Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Finding Your Niche and Being the Best At One Thing –Interview with Eddie Reeves with Elite DepositionServicesRon: Good mor...
We have offices here in Chicago as well as in Dallas. So our primary customer is the legalcommunity and the corporate lega...
What we do is trying to get our clients to reduce their paper consumption because as youknow, at least here in Chicago, if...
Ryan: Eddie, it sounds like being the innovator that you are. Do you feel that a law firm cando what you do that well, in-...
what we did here in Elite and really concentrate on just the deposition side of the process.And be really, really great at...
Letting them know that they are integral part of what you’re doing goes a long way and atthe end of the day, it helps you ...
Assuming on all aspects – we still do that to this day and it’s unfortunate. You need to havethe best practices. You need ...
Eddie: Absolutely. Large part of what we do is from referrals. And I like that, quite frankly.How many times can you get r...
That’s one of the lessons I really live by. Life is short, make sure you are happy. Treat peoplewith respect. And make sur...
My motto is, what did you learn today? Give me one thing that you learned. Whether it’sgood or bad or whatever. I think yo...
Upcoming SlideShare
Loading in …5

Finding Your Niche and Being the Best at One Thing – Interview with Eddie Reeves with Elite Deposition Services


Published on

Ron Rodi, Jr. and Ryan Paul Adams of PME 360 interview Eddie Reeves with Elite Deposition Services in Chicago, IL on the latest episode of "PME 360 Powering Business Growth” show. As a business professional and entrepreneur with over 25 years experience in the legal industry, Eddie reveals some great tips on the importance of finding your niche and being the best in the world at one thing. Eddie also touches on treating clients the right way and how to service clients well beyond the initial contract.

A valuable podcast with great insight that any business owner and entrepreneur can learn from.

Published in: Education
  • Be the first to comment

  • Be the first to like this

Finding Your Niche and Being the Best at One Thing – Interview with Eddie Reeves with Elite Deposition Services

