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Talent Showcase – July 2014

July 24th, 2014

The Davidson Group is a leading recruitment agency serving the legal, technical, and financial industries.  Each month we highlight some of our best candidates.  Our July 2014 talent showcase includes:

Candidate #H310311 – VP of Business Development – South Region

Dynamic, innovative, multi-dimensional Executive Leader with 22+ years in sales management, business development, marketing, channel management and strategic planning background.

Relevant Experience:

  • Specializing in legal technology solution sales and consulting services.
  • Strong history of significantly exceeding desired revenue, company and client goals.
  • Documented history of developing and implementing growth strategies tactical planning.
  • Leader who inspires teamwork and loyalty within the organization as well as with customers.

Accomplishments: 

  • Proven track record managing sales and marketing teams while increasing revenue and profit margins.
  • Developed Key Performance Indicators (KPIs) to track and evaluate pipelines as well as employee performance expectations.
  • Developed and implemented sales and marketing strategies and processes to expand existing client base across multiple organizations.
  • Played an integral role in all lead generation processes, marketing integration and product development initiatives.
  • Monitored industry trends to guide and develop organizational Go To Market Strategies.
  • Developed processes as well as tools for client engagement as new products, service offerings and workflows are offered.
  • Work successfully within budget to insure profitability of existing and ever-changing landscape of organization offerings.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com or call us at 415-893-1020.

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Candidate #V100714 – Project Manager Professional – Southwest

Relevant Experience:

  • 10 plus years of experience working for multiple eDiscovery vendors in various departments such as marketing, technical, QA and Project Management
  • Worked with and managed projects being hosted in Clearwell, Relativity, Concordance, Allegro, Eclipse
  • Managed cases from large complex litigation to quick processing jobs
  • Managed a Proof of Concept using 500+ gigabytes of client data for a Fortune 500 company
  • Able to work with clients who are new to eDiscovery and ensure they gain an understanding of all processes that go into a project from collection to production
  • Work closely with sales to devise work flow for potential new clients based on their current needs
  • Participated in sales meetings with management to land a Fortune 500 Company account
  • Developed company presentations to be used in sales presentations for multiple hosting platforms
  • Discuss with clients best practices for cost savings as to ensure the most efficient ways are taken in handling their data
  • Created company documentation of processes and procedures as well as maintained a portal of history for out of the box solutions to project specific issues
  • Handle billing to ensure that all tasks are accurately billed with detailed descriptions of all work that was completed
  • Create detailed tracking and history of all projects for quick reference

Accomplishments: 

  • Designed processes for catching errors during the production process so they could be resolved before the data made it to final QA
  • Wrote the company QA process and was in charge of QA for all client deliverables and provided companywide training as I transitioned out of the position
  • iPro certified sales expert for Allegro
  • Received the Pinnacle of Excellence

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com or call us at 415-893-1020.

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Candidate #E230310 – Technology Leader – Southwest Territory

Relevant Experience & Accomplishments:

My strengths are to leverage talent within an organization to inspire people to do their greatest work, while understanding the ever changing landscape of any organization and using that change to your advantage. The change can be products, workflow, business applications or just new resources.

Over that last 10 years, I’ve helped companies in the eDiscovery space grow their business by improving operations and technology through better work flow to the point they have been acquired or merged by larger eDiscovery companies.  In role of VP of Operations and Technology, I was able to lead the completely re-design of my company’s infrastructure, client support teams and project work flow.

With success I was able to support the largest single relativity project ever from my organization.  Previously, I outsourced all relativity hosted work to our client support team for a major oil and gas litigation project.

With the success of this team, my organization eventually acquired the Phoenix location from the parent organization.  At that point, it was the National Operations Center for two vendors until the Texas component no longer needed the support.  With this success, our organization continued to grow our business and technology footprint.

