James J. Wilson, Esq.

941-***-**** abmfz0@r.postjobfree.com

Consultative Sales and Management Executive

Achievements/Skills Chicago, IL Fort Wayne, IN New York, NY Washington, D.C.

Summary

I am a lawyer/executive/consultant with extensive sales, sales process and project management experience

as well as a broad base of knowledge in technology as it is applied to professional office operations.

I have sales, operating and executive management experience with business services and legal departments

of companies ranging in size from $30M - $1B+. Clients have been global, middle-market and start-up

companies; including, Wachovia Bank, N.A., PRIDE Enterprises of FL, Challenge Mortgage, Morgan Keegan,

Arkwright Insurance and Welch Foods. Strengths include leading early stage and transitional business units and

processes to market leadership positions.

Specialties: Sales and implementation of technology solutions to law firms, law departments, state agencies

and professional offices. Application of technological solutions and services (including BPO/LPO) to business

processes. Significant domain knowledge in business knowledge management, process outsourcing and

electronic data discovery services in corporate and legal markets.

Achievements

Start -up, turnaround and market development experience:

• Oversight of startup litigation support company. Designed, sold and implemented complete service

infrastructure (HW, SW, personnel, training, etc.) for a litigation support service provider. Provided marketing

and sales advice, training and support to a territorial sales team generating in excess of $75K/m within 3

months of startup.;

• Performed detailed analysis of business process and technology of under-performing division of Diversified

corporation. On basis of analysis, closed sale and implementation contract with CEO, COO, CFO and CTO.

Effectively restructured digital services division (Operations and Sales), delivering improvements in all

measurable areas (i.e. profitability, quality, efficiency, productivity, sales, etc.);

Sale and provision of lit supp svcs and tech to firms – either engaged in, or in anticipation of,

litigation;

• Closed $1M+/- contract to provide eDiscovery services to defense firm in matter exposing International

company to $35M+ liability.

• Closed contract for $1M+ with CEO of Fortune 50 Bank. Implemented E-discovery/litigation preparedness

comprehensive solution for digital production and compliance with Federal regulations.

• Detailed analysis and report on Litigation preparedness to national mortgage broker. Upon delivery, closed

sale, developed and implemented $600K+ systems and protocols (Indexing, coding, query, retrieval, etc.).

Ensured adherence to regulatory requirements.

LPO/BPO experience

• Consulted with and provided sales training and support to a start up LPO (onshore) providing services to

mid-level law firms throughout the Southeast US. Six month consultancy contract. Personally closed service

contracts with over 25 firms.

• Consulted with several Indian LPO firms providing detailed reports on business processes, client

information and specific market data.

Direct responsibility for the design, presentation, sale, management and oversight of dozens of

projects;

$3M+/yr billing oversight $750K+/yr in personal billing P&L expertise.

Strengths and Skills

• Experienced consultant/consultative sale professional – 10+ yrs of influencing, selling, designing and

applying technology as solutions to business processes/development issues.

• In depth (15+ yrs ) understanding of the consultative sale process – Including all facets from stakeholder

interviews through value illustration, persuasion, negotiation, closing and implementation.

• Exceptional skill in the analysis of business processes and the design/development/implementation of

improvements and solutions.

• Adept in the design and use of databases and database applications, including most eDiscovery platforms

as well as with CRM and sales management programs.

• Experience in sale/provision of document review and litigation support services to legal departments,

law firms and gov’t agencies.

• Management of direct sales/marketing teams – Identifying sales goals/strategies, managing staff and

working directly with clients.

• Expert knowledge of US litigation process, legal and legal support industries – particular competence in

the areas of current technologies, process, document review and litigation support services.

941-***-**** p abmfz0@r.postjobfree.com

James J. Wilson, Esq.

• Sales to Fortune 1000 legal departments, law firms and government agencies.

• Superior communication skills – RFP preparation – excellent presentation skills – experienced,

comfortable and effective speaking/negotiating with partners, C-level execs and high ranking corporate

decision makers, as well as with operational staff.

• Adaptable and innovative individual – clear thinking with ability to assess complex situations, design

solutions and implement them.

• Able to conceptualize, communicate, coordinate and implement large scale, varied projects.

