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Day in the life of Matthew Knouff,Director, Business Development
Matthew Knouff, Director, Business Development, tells us what it’s like to work in Business Development at Consilio.
Which department do you sit in, and where are you based?
I sit in the Northeast region of the GRO and work out of the NYC office.
So, what is a typical day like for you?
I’m not sure there is such a thing as a “typical day” in my life, but a narrow majority of my days start around 6am, I get myself fully up, dressed and ready and then I take about 20 minutes to myself, playing guitar, reading, getting my news, whatever feels easiest. After a quick glance at my email, at about 6:45am I get the kids up and we hit the road for school, we try to do something fun in the car though usually it’s podcast time, and then whether I’m in the home office or the office office, I use time blocking to break my day up into required tasks, opportunity generation, new client prospecting, active project support, value-add brainstorms and a free hour. During lunch time I leave open 90 minutes and two 30-minute windows for virtual coffee or Zoom meetings. I strived to have prospecting/value-driven client meetings scheduled daily. Once a week, I block out an hour of “motion meetings” where I go outside for a walk and get on the phone with clients, many of whom have joined me in this virtual productivity tactic. At around 5:30pm I’m out the door to do pickups, I’m on dad duty until about 9pm. Following that I put in a three-hour evening block consisting of another hour of work, an hour of academic legal study to stay on top of trends and case law, and an hour of social media content creation time for my eDiscovery YouTube channel, ESI Survival Guide, or other outlet. Then I fully wind down with some music, comedy or whatever show/podcast/audio book I’m into at the time. I’m in bed by 12:30am-1am and then I rinse and repeat. Of course, an evening event or conference travel can throw a wrench in all of this, but this is what about 60% of my days look like.
What skills do you need to excel in your department?
The interesting thing about business development in the eDiscovery and legal technology space is that the most successful people are all very different. Some focus primarily on hard skills and executing successfully on project requirements, some are focused more on soft skills and relationship building, and some folks are a hybrid, in-between or none of those things. If I was going to distill a common set of skills that run through most successful eDiscovery business development professionals, they would include:
- Being truly authentic: The only way to be successful in this business, in my opinion, is to lean into what makes you unique – your ideas, likes, opinions, goals – your authentic self. Some professionals might try to play a role to fit into a particular niche or circle of clients, but people see through such ploys. Being authentic helps you build trust with colleagues and clients, fostering more meaningful relationship by building credibility. Being your true self also makes any job more fun and leads to a better work life balance.
- Expansive issue spotting ability: This is one skill that was portable from my previous life as a litigator. A true eDiscovery business development professional is at their best when they listen, distill a client’s issues/needs, excavates their underlying goal, and then converts that goal into action items that can be executed upon by assembling the proper experts and resources. If you can’t spot issues wherever they may hide, you can’t create value.
- Cooperative advocacy: Members of the GRO often occupy a middle ground between Consilio and our clients. To excel in this business, you have to be an effective advocate on behalf of your client to the company, at the same time, you have to also set your team up for success and set expectations properly. Those who create win-win situations in this middle ground are poised for serious success.
- Curiosity: The legal advisory and technology space is one of the most dynamic, cutting edge industries in the world. If you aren’t curious, you’ll get left behind quickly. And you should be curious not only about the substance, but also the people around you. Ultimately, we are in the relationship business, if you aren’t curious about your colleagues, your clients and what motivates people, I don’t think you can excel, at least I know I couldn’t. My unfulfilled need to constantly know what I don’t know is one of my major drivers.
- Creativity: Great business developers don’t focus primarily on problem solving, that is more of a transactional stance. Instead, they focus on value generation, which is a very creative endeavor. Getting up in the morning, sitting at your computer and pulling a value gen idea out of the ether is not an easy task. Executing on that idea and then ensuring it resonates with your client, even harder. Nowadays, there are so many tools and technologies to enhance business development efforts, but at the end of the day, you need to have a plan, act, follow through and follow up – that takes a significant amount of creativity.
