The Davidson Group Blog

Candidate # 16953 – Attorney, Consultant – Northeast Region

Relevant Experience and Accomplishments:

Attorney and expert consultant for legal teams regarding technologies and techniques to manage evidence and to manage litigation support staff and vendors.  Provides advice regarding assessment of evidentiary (Electronically Stored Information and other) documents’ sources, content, media, duration and the required best-practice tasks.  Responsibilities include, but not limited to, developing detailed project plans, marshalling staffing and vendor alternatives, plus measuring and managing burdens/costs involved.

Few highlights of career include the following:

• Acted as E-Discovery Coordinator: Under the direction of counsel and in cooperation with custodians and technologists, facilitated evidence identification, acquisition, review and production, guided vendor services and supported counsels’ meet-and-confer negotiations.
• Developed and Counseled Discovery Management Units: Helped counsel and develop internal discovery management units (consisting of attorneys, paralegals, technologists, etc.)  to preserve, manage and assess evidence and to coordinate outside counsel’s evidence related work.
• Coordinated Enterprise-Wide Database Extraction: Coordinated technologists’ exporting data from proprietary systems (e.g., payroll, accounts receivable, claims, project management), and portrayed the data in accessible formats.
• Optimized Law Firm Litigation Support Staffing: Reviewed and helped optimize law firms’ litigation support staffing, techniques and technologies.
• Acted as Whispering Expert: Supported attorneys’ negotiations at evidence management-related meet and confer meetings, during witness preparations/depositions and other investigations.
• Formalized Budgets/Burden: Worked with producing parties to help develop and implement evidence management plans including measuring prospective costs, timelines, and staffing requirements.
• Served in Financial Fraud Cases: For more than 4000 hours served as interim Director of Litigation Support and E-Discovery for the Trustee administering bankruptcy and other legal proceedings associated with >$10 Billion financial fraud.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.

Candidate #16924 – Senior Executive, Professional Services – West Coast Region

Relevant Experience and Accomplishments:

Over 20 years experience in leading and managing highly successful teams in creating revenue and profit growth through new services or managing existing lines of business. Hands on experience serving as general manager, managing director, COO, and CMO.  Responsible for developing strategy and managing annual plan execution;  COO management including marketing, sales, technology, acquisitions and financial budget; CMO leadership including branding, marketing and business development. Created, managed and rescued leading legal industry businesses including online continuing education service, leading conference provider, industry research publications business, thought leadership and client relationship programs, Website development, consulting and advisory services and information business units. My businesses are successful because they are managed by teams of people with diverse backgrounds, education, skills and experiences operating with a common vision and mission – to win.

Positions Held:

• CMO for legal industry leading consulting and advisory service provider.
• COO responsible for business development, technology, marketing and acquisitions for the leading law school publishing business.
• General Manager, legal conference business.
• Managing Director, world-wide thought leadership programs for legal industry.
• General Manager, East Coast division, legal publishing business.
• General Manager and publisher outside authored text for leading professional services publishing business.
• General Manager Internet services development incubator.

Additional Accomplishments:

• Created and launched e-Discovery consulting practice group.
• Provided strategic planning advisory services to leading international publishing company on training and education products and services.
• Provided business development advisory services to leading west coast law firm.

Education and Professional Association Memberships:

• Juris Doctorate
• Masters Degree, Law Firm Management
• Yellow Belt, Lean Legal
• Member, California Bar Association
• Member, College of Law Practice Management

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.

Candidate #5709 – Senior Director, eDiscovery/Managed Document Review – Bi-Coastal

Relevant Experience:

Accomplished eDiscovery and Document Review Director with extensive experience in building professional and highly regarded departments.  Led pioneering eDiscovery initiatives at major law firms and was instrumental in building the eDiscovery practices of two leading eDiscovery and document review firms in New York.  Clear and consistent record of recruiting and managing talented and highly motivated teams with the perfect mix of professional and technical skills, guiding the setup and progress of major document review projects under tight deadlines, and building and managing relationships with providers of technology services and technical/legal staff.

Accomplishments:

• Assisted clients with data retention policies, responses to information requests from opposing counsel/ government entities and ECA strategies.
• Focused on second requests and have built extensive experience with and understanding of DoJ, SEC and FTC matters.
• Supported the creation of document review protocols, including privilege logging.  Also, experienced with predictive coding/computer assisted review.
• Gained direct experience in evaluating and selecting appropriate and cutting-edge technologies and vendors.
• Became successful in the areas of business development and client management – firm’s revenue has tripled over the last four years.
• Obtained administrative skill level with the following tools: Clearwell, Concordance, Documatrix, Equivio, Nuix, Relativity and Ringtail.
• Led the process to secure the firm’s Safe Harbor and ISO 27001 certifications.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.

