Vincent Brunetti, CEO of RVM Inc., recently wrote a compelling article for Legal affiliate Law Technology News on the difficulties faced by vendors in hiring E-Discovery sales staff (published in The Legal July 15). Brunetti brought to the forefront several points that I happen to agree with: 1) The modern sale is more dynamic; 2) professionals are less comfortable connecting with executives; 3) the market has become commoditized; 4) The sales cycle is longer, and 5) attrition is higher. The industry has changed and is in a state of constant change.
If you believe the points Brunetti referenced, then the methods used to attract talent in the past are “out of date” and ineffective for today’s market. Companies thrive or die with the talent they attract or have working in their organizations. So what can be done? Consider the following:
