Why Your Next LegalTech Sales Hire Should Scare Your Current Team (In a Good Way) I recently spoke with a sales rep who hit 236% of quota in year one. Naturally, I tried to recruit him. He politely declined. His reason was simple: "I'm learning from the best in the business." He wasn't defensive. He ...
A Broken Promise Cost This Company a Million-Dollar Rep I met a sales rep last week in legal tech. Experienced guy. Deep relationships in the Upper Northwest. Knows how to build pipeline the right way. Year one quota: $750K. He did $825K. 110% to quota – "quota buster". During the interview process, leadership told him: ...
She spent six years at the same legal tech company. It was established. Stable. She had credibility internally and externally. Walking away from that wasn't easy. She was especially nervous about joining an early-stage startup. A founding AE role. Everything unproven. No safety net. Six months after making the move, she increased average deal size ...
A few days ago, I wrote a post on LinkedIn about fake job postings. LinkedIn buried it at around 1,700 impressions. It wasn’t offensive. It wasn’t political. It was just bad for a very profitable business model. Then CNBC dropped a piece confirming what a lot of us have been saying for years: An estimated ...
I got a call from a senior accountant who'd been in the same seat for five years. CPA. Clean close. On time, every time. And still, the stretch work and promotions kept going to other people. Her question was simple: "Why am I stuck?" Here's what was really happening: The CFO wasn't only hiring someone ...
A recent VP of Finance search brought to mind an important hiring lesson that often gets overlooked. The company had just promoted their previous VP internally, and the CFO and I were working closely to fill the open role. After several months of searching, one candidate clearly stood out. He was a CPA (rare in ...
Making the leap from public accounting into an industry finance role is one of the most important career decisions a CPA will face. At Integrated Management Resources, we’ve placed hundreds of accounting and finance professionals across Southern California and have interviewed thousands more. One trend is crystal clear: Demand for CPAs looking to transition out of public accounting has ...
A real-world example of why expert recruiting makes all the difference. The Challenge A fast-growing biotech startup came to us with an urgent request: “We need a VP of Finance with extremely specific biotech experience—and we need them fast.” They had already spent months searching on their own with no results. The role was critical. This wasn’t ...
I had a conversation last week that stuck with me. A CFO is working 70-hour weeks for six months straight—what was meant to be a temporary hold on hiring after a senior accountant left has turned into a disruptive saga. Instead of leading strategy, he's grinding through month-end closes—and quietly job hunting. The company thinks ...
I spoke recently with a CFO at a PE-backed company who shared a candid realization, and I decided to explore the situation more: The equity package they had been granted — the incentive that was supposed to align their success with the company’s — was effectively worthless. Macro conditions had turned. The business wasn’t hitting ...