Candidate #6556 – Senior Director, Professional Services – West Coast

Relevant Experience:

I offer 20 years of professional services and technical experience in the legal industry with strong emphasis in Electronic Discovery Workflow and SaaS Environment management. I am an expert in the EDRM process with significant consultation in the areas of Collection, Case Setup, ESI Agreement, Search/Analysis and Review. I have a proven track record of building profitable Services organizations including talent assessment, development, utilization, and management. I bring a hands-on style and I am accustomed to working multiple projects with a high sense of urgency.

Accomplishments:

• Grew by a factor of 3 the size and experience of project management team including hiring, on-boarding, mentoring, and retention.
• Increased department revenue year-over-year by 20% to over 8M annually.
• Defined and institutionalized legal workflow, operating procedures and domain best practices for Cloud-based client support and data processing.
• Mutually successful in areas of business development and client management to ensure account satisfaction, growth and profitability.
• Created and deployed custom client and project management methodologies while maintaining a high degree of client retention.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.

Candidate #12517 – Global Business Development Executive – West Coast (or Remotely Any Region)

Relevant Experience:

My experience includes working in cooperation with stock exchanges like the NYSE, NASDAQ and the London Stock Exchange; investment banks like Goldman Sachs, Deutsche Bank, Rothschild, Morgan Stanley; multilaterals like the World Bank, the IMF and the World Economic Forum and the top recognized law firms and practitioners globally.  I have conceived of and built out marketing initiatives that promoted best in practice thought leadership  reaching  the top executives in the world, including the Fortune 1000 CEOs, CFOs, General Counsel and Lead Independent Directors.

Accomplishments:

Initiated new business with firms worldwide, including the top Wall Street’s top “White Shoe” firms and London’s entire “Magic Circle”

• Sold to law firms in more than 90 jurisdictions globally
• Accomplished in ability to communicate within the highest levels of banks, law firms, corporations and institutions

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.

Candidate #4058 – eDiscovery and Project Manager Professional –  West Coast

Relevant Experience and Accomplishments:

I have achieved over 20 years experience working as a professional at law firms, vendors and corporate legal departments with an emphasis on electronic discovery, litigation support, technology, training and professional development.  I’m a dynamic professional with a proven track record in analyzing and assessing client requirements and providing effectively tailored solutions for identified challenges.

I possess expert skills and knowledge in managing all aspects of electronic discovery projects for litigation, internal investigations and securities matters from project inception through completion with a thorough understanding of the EDRM, FRCP and related case law and the ability to relate knowledge to professionals in a clear, simple and effective manner.

With extensive experience using and training most major electronic discovery databases, hosting environment and tools, I’m in a perfect position to manage reviews, train professionals in any aspect of electronic discovery and technology and provide strategy and support to all phases of any project.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.

Candidate #11457 – Sales Management Executive – Mid West Region

Relevant Experience:

Sales Management Experience – 10+ years, with over 100 direct reports.

• Division Sales Manager, Tax & Accounting
• Legal Sales Manager, Law Firms
• Senior Regional Development Manager, Legal Publishing

Direct Sales Experience – 10+ years

• Litigation Sales Consultant, eDiscovery software and SAAS
• Business Development Manager, Forensic engineering consulting services
• Senior Business Solutions Manager, Custom Legal products
• Partner, Manufacturers Rep, Spinal instrumentation
• International Sales Manager, Consumer electronic products

 Accomplishments:

 Sales Management Accomplishments

• Hired, trained and motivated new team of “Hunters”. New business up 35% for Division in 2011.
• Increased sales performance 18.4% over a nine month period while hiring and training four new field sales reps. 
• Hired and trained new sales reps that finished at 242%, 230% and 147% in 2010. 

 Direct Sales Accomplishments

• eDiscovery software and SAAS – sold $1.6 million in 1^st eight months in position, sold largest, most profitable case in company’s history. Made President’s club first year in position, #2 in sales.
• Legal publishing – Sold over $1mm in large contract sales to both Law Firms and Corporations.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.