- Calmness under pressure: When I first joined Consilio, Peter Ostrega, Consilio’s Global Managing Director, Financial Services Practice Leader and a global leader in business development, gave this piece of advice – “Don’t ride the waves.” And that steadiness, is one of the best skills one can have in the GRO. We work in a VERY high pressure industry with high stakes matters involving some of the shrewdest stakeholders. If you ride the highs and the lows to much, that stress will boil over and impact your professional performance and your personal life. You have to stay “Even Steven” to really excel.
What is the most interesting part of your role at Consilio?
The most interesting part of my role is the people part. I meet new people while diving deeper into existing relationships almost daily. And I love it when I finally crack someone’s code – when you find out that hard as nails partner is an avid baker or punk rock fan, or that GC has a basement full of comics or races cars on the weekends. Those are the moments that create personal linkages, which for me, make me even more invested in my clients’ success. I create value for all of my clients no matter the relationship, but when I know someone, when I connect with them and understand their motivations, I become even more invested in them. That connection reinforces really drives my desire to fuel that individual’s personal and professional success.
What is the most challenging part of your role at Consilio?
I think the most challenging part of my role at Consilio is something that might resonate with a lot of professionals around the world across industries. I am a people-person – I like to shake hands, I like to look people in the eye, I think about body language and believe that human interaction and connection is key to productive, valuable relationships – both with my colleagues and with clients. In a post-COVID world where remote working has been normalized into almost the default, I sometimes find it challenging to create those deeper, most personal connections that have come to be the bedrock of my career. That said, I made great strides to overcome this challenge in 2023 and I’m confident it will go the way of the Dodo in 2024. Not only does Consilio offer so many opportunities to connect with colleagues outside of our project-based team interactions, but I have also taken it upon myself to attend every conference, every industry event and every get-together of two or more people across New York City, the U.S. and the globe that I possibly can.
What has been your greatest accomplishment thus far?
Well, I do think humility is important, but if I may be so bold, personally, first and foremost, being a Dad. I’m proud of my accomplishments in music and the music industry before, during and after attending law school. I like to think a great personal accomplishment is that I have worked in many different industries and worn a diverse array of hats. However, despite bridging disparate groups, I have held on to my close friends throughout life and built a cohesive community that includes friends from kindergarten through law school, from across the NYC music scene and from every job I’ve ever had into eDiscovery. From a professional standpoint, I’m simply grateful to be a part of an industry I love so much that’s filled with people I respect. I’ve been lucky to contribute to the academic progress of eDiscovery and legal technology through The Sedona Conference, various law schools and legal journals. I’m proud of my efforts in the cross-border/international data transfer having led successful efforts in over 28 countries, primarily in Switzerland, Germany and Israel, and I’ve been a part of the most amazing teams on numerous bet-the-farm press cases. On a more granular level, I am proudest when I am able to connect my law firm and corporate clients and help forge new valuable partnerships. Seeing people thrive from a connection I made is when I am happiest professionally.
What advice would you offer a candidate applying for a role at Consilio?
First, be authentic. No matter what that authenticity looks like, if you come into this industry with honesty, integrity and a desire to contribute, your authentic self will be your ticket to building the relationships you need to be successful. It can take time, but those who are authentic always eventually find their tribe.
Second, meet as many folks internally as possible. Consilio is a large organization, the largest of its kind actually, but through meeting my colleagues at every level, across regions and departments, it has become smaller – less of a corporation and more of a community of friends and family. Treat building and fostering internal relationships with the same importance as external, client relationships.
Third, and this comes from my Dad – seek out mentors. Whether internally, on LinkedIn, or in your current network – I recommend finding three – someone who approximates where you see yourself in 5 years, 10 years and 25 years. I did this back in 2007, when I first joined this industry, and those three folks are still in my life. They are still my mentors and have all had a pivotal influence on me personally and professionally.
