As a director of litigation support, one of my most important duties is to contract with a wide range of vendors—whether they sell e-discovery services, software, hardware or services—to facilitate the discovery operations of our firm. With millions of dollars at my disposal and the discovery workflow of hundreds of cases each year, I am constantly looking for, and being pitched, new products and services by salespeople from companies big and small, some of whom are experienced and some of whom are clearly not.
I have also had the benefit of working both sides of the vendor-purchaser relationship. I started my litigation support career at a large defense firm, moved to an e-discovery service provider and now work at a predominately plaintiffs-oriented complex litigation firm. These perspectives have been invaluable to me with regard to how I evaluate potential new partners and offerings. Frustration grows, though, with the cold calls from dozens of companies each week trying to get a moment of my time to see, interact with, and hopefully buy their latest and greatest product or service. The process is not efficient, and from the buyer’s perspective, can be very, very frustrating.
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