I agree with Andrea who posted that she couldn't imagine having an LC
practice without pumps, my pumps pay for my practice.

When I first started my private practice in 1990, it was the pumps that
brought in the LC consults.  I screen all pump rentals, I don't just give
someone a pump if I haven't educated the client on whether or not a pump will
help the situation.  When I have someone call who is having problems and
wants to pump and feed EBM, after assessing situation I will tell them that
the pump won't solve the problem, I can't guarantee their keeping up their
supply long term, and that the cost of a consult would be less expensive than
either long term pump rental or the cost of formula.

My family practice physician assistant husband stresses that the cost of a
consult for 1 hour is roughly the cost of a cash pay Drs visit and with the
Drs visit you only get 10-15 min.

One of the things I did initially to market my practice was to come with a
brochure or letter introducing myself, giving my credentials & experience,
and explain what services I offered.  Then I bought some little baskets
(after Easter clearance), filled them with chocolate kisses, etc, tied a
ribbon and a tiny sprig of silk flowers and my business card to the handle,
tucked a small stack of my business cards in the basket, and trotted off to
all the OB & Peds offices in my immediate areas.  I introduced myself to the
gal at the desk, explained who I was, what I did, and offered the basket, and
offered to ask any questions the Dr. might have, and would be happy to help
any of their patients, and also offered to do an inservice (free) for the
office staff on either bf or pumps.   My personal chocoholic opinion is that
it is the chocolate that made all the difference!   I did start receiving
referrals after that.  I followed up with a card at Mother's Day  (rather
than a Xmas card).  I had notes made with my business logo on them, and use
those when I write to MD's, etc.  I also delivered these baskets to OB wards
at hospitals, etc.  Oh, I almost forgot.  I also used the Lactation
Consultant brochure from ILCA.  In fact I've gone through TONS of those
brochures, I blanketed the area with them, giving them to clients, including
them with MD reports after a consult, etc.  If someone asked about how to
become an IBCLC, or what an IBCLC is I pass out the brochure from the IBLCE.
 I have handed out tons of free or cheap info on the LC profession.

I have also made an effort to provide any help I can to other health care
professionals in my area.  If I have a conversation with someone and a
specific question or topic comes up, I will copy a relevant journal article
or whatever and send it with a 'thought this would be of interest' note.  I
haven't converted everyone, we still have our share of nay-sayers, but my
name is definitely out there, and better yet, awareness of LC's is up.  I
only had one MD's office take me up on an inservice, but it made a very big
difference in the bf info coming out of her office.  A lot depends on how
much time you are willing to put into it.  I also contacted all the
childbirth instructors I could find, I have provided free bf sheets,
brochures to them, all the info had my name & # stamped on it.  I have
attended any seminars in the area that might be pertinent.  I've sent
information to any free parenting papers/ mags in the area (like those
sponsored by Diaper services).  Set up breastfeeding classes.  Offer to do
inservices for hospital staff.  Get in contact with WIC in your area (you
might see if they are interested in setting up a BF task force, or a BF
network group in your area).

I am a LLLL, and I'm very careful not to mix LC/LLLL, but a good part of my
referrals are moms referred my Leaders because they are beyond their depth,
or the mom needs a pump, or other equipment.  I have also made myself
available to Leaders who don't have the research resources I have .

I also donated BF videos to our local Library, and and BF videos & posters to
the local OB wards (these had my name & phone # on them).  I also sent
letters to larger pharmacies in the area, because they frequently get asked
questions they don't know the answer to or have customers looking for
electric pumps.

It dosen't take long for MD's to recognize that they don't have the time to
do extensive lactation consulting, even if they have the know  how.

However, please don't think that all of this will necessarily turn your LC
practice into a profit making business.  My husband is essentially happy that
it means all the expenses I would incur anyway (books, conferences) are tax
deductible.  Last year, after 5 years, my 'income' was just barely in 5
digits, and that was because we didn't take all my deductions.  I suspect I
might even have a loss this year because of the proliferation of non-med
people opening pump depots and charging less than long term rental rates on
their month to month rentals.  I  can't afford to do this, although I am
beginning to get desperate enough to consider it.

Hope this helps.
Kathe Catone, IBCLC, LLLL    [log in to unmask]   (Calif.)