At Legaltech in New York, I interviewed Scott Sterkel, Director of Sales at NightOwl Discovery. I asked him if he was seeing differences in how corporate legal departments procure services.
Scott Sterkel said that there are now more people involved in the procurement process. It is a more structured process, often involving RFP’s, and generally takes longer than it used to.
Price is no longer the sole determining factor. Organisations are interested in the overall relationship, with a greater focus on quality rather than merely price.
NightOwl has adapted to meet this change. Part of the sales function is still the traditional concept of the team looking for new opportunities. In addition, however, NightOwl has created a sales operation group which helps the company to navigate increasingly complex sales processes.