E-Discovery Staffing: Past, Present, Future. COALSP Open Membership Lunch June 25, 2015

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1 E-Discovery Staffing: Past, Present, Future COALSP Open Membership Lunch June 25, 2015

2 Jared Coseglia TRU Staffing Partners Jared Michael Coseglia, founder and President of TRU Staffing Partners, has over twelve years of experience representing talent in e-discovery, Litigation Support, and broadly throughout legal technology staffing. He has successfully placed over 1800 professionals in full-time and temporary positions at the AmLaw 200, Fortune 1000, and within the consultancy and service provider community. His ability to identify, deliver, and help retain talent has allowed him the privilege of quickly becoming the globally recognized go-to individual for clients and candidates in need of staffing solutions or career guidance and management in ediscovery. Coseglia s unique style of representation, vast network of relationships, and subject matter expertise has helped earn TRU a host of awards including Top 3 Best National Legal Recruiter in Best of The National Law Journal Awards, 2012, 2013 & 2014, as well as a Top 3 Best Legal & Litigation Support Agency by the New York Law Journal 2013 & 2014, and #1 Litigation Support Staffing Agency in Chicago Mr. Coseglia is an active member of the Litigation Support community and frequently writes and speaks about the state of the legal technology job market with ACEDS, WiE, Peer-to-Peer, LTN, and other publications and organizations. Visit June 3,

3 E-Discovery Staffing: A Quick History High price of AmLaw processing rules Economic collapse Rise of changes Relativity everything Consulting begins is king Vendors shift focus to Fortune % salary Simple, increases popular in job Processing tools moves pricing New federal bottoms rules out Continued vendor consolidation Managed services vs. enterprise AmLaw Cost Directors/Managers reduction Rapid profit consolidation per center year Certification: begins vocation in Compartmentalization vendors vs. educationlicensing of EDRM (DIY roles vs. SaaS) Tenure becomes Foreshadowing valuable Spotlight of law on firms Information folding TAR/CAR/PC Governance arrives More hiring, lower salaries Corporation 10-30% Law salary Firmincreases in Vendor job Leadership moves layoffs Explosive project management Cybersecurity demand spotlight New leaders build new practices Temporary lit support staffing up 30% Salaries flatline

4 Current Landscape Law Firms Mostly In-Sourced Mostly Out-sourced Mega Hybrid Model Government QOL Less comp, less tech Not profit-driven Vendors/Consultancies Relativity Vendors vs. Proprietary Vendors Niche Expertise vs. All-In Model Transactional vs. Managed Services Cybersecurity Practices Evolve Corporations Forensic Collection Processing TAR and Litigators Cybersecurity Bolsters InfoSec Teams

5 Legal Technology Roles Processing Analyst Hosting Analyst Lit Support Analyst Lit Support Specialist Project Coordinator Project Manager Lit Support Manager/Dir Sales/Sales Engineer Consultant InfoGov Cybersecurity/InfoSec Software Developer

6 more Hands-on Technical less Career Pathways Least advisory Computer Science Major Entry Level Processing or Hosting Analyst Forensic Examiner Cybersecurity Major Cyber/InfoSec Analyst Legal IT Professional Software Developer Processing Operations Manager E-Discovery Project Manager Attorney Paralegal Document Review Attorney Sales Engineer/Legal Solutions Advisor Consultant Legal Technology Sales Professional Partner/Director Most advisory Lit Support Analyst (firm) Lit Support Manager (firm) Cyber/Forensic Lab Manager Discovery Team Lead Client Services Manager less Operational/Administrative more

7 Placement Stats Employer Stats Geography Stats Salary Stats Gender Stats Emerging Roles Current and Future State

8 Placement Categories 2012 Trainer Specialist 13% Analyst 5% Consultant 5% Sales 29% PM/Coordinator 43% Director/Manager 4% 8

9 Placement Categories 2013 Trainer 2% Specialist 1 Other 2% Analyst 22% Cyber/InfoSec 2% PM/Coordinator 35% [CATEGORY NAME] Director/Manager 5% Sales 12% 9

10 Placement Categories 2014 Specialist 5% Cyber InfoSec 9% Analyst 15% Consultant 2 PM/Coordinator 38% Director/Manager 3% [CATEGORY NAME] 10

11 Placement Categories 2013 vs Trainer 2% Specialist 1 [CATEGORY NAME] Other 2% Analyst 22% [CATEGORY NAME] [CATEGORY NAME] The Trends Less sales hiring More consultant hiring Consultants driving direct revenue Compartmentalization of EDRM roles Steady, unwavering PM demand Leadership roles scare Cyber InfoSec 9% Specialist 5% [CATEGORY NAME] Analyst 15% [CATEGORY NAME] Director/Manager 5% Sales 12% [CATEGORY NA [PERCENTAG Director/Manager 3% 11

12 Employer Categories 2012 Corporate 2% [CATEGORY NAME] Law Firm 52% 12

13 Employer Categories 2013 Corporate 4% Law Firm 37% [CATEGORY NAME] 13

14 Employer Categories 2014 Corporate 5% Law Firm 30% [CATEGORY NAME] 14

15 Employer Categories 2012 vs Corporate 2% The Trends Corporate 5% [CATEGORY NAME] [CATEGORY NAME] Law firms outsourcing more, hiring less Increasingly less analyst opportunity at law firms Slight uptick in in-house corporate hiring Dominant vendor growth with acceptance of master service agreement sales PMs becoming Consultants Consultants in demand [CATEGORY NAME] [CATEGORY NAME]