Because I have the unique ability to interact with clients very dynamically from a sales perspective as well as understand the operations and technology used in the eDiscovery space to leverage sales, I also play a key role in closing large deals and helping sales teams better acquire projects that are very competitive to win.  I was instrumental in helping close countless RFP’s for both Law firms and Corporate accounts. Having such a direct connection with the sales side of the organization, I helped us drive the technology needed to stay ahead of competition. One example of how product offerings and sales tie together would be our footprint of Clearwell/Symantec.  Over the last eight years, my team and I have become one of the most knowledgeable supporters of the Clearwell project.  This has happened not only because of our knowledge of the tool, but how we interact with the product developer and support teams within their company and how we approach our business solution, implementation and day to day support of that product.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com or call us at 415-893-1020.

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Candidate #F030412 – Senior Product Manager – East Coast

Relevant Experience and Accomplishments:

Seasoned document and records management professional with extensive expertise in multiple disciplines.  With over seventeen years of experience in managing the application continuum of product planning/management, sales/presales, and deployment, along with an MBA in Information Systems and a certification as a Project Management Professional (PMP), brings a unique level of experience to any organization.

Held senior roles in the Services, Presales, and Product Management organizations.  Specialties include successfully utilizing proven implementation methodologies, providing innovative and technically sound solutions for meeting and exceeding client business needs, and being able to leverage this experience, as Senior Product Manager, to drive the suite of products forward within a changing, and highly competitive, market.

Senior Product Manager

  • Gather and analyze ongoing feedback from sales, marketing, development and the market to drive near-term and long-term product direction and priorities.
  • Lead a diverse, cross-functional group as Product Owner of multiple products within the application suite using the Agile Development methodology.
  • Develop requirements documents and use cases for new product features, including desktop, web, mobility, and cloud-based solutions.
  • Present—on demand—about product strategy, roadmap, and existing features to internal and external audiences, including executive briefings, trade shows, and sales meetings.
  • Adapt the product strategy to larger company direction changes and disruptive events.
  • Monitor competitors and develop compelling differentiation within the products and services offerings.
  • Communicate proactively and effectively with key internal stakeholders managing scope and expectations throughout the product release cycle.

Senior Systems Engineer, Presales

  • Lead the technical Records Management presales team in support of not only the core Records Manager solution, but also complementary solutions such as FOIA/Privacy Act, document management, workflow, and eDiscovery technologies.
  • Manage large proof of concepts (POCs) in support of the Information Governance suite of products.
  • Manage presales efforts with Development, Sales and Subject Matter Expert (SME) teams including, but not limited to, formalizing customization requests, deploying integrations, and ensuring seamless demonstration/POC capabilities based upon the prospect’s requirements for virtually all high value opportunities.
  • Act as liaison between Development, Presales, Services, and SME teams for all high value deals.
  • Responsible for building and maintaining virtualized environment for the solution product set, including integration of all products to enable seamless demonstrations for the entire suite.
  • Escalation point for all RFx responses.

Engagement Manager

  • Responsible for all aspects of the presale and post-sale activities of the records management product, including FOIA and Privacy Act.
  • Responsible for drafting technical RFx responses.
  • Conduct product demonstrations, together with integrations to various third-party tools including document management systems, e-mail archiving tools, and portals.
  • Prepare Statements of Work (SOWs) for professional services engagements to ensure proper time, cost, and resource budgeting for each engagement.
  • Serve as Project Manager for document and records management system implementations including overall project oversight, project management, best practices consulting, and configuration of the application user interface for clients in both the public and private sectors.
  • Ensure compliance with records management best practices through configuration/ customization geared to standards such as DoD 5015.2 and Sarbanes-Oxley.

For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com or call us at 415-893-1020.

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Avatars: Separating the Good, the Bad, and the Downright Scary

July 1st, 2014
Reposted with permission of Debra Wheatman, President of Careers Done Write 
 

An avatar is a digital photo or graphic image used to represent you online.  It may be your profile photo on LinkedIn or an image on your blog.  The purpose of the avatar is to help those in the virtual world connect with you when they are viewing your profile, reading your blog, or visiting your website. For many people, this is their first visual connection with you, so the task of choosing an avatar should not be taken lightly. Over the years, we have seen a lot of avatars…the good, the bad, and the downright scary!   Let’s examine avatars so you can select an image that supports your brand and helps others to connect with you.

