Hilltop Consultants, an MSP specializing in working with law firms, has hired an experienced executive from one of its top rivals.
Jim Turner, CEO of Washington, D.C.-based Hilltop Consultants, said the company has brought on board Stacy Fischbach, former managing director of the Washington, D.C,. office of Chicago-based rival MSP Keno Kozie Associates, as vice president of customer relationships.
Fischbach will focus on helping the company increase its market presence, Turner told CRN.
One thing Fischbach will not be doing is sales, which was a big part of her previous position at Keno Kozie, he said. Rather than focusing on sales, Fischbach will be using her years of experience working with law firms to build customer relationships and open doors for Hilltop Consultants, Turner said.
"She's going to help better educate the market," he said. "I'm putting her in a customer marketing role where she will build our brand rather than sell something."
Sales is a constant treadmill, Turner said. “Now she gets a seat at the table," he said. "She’ll be helping us grow strategically. We’re talking about acquisitions, or opening offices in new states. She likes the idea of big things. I don’t want her chasing deals. I want her building the company.”
Turner said he and Fischbach have known each other for years. “She and I competed head to head at many of the same law firms,” he said.
Finding people with strong legal experience is important for MSPs that target law offices where business requirements differ greatly compared with other industries, Turner said.
MSPs have to be familiar with a wide variety of applications not used as often in other businesses, including document management, time and billing, and practice management applications, he said.
Fischbach has years of expertise in managing legal clients, Turner said. "She knows how law firms run, how they purchase," he said. "She is a law firm technology management expert. She's not a technologist. We have lots of engineering talent. But bringing in Stacy will help us maximize our presence in the market."