One of the most important facets of the job search is submitting a resume that matches job ads to which you apply. Many job seekers freeze at the thought of continuously modifying their documents based on job postings; it simply seems too time consuming and not worth the effort. However, if you choose not to, you may miss valuable job opportunities. Rather than pulling your hair out while trying to rework every sentence in your resume, here are some fairly easy and quick ways to customize your resume:

1. Incorporate what we call a “modern job objective” at the top of your resume. This is simply the target job title from the job posting. Doing so lets the prospective employer know exactly which position you are targeting and where you belong in the organization.
2. Tweak your professional summary based on the core concepts in the job advertisement. After reviewing a specific job ad, try to pick three main concepts or requirements and incorporate similar language into your professional summary. This shows, early in your resume, that you have taken into consideration and match the prospective employer’s expectations.
3. Develop and include a strong list of “core competencies.” Review the job ad to identify specific keywords and phrases applicable to the job, field, and industry. Pick 10 to 12 of these to include in a brief, bulleted list on your resume. Avoid “soft” words and phrases, like “good listener”; instead, stick to more concrete, actionable terms, depending on the job. Integrating this list of keywords and phrases into your document helps when your resume is passed through an electronic applicant-tracking system (ATS).
4. Swap the order of your bulleted achievements under each position, depending on the wants and needs outlined in the job posting. If the prospective employer emphasizes saving money, then be sure to highlight and move these concepts up in rank within your resume. Make it easy for the reader to quickly identify your applicable accomplishments.

There is little question surrounding the need for standardization in the e-discovery field, as the amount of electronically stored information (ESI) generated daily continues to grow. It is vital that any e-discovery company be apprised of the changing standards. One example of efforts to encourage cohesion in the e-discovery community is the Electronic Discovery Reference Model (EDRM). This organization developed and released the first version of its EDRM-XML to the public in February 2008. From their website, the EDRM overviews its EDRM-XML specification as follows: “The EDRM XML specification exists to enable vendor-neutral data interchange from one step of the e-discovery process to the next, from one software program to the next, and from one organization to the next.” EDRM-XML endeavors in the short term to replace proprietary load file formats in the processing, analysis and review stages of the e-discovery lifecycle. The long term vision for EDRM-XML appears to extend its industry usefulness to the identification, preservation and collection phases as well.

Are Such Standards Still Necessary?

In the “dark ages” of e-discovery, issues such as the formatting of load files often fueled disagreements between parties. Since that time, the industry has been both evolving and coming together. Some industry software platforms have self-regulated, in a manner of speaking, so that many are able to read other platforms’ load file formats or convert data to a useable format without undue burden. This includes integration of the EDRM-XML as an option for import/export. Although the industry has been evolving toward finding more common ground, there continues to be areas of contention in the proper handling of ESI. Whether or not one of these areas of contention would be resolved in the standardized use of the EDRM-XML, however, has been questioned by some.

Many industry insiders who have had years of experience with data transfer and conversion see a real need for solid e-discovery standards now, rather than waiting to see what the future will bring. As long as such standards are currently relevant and continue to evolve, they believe that we have to start somewhere and that the EDRM-XML in its current state is not only a good start, it will become better upon further development.

Will the Adoption of Such Standards Decrease Costs?

One excellent reason to push toward more universal standards in e-discovery is to decrease the overall cost of handling ESI in the discovery phase of litigation or during an investigation. There are many costs, while industry standards remain undefined, that are related only to ensuring one party can access and review the other’s ESI. If e-discovery standards, such as the EDRM-XML, were to gain momentum in the industry such superfluous expenses could arguably become a thing of the past.

Is the Adoption of Such Standards Supported in the e-Discovery Community?

According to the EDRM website, there are 32 vendors currently involved in the EDRM-XML effort, 21 of which support this specification for import, export or both. As the EDRM continues its outreach in the e-discovery community, and continues its work on the 2012 release of EDRM-XML version 2.0, those numbers should increase. In the interim, some industry insiders appear to be taking a “wait and see” approach before deciding on whether they feel standards such as the EDRM-XML are even necessary. Others seem to believe that any lag in support of industry standardization may be directly related to less experienced vendors’ misunderstanding of their role in such a model.

Candidate #3555 – Forensic Accounting and Database E-Discovery Consultant/Expert – West Coast
Region

Relevant Experience:

I am a Certified Public Accountant (CPA) focused on providing forensic accounting and database e-discovery services. I have over 20 years of experience serving the legal community on a wide variety of civil and criminal matters.  Previously I spent 10 years with a powerhouse corporation.  I am experienced with all phases of the dispute process including initial investigation of the facts, assisting with e-discovery, analyzing and explaining complex data, developing strategy, and providing deposition and trial testimony as an expert witness.  I am also an expert on computer databases and an accomplished programmer.