Face Only

Do you ever see someone’s image and even after you enlarge it, you still can’t see the face?   The best way to form a connection with someone is through a headshot.  A headshot is just that, a tight photo of your face.  Headshots with a pleasant smile and eyes looking into the camera are proven to facilitate a connection with the reader.  Artsy side view photos (a la F. Scott Fitzgerald) or ones with eyes looking away exhibit body language of avoidance or distance. Aloof is not a good image when you want to connect with customers or potential employers.

Genuine

Take the time to be sure your face and hair look great. Photoshop is an awesome tool to whiten the teeth a bit and smudge a wrinkle or two.  However, don’t go overboard.  Also, update your photo every couple of years.  You want to look appealing, but recognizable.

Professional Background

Do you notice the background when corporate CEOs, sports figures and politicians, give a statement?  The background is carefully set with a backdrop with logos, executive style office, or the iconic marble hall of Congress.  First, the backgrounds never distract from the speaker.  Secondly, they foster an image of professionalism.  Do the same with your headshot photo.  You can’t go wrong with a clean plain background.  Whatever you choose, make sure it is clean, uncluttered, and does not distract from your face.

Never Ever Make These Mistakes

There are certain things that are never appropriate for your avatar.  These choices scream, “Unprofessional!”   Avoid these mistakes:

  • The bathroom mirror selfie.
  • The unflattering snap of yourself looking into your laptop camera.
  • Holding phones or other props to simulate your work activities.
  • Vacation shots, especially beach shots or any shots in which you are not dressed professionally.
  • Photos with sports cars, motorcycles, boats, etc.
  • Photos with other people (this includes children, celebrities, and significant others).
  • Cartoons or celebrity photos.

Your avatar is your first contact with someone visiting your blog or Twitter, LinkedIn, and Facebook page.  Choose an image to engage the visitor and start a connection.  Everyone judges others based on their avatar. The truly scary images are often forwarded along with a comment, like “Can you believe this one?”  The good avatars prompt you to take a second look and continue reading the profile or blog.  People will feel as though they have a sense of who you are based on the genuine and professional headshot that you place online.

We would like to extend our gratitude to Debra Wheatman at Careers Done Write for permission to share her blog. She is an experienced human capital management strategist who will help you take the next step up your career ladder.

If you are ready to take the next steps in your career or if you would like us to help strengthen your organization, please contact The Davidson Group for executive placement   services.  Give us a call at 415-893-1020 or drop us a note at jobs@davidsongroup.com.  You can search all of our current opportunities at www.davidsongroup.com.

Talent Showcase – June 2014

June 25th, 2014

The Davidson Group is a leading recruitment agency serving the legal, technical, and financial industries.  Each month we highlight some of our best candidates.  Our June 2014 talent showcase includes:

Candidate #SK160908 – eDiscovery Executive Consultant – Midwest Region

Relevant Experience and Accomplishments:

  • Over 20 years of experience designing and implementing multiple electronic discovery solutions for AmLaw 250 firms and Fortune 500 companies, including collection services, processing requirements, review management and a set of comprehensive discovery management services.
  • Managed multiple e-discovery projects from pre-sales through post-sales implementation including several large pharmaceutical projects with data in excess of 20 terabytes.  Led a rapid response team for data collection, processing and review management at Sprint in response to the DOJ second request during the Sprint-Nextel merger.
  • Assisted clients in creating ESI content maps, document retention and preservation policies in order to avoid litigation or significantly reduce the implications of litigation and protect company assets including intellectual property.
  • Developed new information governance and e-discovery service offerings to augment SaaS solutions which increased both departmental revenue and customer satisfaction and retention.
  • Directed the largest legal hold in company history for top 10 IT firm including the development of custom workflows and on boarding processes for outside counsel to effectively review the contents of the various holds prior to Rule 26f conferences.
  • Exceeded quarterly publishing requirements via inquiry driven client interactions resulting in the position of most published analyst.  Provided actionable advice on client hardware and software purchases resulting in savings for one client of over $10M.
  • Created advisory service offerings for ROI analysis of mobile hardware and software implementations utilizing the total economic impact (TEI) framework resulting in over $1.8M in new business within the last year.
  • Proven leader by developing and managing the EPM and PPM consulting programs within Microsoft’s consulting services which in turn grew EA revenue levels by over 36% year on year.
  • Attained highest customer satisfaction ratings for Microsoft’s EPM program in company history.
  • Effective communicator between Legal and IT through attainment of Juris Doctorate and admission to state and federal bars combined with multiple technical certifications including MCSE, CNA, and OS2LA.
  • Attained certifications in multiple sales and consulting programs including the Holden Methodology, Effectiveness Institute, Gartner TCO and Giga TEI models.
  • Attained necessary government security clearances to lead projects involving the President’s helicopter and a new tanker for the USAF.
  • Developed secure process for protecting client IP and data while complying with ITAR and other governmental requirements.

For more information regarding this candidate or other candidates with similar qualifications, please contact  jobs@davidsongroup.com or call us as 415-893-1020.

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Candidate #SA230713 – Director of Business Development – Southwest Region

Relevant Experience:

  • 8 plus years of experience in the legal industry, serving as both a Senior Project Manager and a Sales Professional.
  • Managed large complex litigation involving multiple parties both domestically and internationally.
  • Built and managed a significant book of business that includes AmLaw 200 & Fortune 500 Corporations.
  • Strong Consultative and Relationship building skills.
  • Ability to build loyal, long lasting relationships, through a relentless focus on customer service.
  • Advised on emerging technologies, e.g. ECA, Project Management Software and Predictive Coding.
  • Strong negotiation skills
  • Ability to listen to client needs and concerns in order to develop efficient and customized solutions and workflows.

Accomplishments:

  • Presidents Club award recipient for outstanding sales effort in 2009 and 2010.
  • Top 5 (out of 20 sales professionals) revenue producer 2009 through 2011.
  • Top 10 (out of 40 sales professionals) revenue producer in 2012.
  • Secured MSA’s with several AmLaw 200 law firms.
  • Built a book of business that consistently yielded $3 – $4 million dollars of revenue, annually.

For more information regarding this candidate or other candidates with similar qualifications, please contact  jobs@davidsongroup.com or call us as 415-893-1020.

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Candidate #AP030614 – Sales & Marketing Executive – North Territory

Relative Experience and Accomplishments:

  • 15 Years of financial services industry experience, including 7 years of leadership experience at the Director level
  • Ability to recruit, train, motivate and retain world-class sales professionals.
  • Created a process for consistent goal setting, tracking and measurement.
  • Developed a strong sales background at both the retail and wholesale levels, with proven success, notably:
    • Developed an aggressive strategy for consumer lending, increasing loan origination from 0 in 2006 to over 8,000 by June of 2012, and creating a loan portfolio of approximately $1.7 billion.
    • Instrumental in the opening of 103,000 new credit accounts between 2009 and 2012.
    • Drove the addition of over $2 Billion in assists into the firm’s depository products.
    • Led the firm in high-value client acquisition, with an incremental, year over year, lift of an average of 1.72 High Value Clients per advisor, (1500 advisor client base).
    • Positioned the parent company as a leader in the financial services industry to nearly 2000 prospects over two years through numerous speaking engagements.
  • Experienced working with cross-organizational teams consisting of both individual contributors, and CFO, EVP, and SVP level executives.
  • Demonstrated excellent oral and written communication skills, as evidenced by numerous awards, including National Wholesaler of the Year for my former firm.

For more information regarding this candidate or other candidates with similar qualifications, please contact  jobs@davidsongroup.com or call us as 415-893-1020.

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Talent Showcase – May 2014

May 29th, 2014

The Davidson Group is a leading recruitment agency serving the legal, technical, and finanacial industries.  Each month we highlight some of our best candidates.  Our May 2014  talent showcase includes:

Director of Sales, Litigation Solutions – Northeast  

Strong sales leader with entrepreneurial drive and innovative strategic vision, specializing in new business and market growth penetration in legal industry for Fortune 500 Company for over 16 years.  Responsible for law firm, corporate and Government markets nationwide.

Relevant Experience:

  • Proven leadership track record managing teams through change and increasing revenue and profit margins by exceeding goals and executing on company initiatives.
  • Attorney with the ability to communicate and sell ideas both internally and externally to senior leadership in complex matrix organization through an analytical sales approach, collaboration and teamwork.
  • CPA with strong business acumen to accurately forecast and measure results, identify trends and improve operational efficiencies.

Accomplishments: 

  • Exceeded annual new business goal of over $11m by over performing against plan at 121%, 122% and 135% respectively over the last 3 years as Director.
  • Motivated sales teams through development and implementation of compensation and incentive programs resulting in improvement in employee satisfaction scores and very low turnover.
  • Re-aligned sales structure to best leverage resources to maximize outcome within budget guidelines resulting in significant cost savings.
  • Improved collaboration and communication across matrix organization through partner programs, increased teamwork and greater communication.
  • Developed sales performance metrics to better track and evaluate health of opportunity pipelines to measure success and ensure accurate weekly forecasting.
  • Monitored industry trends and competitive threats to revise sales approach, pricing and influence Go To Market strategy.
  • Identified gap filler initiatives and new verticals to increase market share and revenue.


For more information regarding this candidate or other candidates with similar qualifications, please contact  jobs@davidsongroup.com or call us as 415-893-1020.

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Sales Executive/Sales Engineer – North Region

Results

Increased revenue and profit; long-term client partnerships; account penetration; market driven business/product transformation

  • Developed and led sales team to increase aggregate close rate from 38% to >42.5% in one year
  • Personal Close Rate over two year period: 49.8% (124 new contracts) averaging $126k per win, as sold (before add-ons) (~50% new business)
  • Achieved historical corporate high annual personal close rate of 54.3% (Peer average for period: 31.9%)
  • Achieved corporate high individual quarterly close rate of 90.9% (Peer average for period: 31.1%)
  • Identified and brought to market new revenue generating services and product offerings

Relevant Experience and Skills

  • 15+ years in litigation support: Consulting Practice Leader; Sales Manager; Technical Sales Team Leader; Leading Technical Sales team member.
  • Managed day-to-day business of a $17MM consulting practice including corporate management for consultancy specializing in computer forensics, electronically stored information (ESI),  electronic information security (cyber security), and electronic discovery.   Managed sales team and activity for decentralized consultants
  • Leader of technical consultant team that consistently exceeded performance targets.  Direct B2B sales support, sales leadership cultivating relationships with internal and external customers (G1000, F500 and AM Law T200); perform needs analysis, developed and delivered client-centric solutions that meet business and profit goals.   Coached, mentored and trained staff, while maintaining responsibilities for personal sales performance
  • Provides continuity across entire EDRM (retention policy assessments, readiness assessments, response plans, data maps, application inventories, forensic investigations, paper/audio/video/electronic discovery, data processing/hosting/review/production, trial support. SaaS, enterprise software,  product demos (Relativity, Clearwell, Equivio Zoom, Method Legal Hold, Ontrack Inview, Ontrack Verve), pricing
  • Developed and implemented business transformation projects for Consulting Services; including: pricing model, time collection, Revenue Recognition Policy and consistent look and feel across client facing documents. Initiative led to a more client-centric offering, enhanced comprehension of proposals, contracts, reports and invoices.  Trained staff on new policies and procedures
  • Identified data needs and developed processes capturing broad range of sales performance and operations metrics providing greater visibility into market segmentation, sales trends and profitability.  Analyzed data and provided reports and recommendations to executives for business direction and GTM strategies
  • Accountable for sales funnel management and revenue forecasting
  • Collaborated closely with Product Line Management to develop GTM strategy and refine/restructure service offerings and pricing models in a dynamic environment
  • High frequency client contact; develops and enhances client relationships through active management and account penetration.  Effectively communicates complex technical concepts to varied audiences.  Identifies and confirms tangible and intangible benefits and risks of solution options.
  • Leads/controls large initiatives.  Active management of commitments and expectations of cross-functional/multi-disciplinary client stake holders and internal project teams; engaging appropriate subject matter experts (SMEs) as needed.
  • People leader – builds, focuses and motivates teams to deliver results in matrixed environments.
  • Miller Heiman Strategic Selling and Conceptual Selling techniques.

