If you’re a frequent listener of LegalTechLIVE, you might remember advice from a previous episode about knowing your audience and understanding who is making the buying decisions. For the founders out there, here’s a goldmine of an episode for you! As Hana settles into her first week at her new job, Nick Rishwain is joined by Jennifer Waite, Chief Knowledge & Innovation Officer at Arnall Golden Gregory LLP. And trust us, the best advice, especially for securing enterprise customers, comes from people who give it to you straight.
Jennifer started her career as a law librarian. She briefly practiced law afterwards and now leads AI and innovation strategy at an Am Law 200 firm. Despite the seemingly unconventional path, she argues the opposite: librarians are well suited to knowledge management roles, as they’re trained in taxonomies, data organization, and customer service. In her seven years working for AGG, she treats AI strategy as a “living framework” that’s reviewed quarterly and looks for tools that fit her firm's needs.
So, what does this mean for vendors looking to have firms like AGG as a client? We won’t spoil that part of the episode, but Jennifer shares several examples of do’s and don’ts for vendor pitches and what she values most when evaluating and retaining tools. The “AI creates less work” sentiment is the antithesis for people like Jennifer. As a vendor, it’s in your best interest to approach Jennifer with all the information at the ready. Whatever you do, DON’T cold call or email her.
Jennifer’s insight is now available in Episode 143, so watch or listen to stories about vendor relationship experiences, her role in knowledge management, and tools she’s looking for now.
More on Jennifer Waite:
