
Lunch, coffee and follow-up
Big events open doors. One-on-one time builds trust.
- Invite an attorney or paralegal you met to a short coffee or lunch.
- Offer a lunch-and-learn at a firm.
- Send a short follow-up email after every event, mentioning something specific you discussed.
- Stay visible on LinkedIn by commenting on their posts and sharing event takeaways (never case details).
Pick your rooms each quarter
Each quarter, choose one national event if your budget allows, one state event and two local events. That rhythm is enough to grow real relationships without burning out.