16 Placement Geography 2012 DC 13% OH MIA LA 9% SD SF 10% NY 55% [CATEGORY NAME] CHI 6% 16

17 Placement Geography 2013 MN SF 5% OH LA 9% UK ATL TX 4% CHI 5% KS 2% MA NY 50% [CATEGORY NAME] SD 17

18 Placement Geography 2014 VAATL CHI 16% PA 2% NY 48% DC 14% NJ MI 4% TX LA 5% SF 2% [CATEGORY NAME] SEA 18

19 Placement Geography 2013 vs ATL MN TX 4% KS 2% CHI 5% MA SF 5% OH [CATEGORY NAME] [PERCENTAGE ] LA 9% UK [CATEGORY NAME] [PERCENTAGE ] NY 50% The Trends New York: still the capital of e-discovery Chicago now #2 Recessed D.C. growth, less movement California getting quiet Kansas/KC boom in jobs Third-tier markets becoming second-tier markets E-Discovery is everywhere [CATEGORY MI NAME] TX 4% NY 48% [CATEGORY VA NAME] CHI 16% LA 5% SEA PA 2% DC 14% SF 2% [CATE [PE 19

20 Gender Breakdown 2012 Female 22% Male 78%

21 Gender Breakdown 2013 Female 30% Male 70%

22 Gender Breakdown 2014 Female 3 Male 69%

23 Female 22% Gender Breakdown 2012 vs Female 3 Male 69% Male 78%

24 Salary Averages by Region (rates of hire, not rates of existing market comp) EAST WEST MIDWEST TECHNICIAN 40K-65K + OT 40K-55K + OT 45K-55K + OT ANALYST 65K-95K + OT 50K-85K + OT 50K-75K + OT SPECIALIST 85K-115K + OT 75K-130K + OT 65K-110K + OT PM/COORDINATOR 80K-150K+ bonus or OT 70K-130K+ bonus or OT 75K-115K+ bonus or OT CONSULTANT 100K-350K + bonus 85K-300K + bonus 80K-250K + bonus DIRECTOR/MANAGER 125K-250K + bonus 125K-250K + bonus 125K-175K + bonus SALES 80K-135K+ commission 75K-135K+ commission 75K-125K + commission

25 East Coast Specifics 10 times the opportunity and talent (5 times cost of living) New York means big business (Pharma, Bank, Telecom) DC means big government (ABCs, AmLaw) Charlotte, a town for contractors National vendor saturation and HQ Robust local vendor options Lots of available talent and always opportunity Searches take 6 12 weeks less time Bridge to Europe, UK Miami opening up, bridge to Latin America 25

26 West Coast Specifics Paralegal Power Geographic disparity (LA is 3 cities, SF is 2, etc) Silicon Valley has always done it themselves National vendor contracts vs. local players Less opportunity, often period of NO opportunity Less talent Searches take 6 24 weeks longer than East Coast Salary gap, from entry to veteran Bridge to Asia 26

27 Midwest Specifics Chicago growing rapidly, needs more in middle Lower rent, cost of labor, and available talent Houston over Dallas, Austin, San Antonio Kansas City rising for Ops Detroit explosive in 2014 and 15 Minnesota insular and lacks relocation appeal Opportunity ebbs and flows Salaries 20-40% below East/West Bridge to South and Central America Cultural differences this ain t the coast! 27

28 Alternative Career Paths Information Governance Information Security Cybersecurity Privacy PMP Beyond Legal Legal & Data Analytics Risk Analysis Sales Solutions Architect

29 e-discovery vs. Cybersecurity Similarities Response to urgent, time-sensitive client needs that have legal ramifications Binding skill: forensic collection of data Command a premium in compensation for services rendered Cyber positions take more than 25 percent longer to fill than traditional IT positions a la EDD circa 2005 Jobs are abundant in major cities Evolving technology landscape Differences Cyber: social consciousness to corporate consciousness rapidly e-discovery professionals are not road warriors Bachelor s degree in cybersecurity, none in e-discovery Live data versus dead data Practice of law, Data Breach/Privacy group, few in EDD Certifications: RCA, CEDS vs CISSP, IAPP, IGP, CEH Consolidation vs. Fractured Market

30 To Recap Where have we come from? How and why have we changed? The present landscape of the legal technology job market Professional pathways to pursue in the future

31 ACEDS/TRU Affinity Partnership The CEDS Certification Package includes: - A one-year individual ACEDS membership - Access to live and recorded versions of CEDS Online Preparation training - A 145-page exam study guide - The CEDS exam (a discounted rate is available for those who need to retake the exam) In addition, as part of the affinity partnership, individuals who register through TRU Staffing Partners will have access to exclusive, geographically-localized TRU study groups and private networking events, and will also receive priority access to TRU's team of recruiters and career management professionals throughout the country. To receive the discounted package, contact your TRU representative, fill out a TRU application, or For more information on the CEDS Certification Package, visit 31

32 Your trusted source for staffing E-Discovery Litigation Support Cybersecurity

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