Q&A with Derek Ryan on Business Development and Litigation Graphics

If you’re a partner at a small firm, you know that every new position that’s created and filled matters exponentially more than a single hiring at a big firm. Payroll will spike with each new addition, and everyone will work closely together. It’s therefore imperative to hire someone who can wear different hats, who’s an enthusiastic “team player” and who’s genuinely likable.

Here at our three-year-old firm, Cogent Legal, my partner Mike Kelleher and I recently created a key position. We knew we had to find the right person with that flexible skill set, enthusiasm and great personality. We found him and are excited to introduce him: Derek Ryan, Cogent’s new Director of Business Development.

Derek is truly an interesting and likable guy whose background as the longtime GM at JAMS makes him well suited to understand attorneys’ needs and to deliver services not just for trial but also for ADR—an area that has yet to embrace the potential of graphics and technology for case presentation.

We thought you’d like to meet Derek because he has some great ideas for attorneys and an unusual background. So, we hope you’ll read and enjoy these 5 Questions for Derek Ryan:

1. You’re not an attorney, but you spent 15 years working with attorneys in Alternative Dispute Resolution as General Manager for JAMS. Now you’re working closely with two attorneys— my partner Mike Kelleher and me—here at Cogent. Do people ever ask you, in a tone suggesting they feel sorry for you, “How do you like working with attorneys?” What do you say?

Derek: I get this from people who are not familiar with the legal industry as a whole. At JAMS, there were a number of attorney mediators and arbitrators whom I worked with on a daily basis. My response has always been the same: I enjoy working with attorneys! Most of the attorneys I’ve worked with have over 15 years’ experience, and I enjoy learning from them, and I’m challenged by trying to build their practices.

2. How do you think your past work with JAMS, and your familiarity with arbitration and mediation, segues well into your new work with Cogent?

Derek: They are very similar in that the focus is on the client. At JAMS, I spent much of my time talking to clients and working to improve the services provided. For example, clients wanted to see more proactive case management. In my first week at Cogent Legal, I was able to attend a client meeting with Morgan, and it really highlighted what Cogent Legal brings to litigation graphics: a client-focused approach. The other similarity I see is that we are providing a service that helps attorneys better manage their cases.

One area where I think attorneys can improve their results is through the use of graphics and technology in mediation and arbitration. I’ve seen hundreds of cases where briefs were lacking better exhibits or where an attorney had problems presenting an argument via a PowerPoint presentation. I think talking to experts like Morgan Smith and Mike Kelleher can improve the presentation of complex problems or scenarios.

3. Until recently, you had a picture of a race car in your profile photo on LinkedIn. What was that all about?

Derek: My brother and I attended the Jimmy Sills Sprint Car School in Marysville, California, last year. My family has been involved in car racing for over 40 years. The car in the picture is a 410 cubic inch Winged Sprint car with over 700 horsepower. It was by far the most powerful car I’ve ever driven and could lift the front wheels off the ground when you hit the gas pedal. It was a great experience that I will never forget!

4. Did you ever think about going to law school and becoming a lawyer?

Derek: It’s funny because most people think I’m already an attorney! I’ve considered it at different times in my career, but I’m not cut out for it. I always felt like I would be a better meditator than an attorney.

5. The other day, we listened to a legal marketing webinar that posed the question, “What is your cheeseburger?” The idea is, if you’re an attorney or legal services provider, ask yourself, what is your core, basic service or product (your “cheeseburger”) that you can market but that might lead to expanded services (“would you like fries with that?”) and an ongoing relationship (a.k.a. regular customers). Here at Cogent, what would you say is our “cheeseburger”?

Derek: The “cheeseburger” idea is something that is always on my mind. How can you expand your company’s services to other areas? How can you get clients to consider using all of the other services that you offer?

At Cogent Legal, our “cheeseburgers” are timelines, animations and PowerPoints. Clients often call because they have a trial set for next week and need assistance with these types of demonstratives ASAP. I think that Cogent Legal excels in this area, but the “secret sauce” that sets our firm apart from other litigation graphics providers is the partners’ backgrounds as litigators. Morgan and Michael have over 30 years of combined experience as trial attorneys. The “fries with your burger,” or expanded services and added value, that Cogent Legal offers is the ability to consult with Morgan and Michael about your case. This in turn provides a strategic advantage by giving thoughtful input on how to present a case to a judge or jury to get the maximum impact. The relationships that Morgan and Mike develop with their clients often leads into other areas of support, such evidence organization, e-briefs, and trial tech for hearings or trials. It’s a great full-meal deal!

Thanks, Derek, and welcome! If you’d like to talk to Derek about how Cogent can help you develop and present your case, email him or give him a call at 510-350-7616.