Accomplishments:

I have worked with all sizes of legal firms and organizations.  Several of my larger matters have included:

• The Orange County bankruptcy representing Merrill Lynch and other defendants.
• The Enron litigation assisting with the defense of a law firm involved with the Enron subsidiaries.
• Refuting IRS audit adjustments involving Berkshire-Hathaway.

I have made significant contributions to numerous legal matters including:

• Providing expert accounting and business advice.
• Developing relevant and creative analyses.
• Developing sophisticated database programs analyzing accounting and business information.
• Developing sophisticated damage and claim models providing the legal team with tools to evaluate various scenarios and strategies.
• Testifying as a forensic accounting and QuickBooks expert in Federal District Court.
• Developing software programs to extract data out of QuickBooks and automate common e-discovery tasks.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.

Candidate #16517 – Regional Sales Manager – Mid West Region

Relevant Experience:

Over 18 years as an individual contributor and Regional Sales Manager selling solutions to the top levels of corporations, law and tax firms, marketing firms, government, colleges and Hospitals.  I specialize in many fields and industries including; software enterprise solutions, global marketing research, regulatory compliance information, B2B and B2C.

Accomplishments:

Recently,  I have been promoted three times in 5 years due to continually exceeding annual goal expectations.  I have received many awards in my career including rookie distinction awards and sales incentive trip.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.

Candidate #493 – Vice President of Sales – Southwest Region

Relevant Experience and Accomplishments:

Accomplished sales leader with a global information solutions company including over seventeen years of progressive experience in executive sales management and strategic accounts roles.

I have broad-based senior leadership, sales & account management and strategic planning expertise within the legal, business online information and software technology markets.  I have successfully worked in all segments including the Government, Large Law Firm and Corporate channels.  I have successfully built and grown $120M+ and $100M sales organizations that operate globally.  In addition, I have a MBA from a top-tier institution and Juris Doctor degree.

A summary of my sales achievements are as follows:

• Two times National Award Winner including 2010 (#1 ranked sales position in the company)
• Eight times President’s Club Winner (top 10% of the 1000 person sales organization)
• Six times promoted to advanced positions with increased responsibilities
• Established revenue retention process that resulted in 10% YOY and $10M top line growth
• Led field sales Integration of $20M high growth public records business
• Sold the largest new to online $2M corporate sale in company history

More specifically, I offer:

• An unparalleled track record of performance for delivering above plan, a sense of urgency and a proven work ethic while ensuring optimum quality and effectiveness.
• Transformational leadership abilities, a strong financial acumen and change management skills to attain sales and revenue goals in a fast-paced, results-oriented environment.
• Solid interpersonal dynamics for earning the trust and respect of c-level decision makers and building team relationships across channels to realize corporate objectives.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.

Candidate # 13578 – Senior Executive/Leader – South Region

Relative Experience:

There are many people out there with great credentials on paper, but what’s not on paper is what really makes the difference.  I take an existing organization and make it better. How?  I start by creating a new vision for a company. I hire strategically, and position people for their strengths. I build a healthy corporate culture that makes it easy to attract and retain top performers. 



I am metrics driven, I manage expectations, and I break down silos for clear communication. I genuinely believe in each person’s ability to develop both personally and professionally. My role is to create an atmosphere of trust where each person is valued, encouraged, provided freedom, empowered, and held accountable.

Accomplishments:

• Transformed business model from transaction, telesales to relationship-based sales


• Increased revenue almost 15X


• More than doubled EBITDA

• Expanded offerings from one legacy product into four specialized service offerings

• Grew client base from fewer than 100 to several thousand, including many of the nation’s most prominent CPA firms, associations, and Fortune 500 companies
• 2011 set a new record for sales, overall revenue and EBITDA
• Ushered the company into the social media age, with twitter, blogs, and more than 50 product videos that effectively and creatively communicated our message

I’d like to work with your team to take your organization to the next level too.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com. 

Candidate #3047 – Sales/Account Management Professional – Northeast Region

Relative Experience:

Highly motivated sales professional with a record of accomplishment demonstrating knowledge and career progression based on significant achievement; diversified background that includes a balance of new business sales, account management and sales management.  Core competencies include:

• New Business Sales & Account Management – Generated ‘net-new’ business and developed lasting business relationships within major accounts in the banking, finance, legal, corporate-legal, insurance, medical, and government markets by applying consultative, solution-based techniques representing providers of market premium services; effective territory management including the development and execution of account strategies that result in revenue growth.
• Team Leadership & Development – Adept at leading individuals and teams to exceed organizational objectives while emphasizing personal and professional growth.  Recruited, trained and managed productive sales representatives, relationship managers and support personnel. Professionally trained in one-on-one field coaching techniques. 

