Peer to Peer Magazine

Non-Practicing JDs Turn to E-Discovery toward a consultative sales role directly responsible for driving revenue can be incredibly lucrative and professionally rewarding. Wendy Axelrod, Senior Discovery Consultant at McDermott Will & Emery in New York City, feels strongly that "Sales professionals who take a vested interest in ascertaining the needs of their corporate and law firm clients demonstrate their value, commitment and desire for partnership — key marketplace differentiators. Today's buyer of e-discovery services is more educated; sales professionals need to speak the buyer's language at the same level of sophistication. They need to explain how their company can improve the value and quality of services rendered while containing the total cost of discovery. Sales professionals who speak generally to their offerings will struggle to win business in the future." Canaan Himmelbaum, an attorney and Vice President of Sales for Advanced Discovery in New York, attributes a great deal of his success to his years as a practicing attorney. He says, "Spending six years as an in-house counsel allowed me to understand the business aspect of the law and to work with vendors. I decided after meeting many e-discovery service partners that they had the 'right idea' when it came to how they spent their time. Quality of life has always been of utmost importance during my career. Fast-forward four years into my sales career —I am able to spend more time with family and still build strategic relationships with clients. I think if an attorney is looking for an alternative to the task of practicing law, sales in the e-discovery market is the perfect choice." The sales alternative career path is a bit more challenging to transition into than project management. The objective for an aspiring attorney looking to transition into sales is to get some experience selling and driving revenue to prove selling ability. This often means candidates will need to consider small-to-midsize players willing to make an investment in them and then groom them over time into sales professionals. Those attorneys turning to sales may also have to consider lower base compensations to get in the door. It's All in the Mix Whether you are an attorney who manages projects, sells or practices law, a marriage of all three disciplines will make for the most valuable and potent career path. Attorneys who sell must understand how to manage projects. Attorneys who practice law must know how to sell their services and expertise to corporate clients. Attorneys who manage projects must know what they are being sold and why, so they can be more informed buyers. The legal technology profession is continuing its rapid expansion, and there will be plentiful opportunities for attorneys outside of practicing law. But the realities of the job marketplace and the dreams professionals have for their careers are not always in tune. This industry requires constant professional adjustment in both skill and style. The savvy attorney who can become a "triple threat" — salesperson, technician and legal expert — will have an advantage and will reap rewards financially in the future. Jared Coseglia is the founder and President of TRU Staffing Partners and has been a go-to individual in the legal technology staffing and recruiting field for the past 10 years. He is a published and active voice in the litigation support community, and his thought-provoking podcasts can be heard monthly through ILTA's website. Jared can be contacted at jared@trustaffingpartners.com. Peer to Peer 23

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