Fourth, get ready to go back to school! Not every member of the GRO takes an academic approach to business development, but in my opinion, the more you know, the more you can issue spot, the more value you can create and the better your personal brand is valued within various circles in the industry. Read as much as you can, go to as many conferences as you can, ask as many questions as you can, make as many safe mistakes as you can…and when you’re ready, don’t be afraid to put yourself out there and join the conversation. Your point of view is valuable, but it can only be reviewed, tested and refined when you are out in the open.
Which of Consilio’s True North values resonates the most for you?
All of Consilio’s True North values are necessary pieces to our cultural whole, but I would have to say People. As an individual, I try to consistently embody the True North values, by working well with others, I’ve been able to articulate a vision that drives me forward, I’m passionate to a fault, agility is a personal necessity and I always strive for excellence – however, I have never succeeded alone. Whether the team that helps me with the day-to-day logistics of being a solo parent, or the professional teams at Consilio that execute on project requirements with the utmost skill and expertise, if you don’t truly value, respect and invest in those around you – success of any kind will never come. People are the reason I love my job, people are the reason my job has become my career, and it’s the people that have made my career my lifestyle.
Day in the life of Chaitra Chikkaiah Balakrishna, Lead, Data Operations
Chaitra Chikkaiah Balakrishna, Lead, Data Operations, tells us what it’s like to work in Consilio’s Data Operations team.
Which department do you sit in and where are you based?
I am part of Consilio’s Data Operations team, and I am based in Bangalore, India.
So, what is a typical day like for you?
Every day is different when you work with the Data Operations team. my typical workday entails understanding client requirements and providing them with a solution and output. I develop relationships with my team members to support them in their work and set priorities for client requests. I work with the client and project management to ensure timely delivery and understanding of requirements.
What skills do you need to excel in your department?
I have always found e-Discovery appealing because it is a very impartial legal practice. You contribute to an endeavor to determine what should be reviewed or produced in the most effective way. Working in the eDiscovery field requires you to learn how databases operate, comprehend data, and develop your ability to handle big data sets. Gaining proficiency in a particular technology or process, such as analytics, SQL, or data processing, can help you stand out and understand the requirements.
What is the most interesting part of your role at Consilio?
I’m most excited about collaborating and working toward a large, shared goal. Every day at work is a fresh opportunity for me to contribute to the company’s growth. It really brightens my day.
What is the most challenging part of your role at Consilio?
The most challenging part of my job is accountability and providing appropriate solutions when things go awry. I use them as a learning opportunity to avoid similar situations in the future.
What has been your greatest accomplishment thus far?
My biggest accomplishment to date has been fostering the growth of my team members and serving as their mentor. Building deep bonds with coworkers, welcoming challenges, and taking pleasure in our special workplace has been incredibly rewarding for me.
What advice would you offer a candidate applying for a role at Consilio?
Consilio offers more than just a career. You’ll find a place where people can thrive and feel like they belong to our family.
Which of Consilio’s True North values resonates the most for you?
Passion resonates well with me. Passion is the energy that has driven me all these years. I love my team and my job. Every day is exciting, and it motivates me to evolve and to provide better service to our clients.
Day in the life of Andrew Bayer, Vice President, Business Development
Andrew Bayer, Vice President, Business Development, tells us what it’s like to work in Business Development.
Which department do you sit in and where are you based?
I sit in the GRO and am based in San Diego, CA.
So, what is a typical day like for you?
With four little girls in my house, my typical day starts in a chaotic state getting them fed and out the door so by the time I’m at my desk, work seems like a relaxing respite. As a business developer, I’m generally balancing my day between current client and prospective client meetings with a healthy mix of research and prospecting taking place in-between. When time allows, I really enjoy diving deep into thought-leadership programs as a presenter or attendee and both in-person or virtually as I find a lot of value in hearing from peers, clients and prospects about trends, technologies and topics that are top of mind in their world’s.
What skills do you need to excel in your department?
Having been in a business development related role within eDiscovery for the last 19+ years, I think one of my greatest skills is client advocacy. Our clients put an enormous amount of trust into our hands with what might be their most sensitive or important matter for their firm/company and I pride myself on ensuring their experience with our firm exceeds their expectations. A ton of credit goes to all of those who make it happen behind the scenes but I try and ensure our collective goal remains on providing the best possible output and eventual outcome for our clients.
What is the most interesting part of your role at Consilio?
I really enjoy that no two days are the same within my role and our industry as a whole. Learning from my colleagues as we embark on new matters and solve new challenges really keeps me focused but also affords me more opportunities to relate to and connect with prospective clients who may be encountering similar scenarios.
What do you feel is the most challenging aspect of your role?
I would say taking accountability when things go wrong or issues come up. It’s never an easy conversation and one that inevitably starts with a pit in my stomach but I have heard from my long-time clients that they really do value my approach when these unfortunate circumstances surface and that I/we always use those as an opportunity to learn and avoid similar situations in the future.
What has been your greatest accomplishment thus far?
Personally, being a husband and a dad to four beautiful daughters. Professionally, I would say maintaining meaningful relationships both with colleagues and clients for 19+ years in this space.
What advice would you offer a candidate applying for a role at Consilio?
Be willing, open and eager to collaborate with others. I came into Consilio with pretty limited experience working closely with other businesses developers but as I got situated I started to find there’s immense value in the team approach as everyone brings different perspectives and experience in a way that can add significantly more value to our clients.
Which of Consilio’s True North values resonates the most for you?
I would say for me it’s passion. As I mentioned before, I have a passion for advocacy and that goes beyond just for our clients, I try and exude that same approach for my peers as well. Passion makes me a better rep, better colleague and better person.
Day in the life of Tatyana Esmaelian, Senior Director, Data Governance and Stewardship
Tatyana Esmaelian, Senior Director, Data Governance and Stewardship, tells us what it’s like to work in Data Governance.
Which department do you sit in and where are you based?
I live in Los Angeles and work within the Enterprise Applications group, focusing on Data Governance and Enterprise System Integrations.
So, what is a typical day like for you?
Most of my days are predominantly occupied by collaborative meetings focused on driving strategic initiatives concerning data governance and integrations. When I am not in meetings, you can find me directing others in performing data evaluations, discovery, and impact assessment while delving deeply into field mappings critical for ensuring data quality, governance, integrity, and reporting.
What skills do you need to excel in your department?
The most important skill to have is respectful communication. That builds trust with stakeholders alongside application owners, technical teams, and department leaders which will open the door to accelerate deliverables. Having previously worked in business intelligence and reporting, it also helps to have a keen understanding of Consilio’s systems, data points, models, and workflows to make informed decisions.
What is the most interesting part of your role at Consilio?
Discussing data, fields, and concepts and communicating them to technical and non-technical audiences has been an eye-opening experience. Not everyone views data governance and integrations with the same lens, but being able to run data through real-life scenarios can make the conversation more understandable and enjoyable.
What do you feel is the most challenging aspect of your role?
It can be a challenge to get others excited about data governance, especially when it means changing and enhancing systems for process improvement. “If it ain’t broke, don’t fix it” is a motto of a past time when growth and scalability is a daily focus.
What has been your greatest accomplishment thus far?
Having been at Consilio for nearly 20 years, it has been so rewarding to watch former employees grow and excel alongside company growth. I am proud to have been both a mentor and mentee throughout my career, which has helped me become a better leader and has given me a forum to share those learned skills with others that were also looking to accelerate their careers.
What advice would you offer a candidate applying for a role at Consilio?
Consilio offers a collaborative and supportive environment with many programs that are available for extended learning, growth, and inclusion. As a result, there is an immense amount of dedication and mindfulness in the employees that work here. If you’d like to be a part of a global collaborative company that invests in its people, come join us.
Which of Consilio’s True North values resonates the most for you?
While all our True North values are important, passion is personal and uniquely driven within an individual and cannot be taught. To me, passion is the most authentic value yet hardest to come by. When found, passion aligns with motivation, is contagious, and tends to pave the way for others: Collaboration, Excellence, People, Agility.