Main strength lies in cultivating productive business relationships within accounts in variety of industries, utilizing  consultative, solutions-based approach to sales to address customer needs with appropriate services and products; also adept at building and training goal-oriented teams that consistently deliver on and exceed sales targets. As top-ranked sales leader with record of increasing revenues, I am certain to contribute to your company’s bottom-line success.

Accomplishments:

In my most recent roles with a major legal services provider, I fueled revenues by collaborating with large law firms’ senior executive team to identify and develop plans to address their unique needs, leveraging the appropriate resources to realize their goals. I also managed a territory with annual revenues exceeding $8 million. Prior to this, I performed in such positions as Manager of Account Services, Senior Customer Solutions Manager, and Account Manager. A few highlights from my career include:

• Being recognized as a member of the “100% Club” for sales performance at company’s 2009 National Sales Meeting.
• Ranking in top 15% for total sales performance among my employer’s Large Law Client Managers in the United States in 2008 at 107% of the goal.
• Renegotiating multiple, multi-year service agreements with large law firms assigned to me in 2010, resulting in retained and increased revenues for my employer totaling more than $1.97 million during terms of the agreements.
• Being recognized as “Corporate Market Superstar” in 2000, 2001, and 2002 and producing business greater than $1 million while achieving quota each year (with peak of 160% in 2002).
• Managing a staff of 12 account managers servicing a revenue base of >$70 million annually. Under my leadership the district account management group maintained excellent account retention (>99%) and revenue generation in an extremely competitive marketplace.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.

Candidate #281 – Sales Manager/Leader – West Coast Region

Relative Experience and Accomplishments:

With years of experience in the Legal Services industry I am seeking a challenging sales position with the opportunity for advancement and development.

• Owned and operated my own Attorney Service and developed it into the one of the largest in the country.
• Worked for a major legal publisher as a Sales Rep and a Regional Sales Manager for eleven years.
• Sold numerous products including online legal research, print, and CD, practice management and form software and legal advertising.
• Was a top 10% Sales Rep and Manager and Circle of Excellence winner.  Was voted MVP on numerous occasions.  Can always be depended upon to deliver the number.
• Ran my team by situational leadership type and maintained the most tenured team in the country for 8 years straight.

I’m a big believer in solution selling and believe it is a major reason for my success and the success of my team.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.

Candidate # 16371 – Senior Director of Sales – Midwest Region

Relevant Experience:

Experienced leader with established track record of results.  Repeatedly demonstrated ability to successfully lead teams of all varieties. Focused on driving short and long term business growth through strategic planning, demand generation, vigorous leadership and execution.  Proven winner.  Held the following positions:

• Senior Director, Pricing and Customer Loyalty – Responsible for growing revenue through customer centric, simplified pricing programs and increasing customer loyalty and retention in the $500M+ Business Unit.
• Senior Director, Channel Strategy – Responsible for creating/implementing programs in the following areas:  organizational structure, alignment and sales strategy, compensation and reward systems, product launches, lead generation programs and company acquisitions. 
• Senior Director, Inside Sales – Responsible for day-to-day sales and revenue activities of 200 employee telesales organization.  Developed go-to-market business strategies and executed upon those strategies.  Responsible for the hiring and development of all employees.  Partnered with Channel Sales and Direct Marketing organizations to build/iterate cohesive Channel Strategy.  Other responsibilities: forecasting, budgeting, headcount and business planning.
• Director of Field Sales – Responsible for day-to-day activities of 7 regional sales managers and 62 sales representatives in an 8 state area.  Sales responsibility in excess of $30M.  Activities include hiring/training of managers and employees, territory planning and management, execution of strategic marketing plan, forecasting, budgeting, and accountability management. 

Accomplishments:     

• Drove Sales and Revenue Performance — Six Time President’s Club and National Award Winner
• Launched Market Changing New Products
• Transformed Sales Channel and Compensation Structure
• Redefined Pricing and Product Architecture Strategy
• Re-Engineered Internal Processes

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.

“Then all of a sudden the interview starts, he asks some questions, you answer some questions, and then you start asking HIM the questions, and you flip it!  Now he’s trying to impress you!”
-Larry David, Curb Your Enthusiasm

Larry David is wrong or a bit misguided on a lot of subjects.  But the nugget of advice above which he gave to Leon (David’s friend on the show) does, somehow, make a modicum of sense.  It probably isn’t a good idea to completely upend the conventional dynamic of an interview, but there is value on framing the interview more as a conversation, where questions and answers are exchanged both ways.  More importantly, questioning your interviewer(s) about the viability of the company is just as important as how much they question you.

Here are some tips to keep in mind on “flipping it”:

Let the interviewer take the lead early:  Don’t start in right away with quizzing your interviewer about the company.  Let them get to know you, while you focus on answering questions thoroughly but concisely.  Maybe ask a question or two if it’s a logical response to one of their questions, but for the most part focus on your answers and projecting confidence.  Confidence is extremely important.  Very similar to romantic courtships, nothing will sink your chances faster than appearing nervous or unsure of yourself.

Strive for conversation:  As you begin to ask questions, your goal should not be to “interview the interviewer”, but to have an actual conversation.  Information should be exchanged back and forth, with your interviewer asking you questions and vice versa.  Project a sense of curiosity about the company and the position you are interviewing for.

Ask “What is my role?”  The most important thing to know about a position is exactly what you’re going to be doing, and how, and with whom.  Think of yourself as a news reporter in regards to collecting information about the position.  Secondary to role is company culture, but this too is probably worth a couple questions as well.  You need to be comfortable about the life changing decision you are about to make.  Find out as much about the job, company, corporate culture and responsibilities as possible.

Consider “How is the company doing?”  This can be a tricky one.  Since the economic downturn, nearly every company has been bruised in some fashion.  Some have gotten back on track and weathered the storm, others are still spinning the wheels.  You may be able to glean from news reports or the internet information on the relative health of the company you’re talking to, and the interview’s a good time to try to confirm or deny what you’ve heard.  Tread carefully, but remember it’s better to find out if there’s a skeleton in the closet now before you sign an offer letter.

Send a follow-up email:  Typically, interviewers end asking if you have any other questions.  If the interview is finished, say something to the effect of “No, but if I can think of anything, I’ll email you.”  This shows the interviewer that you’re taking their position seriously and giving it quite a bit of thought.  Send an e-mail later and ask a question or two, and also thank the interviewer for the opportunity.

Good luck!

Our goal is to help build great companies…one career at a time.  If you need help finding the best candidates to build a strong and successful team, or if you are looking to make a transition in your career, The Davidson Group can help.  Give us a call at (415) 893 – 1020 or reach out to us via email at jobs@davidsongroup.com.

Increasingly, law firms turn to litigation consultants to help them develop sophisticated courtroom presentations. Here are 12 tips to make that relationship a true “win win:”

1. Choose and retain your trial consultant as early as possible. There are many resources available to help you locate a good consultant, including web searches, referrals, litigation support groups and directories. Good consultants are busy consultants, so you hire them early. If you do a lot of trial work, you might consider retaining a consultant on an ongoing basis.

2. Check for conflicts. As with law firms, trial consultants generally only work on one side of a case, although there are circumstances where they serve as a “neutral” for both parties. Clarify this before you sign the contract. Also, run a conflicts check to protect your existing client relationships.

3. Get an estimate, with options. To avoid unhappy surprises, discuss in detail the expected litigation workload, and request a written estimate of what you can expect to spend on trial support. Most trial consulting services are billed hourly. Rates typically start at $150 to $200, but can go higher, depending on the case and consultant. It’s not uncommon for a one-month, full-service trial to generate a consulting tab in excess of $50,000. Not all cases warrant those expenditures, so be candid with your consultant, and discuss alternatives.

4. Try to identify specifically what you need and will expect your consultant to provide. Although your consultant should be able to assist you in defining these goals, the more information you can provide up front, the better your chances of success. Unclear communication and assumptions are a proven recipe for disaster.

5. Make sure all interested parties are on the same page. A consultant, working with staff, may head down one path, only to find that the lead attorney has another plan – and was not aware of what was going on. Try to get all communications onto a “paper (or e-mail) trail,” and include anyone who should be in the loop. Many potential issues can be identified before they become problems. Try to avoid giving too much information over the telephone, as this makes it impossible to verify and track the communication.

6. Research your consultant. Thoroughly check out his or her website, “Google” them, ask for referrals and references – and actually check them! Listen carefully to those who have worked with the consultant – do you sense any hesitancy or reservations? Identify the primary business focus of your consultant. (This is generally apparent by reviewing the website.) If you are looking for a trial consultant, don’t contact a videographer or scanning vendor, and vice versa (unless for a recommendation). Don’t be your consultant’s first “real trial” experience.

7. Make sure you know who will actually be working on your matter – don’t just buy into a smooth sales pitch. Meet the trial team face to face. Get, in writing, the name of the team leader and the consultancy’s commitment that the team will remain assigned to you for the duration of the litigation.

8. Don’t change horses mid-stream. Be sure your consultant is absolutely fluent in all the litigation support software you are already using. This includes Concordance (Dataflight Software Inc.); Summation (Summation Legal Technologies Inc.); TrialDirector (inData Corp.); Sanction II (Verdict Systems); etc. Do not assume that every consultant knows every software application. Many can work with several, but others may not. Do not duplicate work product simply because your consultant does not use your software.

9. Avoid proprietary systems. Should there come a time when you are no longer in love with your consultant, you may want to get out of the marriage. If they are using their own software systems, it may be difficult for someone else to take over the database.

10. Listen to your consultant’s opinion. You are paying good money to have a consultant on your team. Realizing that trial work is what they do most of the time, ask questions, get advice, and check in with them often.

11. Debrief! Once it’s over, review the trial. Evaluate what worked, and what didn’t. This is a good time to ask your consultant their opinion on what might be done differently. It is also a good time to decide whether your consultant is the right fit for your trial team in future matters.

12. Pay the bill promptly. Getting paid quickly and painlessly will encourage a good consultant to sign up for your next project. Don’t make the consultant send you numerous bills. 

The Davidson Group extends special thanks to Ted Brooks for sharing interesting and helpful information.  The Davidson Group is a executive placement service company specializing in the legal service industry. If you need help establishing a successful business team or searching for your next placement, we can help.  Please give us a call at (415) 893-1020, or email us a jobs@davidsongroup.com.  Check out our website at http://www.davidsongroup.com

As recruiters, we don’t want to hear a hiring manager say, “I want the candidate I interviewed and not the candidate I hired.”  Furthermore, it’s equally unnerving to hear from a candidate that the company they were recruited for isn’t what was expected. 

How do we avoid making mistakes in hiring or accepting position that are not ideal?

Candidates: 

Spend time doing due diligence on the company.  Candidates have occasionally made comments like “throw my hat in the ring”.  We don’t play “ring toss”.  As recruiters, we work very hard with the candidates to make sure they have done their homework learning about the company prior to submitting them to the organization.  I need candidates to understand the type of organization they will be interviewing with before the resume gets sent.
 
After the first interview, we will spend a considerable amount of time with both the candidate and hiring manager debriefing and finding out what they liked or didn’t like.  If it isn’t going to go anywhere, let’s end the discussion and move on. 

Hiring managers:

Most people are familiar with the old adage of “hire in haste, repent at leisure.”  In today’s climate, hiring in haste is often critical.  Making hiring errors is unacceptable.

The key to success is to interview, ask questions, interview again, and ask more questions, meet, and repeat as necessary.  Based on my experience, you cannot meet a candidate enough times or ask them enough questions.  Some hiring managers rely strictly on behavioral questions.  Personally, I believe those types of questions are beneficial, but in addition, you need to ask questions pertaining to the job skills, knowledge and performance.

How do you formulate the best questions to ask about the skills needed for a particular position?  Ask those currently doing the position.  Go to your best people and ask them what they feel are the key skills needed to achieve success in their role.  Write down their answers and then ask the potential candidates.

Quite often, hiring managers will hire someone on a “gut feeling” about the candidate.  Whereas it is great to have an instant bonding with a candidate, the initial warm and fuzzy feeling you gained in your initial bonding wears off quickly if the candidate can’t do the job they were hired to do.

One expression or cliché I use often around the office is:  Companies are so busy putting out fires; they don’t have time to hire firemen.  If you want to build a high functioning organization, the hiring manager must make finding the right people one of the most important priorities for your organization.  Additionally and equally important to preserve the talented team you’ve created, you need to make sure you do everything possible to retain them.

Going forward:

Communicate with your recruiter throughout the interviewing process.  Often, both candidates and hiring managers are too busy to have a discussion with the recruiter about the interview.  In my estimation, this is a mistake.  The interview and job-seeking process is evolutionary.  With the information we glean from the interview we are able to calibrate the search for the hiring manager or possibly help the candidates find a better fit for their skills.

In the end, the hiring manager wants the candidate who will perform to or exceed expectations and the candidate wants to work for a company that will allow them to achieve their personal, financial and professional goals.  Whether you are the candidate or hiring manager, consider what you are looking for, what your needs are and the vision of where you would like to take your company or career.  This heightened awareness along with clear communication amongst all parties involved will provide the best match for a long-lasting and very successful business relationship.
 

At The Davidson Group, we take pride in carefully matching and creating successful teams.  If you would like additional help or consultation concerning your next placement, please reach out to us by calling (415)-893-1020 or email us at jobs@davidsongroup.com.

Candidate #9601 – Trial Consultant – Mid West Region

Relevant Experience:

My trial consulting experience is typically plaintiff-side and requires “teaching” the case to the jury in a way that allows people to connect with the details of a case and enhances their ability to remember core messages being presented at trial.

Creativity and Testing are the most important skills that a consultant can bring to a legal team. Creativity is required to “relearn” the case from the jurors’ perspectives without bias from years spent internalizing the details of a case. Testing is required to determine if the team’s intuitions are correct and that juries will respond in predictable ways.

I have worked on 50+ trials and often the keys to success have been elegant presentations of simple findings that brainstorming and testing proved were more-likely-than-not to influence jurors.

Accomplishments:
 
My education (BA – Communication Design and MBA – Entrepreneurship and Management) taught me to look for innovative solutions to common problems and to use best practices to influence what takes place in trials and deliberations.

Though I have enjoyed many successes in sales and service and developed many long-standing professional relationships, my proudest accomplishments involve having a role on a team of specialized experts – whether starting and operating a thriving business or preparing the messages for a challenging trial – working together to optimize results.

As a consultant, I have been a part of millions of dollars of verdicts and settlements. My contributions often include creative thinking to simplify messages and interpret the ideas of the case into clear and memorable visuals.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.

Candidate #15850 – eDiscovery/CFO – Southeast

Relevant Experience and Accomplishments:

Over twenty years of broad based experience in finance, accounting, treasury and reporting in both public and private companies. Certified Public Accountant, ex Big Four, with a Master of Business Administration. Hands-on executive with a strong background in both operations and finance. Able to quickly identify strengths and weaknesses and provide relevant real-world solutions. Adept at financial planning and analysis along with modeling and metric development and monitoring.

Over five years experience in eDiscovery and Litigation Consulting with the following accomplishments:

• Developed financial models that allowed for the forecasting of income and financial position.
• Developed breakeven models that allowed management to properly set staffing levels and for potential investors to better understand the nature of the eDiscovery and Litigation Consulting businesses.
• Assisted in the establishment of operating entities outside of the United States in order to expand into the eDiscovery business within those markets and to better serve our clients.
• Became instrumental in the due diligence process involving a number of both potential and actual acquisitions and dispositions in both the eDisvovery and Litigation Consulting fields.
• Negotiated contracts and resolved disputes with both vendors and clients within the eDiscovery business.
• Performed data mining activities that allowed for the analysis of the most profitable lines of business.
• Designed a system that allowed for determination of profitability at the matter level and measure employee productivity.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com. 

Candidate #16090 – Regional Sales Manager – West Coast 

Relevant Experience:
 
Eleven year track record of exceptional sales achievement, marked by consistent high performance and regular promotions.  Successful at building consultative relationships with top executives at large corporations, law firms, and financial institutions, driving revenue growth and retaining loyal customers.  Detail-oriented and creative at finding workable solutions for the client while retaining profitability for the company.  Able to model and lead other sales professionals in best practice approach to influencing decision-makers and building credibility as a business partner.  Successful at advising clients on SaaS solutions rooted in financial compliance with some of the country’s very largest corporations and banks. 

Accomplishments: 

• Graduated cum laude with BA from Top 10 university, JD from Top 20 law school.
• Direct and manage a team of nine sales professionals, responsible for $15MM+ annually in financial services market.
• Lead a cross-departmental team to rollout new SaaS services, expected to generate $12MM in next two years.
• Led region to close $750k in new contracts and finished 2010 at 104% of goal, finishing first among sales regions both in activity and performance against quota.
• Won Club Award as Sales Director for Top Performing Sales Region in 2010.
• Finished 2009 with the most new business among sales and finished as top performing region.
• Won sales award for largest new business close of 2009, worth $300k.
• Closed high profile clients in 2008, 2009, and 2010 that have grown to become some of company’s largest accounts with combined annual revenues of $2.8MM.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.

Candidate #15749 – Sales Professional – Southwest Region

Relative Experience:

Strategic, creative sales leader who balances human and capital resources to improve bottom-line results.  Known for ability to drive sales, grow business and innovate business objectives while fostering an environment of teamwork and accomplishment.  Over ten years success selling diversified legal and business solutions to corporate counsel of F1000 companies.

Accomplishments:  

• Consistently exceeded revenue goals since 2003.
• Secured over $4.8 million in multi-year, multi-solution revenue during economic downturn.
• Recipient of multiple awards for sales performance.
• Obtained MA; BA Magna Cum Laude.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com.