COALSP Open Membership LunchJune 25, 2015

E-Discovery Staffing:Past, Present, Future

Jared Coseglia – TRU Staffing PartnersJared 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 AmLaw200, 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 2014. 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 www.trustaffingpartners.com.

June 3, 2015 2

E-Discovery Staffing: A Quick History

• High price of processing• 20-40% salary increases in job moves• 30-40 AmLaw Directors/Managers per year

Corporation Law Firm Vendor

E-Discovery Staffing: A Quick History

• AmLaw rules• Simple, popular tools• Cost reduction or profit center• Tenure becomes valuable• 10-30% salary increases in job moves• New leaders build new practices

E-Discovery Staffing: A Quick History

• Economic collapse changes everything• Processing pricing bottoms out• Rapid consolidation begins in vendors• Foreshadowing of law firms folding

E-Discovery Staffing: A Quick History

• Rise of Relativity begins• New federal rules• Certification: vocation vs. education• Spotlight on Information Governance• Leadership layoffs• Temporary lit support staffing up 30%• Salaries flatline

E-Discovery Staffing: A Quick History

• Consulting is king• Continued vendor consolidation• Compartmentalization of EDRM roles• TAR/CAR/PC arrives• Explosive project management demand

E-Discovery Staffing: A Quick History

• Vendors shift focus to Fortune 1000• Managed services vs. enterprise

licensing (DIY vs. SaaS)• More hiring, lower salaries• Cybersecurity spotlight

Current LandscapeLaw Firms

• Mostly In-Sourced• Mostly Out-sourced• Mega Hybrid Model

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

Government

• QOL• Less comp, less tech• Not profit-driven

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

Career PathwaysLeast advisory

Most advisory

Ha

nds-

on T

echn

ical

O

perational/Administrative

more

more

less

less

Computer Science Major

Legal IT Professional

Attorney

Paralegal

Entry Level Processing or Hosting Analyst

Software Developer

Operations Manager E-Discovery Project Manager

Legal Technology Sales Professional

Lit Support Analyst (firm)

Document Review Attorney

Processing

Lit Support Manager (firm)

Discovery Team Lead

Consultant Partner/Director

Sales Engineer/Legal Solutions Advisor Client Services Manager

Cybersecurity MajorForensic Examiner

Cyber/InfoSec Analyst

Cyber/Forensic Lab Manager

Current and Future State

• Placement Stats• Employer Stats• Geography Stats• Salary Stats• Gender Stats• Emerging Roles

Placement Categories 2012Analyst

5% Consultant5%

Sales29%

Director/Manager4%

PM/Coordinator43%

Trainer1%

Specialist13%

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Placement Categories 2013Analyst

22%

Cyber/InfoSec2%

Consultant9%

Sales12%

Director/Manager5%

PM/Coordinator35%

Trainer2%

Specialist11%

Other 2%

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Placement Categories 2014Analyst

15%

Consultant21%

Sales9%

Director/Manager3%

PM/Coordinator38%

Specialist5%

Cyber InfoSec9%

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Placement Categories 2013 vs. 2014

2013 2014

• Less sales hiring• More consultant hiring• Consultants driving direct revenue• Compartmentalization of EDRM roles• Steady, unwavering PM demand• Leadership roles scare

The Trends

Analyst22%

Cyber/InfoSec2%

Consultant9%

Sales12%

Director/Manager5%

PM/Coordinator35%

Trainer2%

Specialist11%

Other 2%

Analyst15%

Consultant21%

Sales9%

Director/Manager3%

PM/Coordinator38%

Specialist5%

Cyber InfoSec9%

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Employer Categories 2012Corporate

2%

Law Firm52%

Service Provider46%

17

Employer Categories 2013Corporate

4%

Law Firm37%

Service Provider59%

18

Employer Categories 2014Corporate

5%

Law Firm30%

Service Provider65%

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Employer Categories 2012 vs. 2014

2013 2014

• 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

The Trends

Corporate2%

Law Firm52%

Service Provider46%

Corporate5%

Law Firm30%

Service Provider

65%

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Placement Geography 2012

NY55%

CHI6%

TX4%

SF10%

SD1%

LA9%

MIA1%

DC13%

OH1%

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Placement Geography 2013

NY50%

SD1%

DC19%

MA1%

CHI5%

TX4%

ATL1%

KS2%

MN1%

SF5%

OH1%

LA9%

UK1%

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Placement Geography 2014CHI16%

PA2%

DC14%

SF2%

KS4%

SEA1%

LA5%TX

1%MI4%

NJ1%

NY48%

VA1%

ATL1%

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2013 2014

Placement Geography 2013 vs. 2014

• 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

The Trends

NY50%SD

1%

DC19%

MA1%

CHI5%

TX4%

ATL1%

KS2%

MN1%

SF5%

OH1%

LA9%

UK1%

CHI16%

PA2%

DC14%

SF2%

KS4%SEA

1%LA5%TX

1%MI4%

NJ1%

NY48%

VA1%

ATL1%

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Gender Breakdown 2012

Male78%

Female22%

Gender Breakdown 2013

Male70%

Female30%

Gender Breakdown 2014

Male69%

Female31%

Gender Breakdown 2012 vs. 2014

Male78%

Female22%

Male69%

Female31%

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

Salary Averages by Region(rates of hire, not rates of existing market comp)

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

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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

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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!

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Alternative Career Paths

• Information Governance• Information Security• Cybersecurity• Privacy• PMP Beyond Legal

• Legal & Data Analytics• Risk Analysis• Sales• Solutions Architect

e-Discovery vs. CybersecuritySimilarities• 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

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

ACEDS/TRU Affinity PartnershipThe 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 email info@trustaffingpartners.com.For more information on the CEDS Certification Package, visit http://www.aceds.org/about-ceds/

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www.trustaffingpartners.com | jared@trustaffingpartners.com | 718.685.2092Your trusted source for staffing

E-Discovery | Litigation Support | Cybersecurity