Accomplishments

  • Consistently a top performer (personally and as manager/lead) based on contracts signed, close rate and revenue generation
  • Account Management – Identified opportunity and enhanced the relationship to build company’s largest customer account, leading to a $25 million per year relationship (recurring).  Identified opportunity and enhanced the relationship to build largest corporate account, leading to a $25 million per year relationship (recurring).  Included identifying and developing programs for raw data hosting/storage, managing international data sets (safe harbor, international privacy restrictions, file level decryption)
  • Conceived and implemented custom solution for storage and management of client data (hundreds of terabytes), championed the opportunity internally and achieved client approval, generating over $10 million per year
  • Data Breach response: Managed team in scoping, coordinating, executing and delivering one of the largest and most complex multi-department multi-business unit projects in company history. The project involved nearly all departments and creation/delivery of a new video evidence review service line. This emergency project required several hundred contract reviewers and was completed on-time and significantly exceeded profitability targets (>$3M revenue)
  • Developed and implemented department restructure, created more effective dialog between Sales, Operations/Service Delivery groups and Project Management – removed many challenges for effective communications between the groups, increased efficiency and enhanced customer experience, resulting in increased close rates, profitability and client retention

For more information regarding this candidate or other candidates with similar qualifications, please contact  jobs@davidsongroup.com or call us as 415-893-1020.

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Technology Sales & Marketing Executive – West Coast 

RELEVANT EXPERIENCE & ACCOMPLISHMENTS

  • Top performing executive with over 18 years experience of results-driven success streamlining processes and creating greater firm revenues and efficiencies.
  • Focus on strategic and tactical sales, marketing and promotional implementations and executions.
  • Accomplished extensive achievement leading company profitability through growth and improved methodologies.
  • Have been associated with start-up boutique size to multibillion dollar companies, in both the US and Internationally, I have proven capability to cultivate lasting relationships in both internal and external business partnerships that benefitted all and increased revenue.
  • Extensive experience in DIRECT SALES, CHANNEL SALES, MANAGEMENT and MARKETING.
  • Previously contracted with Major Silicon Valley Corporations.
  • Among other levels of overall tenure and experience, as an E-Discovery Sales Professional, I possess a strong knowledge of the Electronic Discovery life-cycle as well as the E-Discovery software marketplace, and clearly have a handle on and understand the competitor’s strengths and weaknesses.
  • In this market-specific sales force I have experience selling forensic data collection, data processing, production, hosting and/or attorney review services.
  • Additionally, I possess the ability to develop and maintain long-term relationships with C-level executives and Corporate Counsel members of Fortune 500 Corporations, including Partners and Shareholders of AMLAW 100.
  • I maintain a consultative selling style and am a top performer that will drive new sales, as well as bring in repeat business from existing clients.


For more information regarding this candidate or other candidates with similar qualifications, please contact jobs@davidsongroup.com or call us at 415-893-1020.

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