• Experienced in contract negotiation/oversight – 6+ yrs drafting, analyzing and prosecuting complex

transportation contracts and agreements 10+ yrs negotiating, managing and enforcing professional

services and business support services contracts.

• Specific application area knowledge in the fields of:

o Professional/Legal/Gov’t office operations;

o Project/Program management;

o Information technology;

o Contract Negotiation;

o Solution presentation;

o Digital Process Solutions;

o Federal Regulations (i.e. HIPPA, FRCP,

Sarbanes-Oxley);

o Distributed processes;

o Process Improvement;

o Professional services;

o Digital data/Document conversion; and,

o Horizontal & Vertical Marketing.

TPOPWUA/Paradigm Tech, Inc. (New York, NY, Sarasota, FL) 01/1997 – present

Role/Title: Principal - Sr. Consultant/Sales and Implementation Contact: James Wilson: (941) 928-

9440

Consultative Sale of Services – Project/Program Management. – Billing in excess of $1M/Y

Business process, management and workflow consultant to corporations, law firms and professional

offices.

• Development, sale and implementation of processes / solutions to meet business initiatives and

goals related to:

Legal/Business information (i.e. e-Discovery, data/doc. mgmt, QA, security, etc.);

o

Customer relationship management;

o

Collaboration;

o

Account management;

o

Archiving and compliance;

o

Global Contracting;

o

Contract Negotiation;

o

Pricing, Sales, Presentation;

o

Performance matrices;

o

Human resources, etc.

o

• Life-cycle program support/project management - from initial engagement through stakeholder

interviews, process analysis, plan development and solution implementation to follow-up

reporting;

• Lead teams, across multiple disciplines and diverse locations, to establish consistent, automated business

processes;

• Identification and recommendation of initial and supplemental, ongoing projects and initiatives,

based on specific business needs, identified through the process;

• Utilization of program management (i.e. business justification, organizational structure, staging,

etc), business process improvement (i.e. value analysis, cost/benefit, etc.) and business &

statistical modeling techniques to enhance revenue and achieve more efficient business

processes; and,

• Development and utilization of strategies and reengineering approaches to ensure linkage

between processes, departments, and organizational structures, resulting in consistent and efficient

business processes.

Representative projects and clients, highlighted in more detail in an appendix to this resume, include:

AmStar Litigation Management (Sarasota, FL) – Designed and implemented business process/service protocols for successful

LPO provider.

PRIDE Enterprises (Clearwater, FL) – Reorganization of corporate division (Outsourced digital services). Achieved increases in all

measurable areas.

Wachovia Bank, N.A. (Richmond, VA) – Provided comprehensive process solution for nationwide, Federally regulated, financial

advisors.

Augello, Pezold & Hirschmann, P (Huntington, NY; Various, US)

.C. 1994 – 2000

Role/Title: Associate Member/Director of Technology Contact: George Carl Pezold - 631-***-****

A leading national transportation litigation law firm. Several thousand clients in dozens of

jurisdictions. Recognized leader in the defense of ‘undercharge’ claims against shippers. Initial role was

as an associate member of firm. Because of technological expertise, role evolved to development and

application of technology to the practice. Directly responsible for all office/practice technology -

development and ongoing compliance with emerging Federal regulations which were ultimately

memorialized in the Federal Rules of Civil Procedure (FRCP).

Duties & Accomplishments:

• Client facing point of contact for client groups generating billing in excess of $20 million per year;

• Developed, implemented and oversaw protocols for the reliable electronic exchange of data,

documents and other information to a national network of law firms and attorneys - maintained

standards mandated by FRCP;

• Compiled, reviewed and analyzed electronic data and physical documents (discovery requests),

oversaw production/receipt of disclosure requests, review, QA, ESI, EDI, document conversion, etc.;

• Provided training, coordination and production oversight of professionals and para-professionals;

• Research, drafting and editorial support to “Freight Claims in Plain English” and several other

volumes recognized as ‘Industry Standards’ by practitioners and industry professionals; and

• Steering committee member to the Federal Motor Carrier Safety Administration’s Safety and

Fitness Electronic Records (SAFER) System . See http://www.safersys.org.

Education:

JD Juris Doctorate Touro College–Jacob D. Fuchsberg Law Center,

Huntington, NY

BA Bachelor of Arts (English)

Indiana University, Bloomington, IN

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