  1. 1. Finding Your Niche and Being the Best At One Thing –Interview with Eddie Reeves with Elite DepositionServicesRon: Good morning. This is Ron Rodi Jr. with PME360.Welcome to our weekly business growth podcast. With me as always this morning, I haveRyan Paul Adams, our CEO.Ryan, good morning!Ryan: Good morning Ron!Ron: Thank you for joining me.And excited today as we have a special guest, we have the President and Owner of EliteDeposition Services, headquartered in Chicago, Illinois. Independently owned boutiquedeposition company that prides itself with quality reporting and attention to detail.And we’re very excited to have this morning Eddie Reeves on the line. Eddie, good morning!How are you today?Eddie: I’m fine Ron. Thank you for having me on. Thank you, gentlemen. Ryan, how are youdoing today?Ryan: I’m doing great! Thank you for asking.Ron: Eddie, we’re excited to have you on. As we get into the format of bringing in somegreat topics on insights, business growth. And we’re really excited to hear your perspectiveand point of view this morning on how you work with businesses.I’d like to start off with maybe just an overview of what it is that your company does. And I’dreally like to get into some of the things we’ve discussed with regards to how you really helpbusinesses grow.A little about your philosophy and model. But to start off Eddie, can you tell us a little bitmore about your business, your role and what it is that you do.Eddie: Absolutely Ron. Elite Deposition Services, we provide deposition, court reporting andvideography. Anything you can imagine from a transcript site in a legal service industry.What we do basically is supply reporters to our clients when they go out for depositions,hearings, arbitrations and so forth.So we, basically, are a full service deposition company that handles stuff not only on a locallevel but on a national level as well. Powering Growth Online for Local Businesses
  2. 2. We have offices here in Chicago as well as in Dallas. So our primary customer is the legalcommunity and the corporate legal department as well.Ron: Now Eddie, do you find that when you are dealing with the legal community, what aresome of the things you feel that you do really well in that space?There is a lot of noise coming to that industry, what is it that you feel that you do well withinthat market?Eddie: Well, I’ll tell you something. We’re one of the newer players here in Chicago. We’vebeen in business here for about 3 years. The one thing, the advantage that we bring in thismarketplace is the technology that’s available to our clients right now.And this industry has been around for 115 years as we know it. So it’s a very old industry. It’ssomething that a lot of people have a status quo that if it’s not broke, don’t fix it.So what we are trying to do in the marketplace is give our clients the opportunity to look atsome of the ways to reduce their cost, be more efficient for their staff. Part of that is thetechnology that’s available right now.So the real challenge is to get in front of people and getting them to understand that – tomake kind of a switch or at least put their toe in the water and give it a ride with some of thethings we offer.Ron: So you mentioned about the technology. Can you expand a little bit more on that?Maybe provide a quick example.And when you mentioned reducing cost. That’s something that immediately I’m surebusiness owners would like to hear especially in the legal space.Can you give me a quick rundown? Maybe an example there of how you interact with a firm.Eddie: Absolutely. The one thing with the technology I’m talking about is the old school.Even today, when we do a job for a client. A lot of people still want the paper version of thetranscript. And it’s not a problem.It’s probably 50% of our clients still want that. With the technology out there now, we canturn around an electronic transcript for them or a PDF transcript – the same with theexhibits.But what really sets us apart is we have a repository that we offer to our clients – free ofeverything. It is where everything that we do for our clients is scanned in and loaded intothis repository. And obviously, this has security clearances and everything as well.But they have the ability to go into this repository 24 hours-7 days a week, and review theirdocuments and look at their transcripts. They can also email these over to people withintheir firm, within their expert witnesses.And along with that, they’re able to download apps that we have available for Apple andAndroid devices. And they’re able to get to that part of it as well. Powering Growth Online for Local Businesses
  3. 3. What we do is trying to get our clients to reduce their paper consumption because as youknow, at least here in Chicago, if you’re in a Class A building, you’re looking on $30 persquare foot of office space. A lot of law firms when you go to their office –Ron: …stacks and stacks of files.Eddie: Absolutely. And you look at their cabinets, they’re filled with paper depositions, papertranscripts, along with the exhibits. You can reduce the paper. And really reduce that squarefootage they’re using for storage. Not only in the firm but also outside the firm that they’restoring these in offsite storage.You can really reduce the cost of that part of it. And along with the technology Ron, if peoplego with technology, it’s definitely much cheaper than going with the paper version. There’s alot of savings in there.Ron: And not to hang on in this one subject. I want to go on to a little bit more about you.Can you give an approximation of some of the cost you can save there.Every client is different, I’m sure. It sounds like you’re really working with reducing space,reducing unneeded paper work and reducing that outlay of resources there.Is there anything similar within the industry to electronic medical records in the healthcarespace?Is there anything that says that these documents need to go online, similar to that EMR?Eddie: I don’t know if there’s anything that says they gave to go online. I think this issomething that’s been going on for a few years now, Ron.From a standpoint of having a percentage of what we’re actually saving the client. As you’vementioned, every client is absolutely different. For me to put a number on it would notreally work. But I can say this for a fact, if you really take a hard look on a firm, determiningwhat the space is, I’m not…The space is a part of it. But I think the efficiency of keeping the legal staff being able to go inand get to a transcript online immediately. Rather than go to a box and they try to find thefile, find the exhibit. Maybe they’re missing. And they’re trying to figure where everythingis.It really reduces the hourly rate that’s probably billed out to a client. Maybe they can bemore efficient doing other things that they should be doing.The value really comes to the people part. And being able to get to the documents whenthey need them – whether it’s 10 o’clock at night or whether it’s the weekend.Ron: Making your clients’ lives a little bit easier with technology. Technology is able to dothat.Eddie: Absolutely. Powering Growth Online for Local Businesses
  4. 4. Ryan: Eddie, it sounds like being the innovator that you are. Do you feel that a law firm cando what you do that well, in-house?Eddie: You know Ryan, there are firms out there that use different applications internally tomanage their document productions. And what they’ll do with the transcripts and exhibits, alot of times they will load it into that particular application they are using.From a standpoint of doing what we do, they do have servers and different things internally.A lot of times they will load transcripts and exhibits into the firm’s server.But what’s really nice about what we do because we post everything on our servers, there’sno download fee. There are no storage costs. There’s nothing to the firm. So that frees uptheir servers to do other things as well.Ryan: Sure.Eddie: So when you get into a litigation discovery process, there could be a hundreds ofthousands, if not millions of documents that are involved. So much of it is electronic now.But really, what we’re trying to do here is trying to take everything they typically store intheir servers and put it into ours. Not charge them with an upload fee. Not charge them withstorage fees so that it really reduces other costs to the client.Ryan: I just find that the clients we are talking to in our space. It’s really hard to be great ateverything. It’s really hard to do all of these things that you have to do. All theresponsibilities that you have as a business owner to do all those things really, really well. Itjust sounds like the ability to hire your firm to do what you do would off load so manysystems and the thinking that goes in developing what you’re doing.Ron: It sounds like a real turn key solution. To go to Ryan’s point, is it easier to let an expertcome in to handle this?What is it that we do at the end of day? We try to make businesses and their owners’ liveseasier. We do the things that they don’t have the time to do. They know that it’s important.They know that they need to do online marketing, they just don’t have the time to do it. It’spretty much the same formula for you Eddie. It sounds like, right?Eddie: Yes, absolutely. The one thing is, we do one thing and we do a good job at it. Andthat’s the thing that our clients hire us for. And obviously, they’re not hiring these peoplethemselves. They hire these agencies like ourselves.Lots of competition in the marketplace but it’s the one thing that we pride ourselves on usreally take one thing and do a really good job at it. And not really have our feelers in a lot ofdifferent things.I owned a business before this as well. We did a lot of things from the beginning of the caseto the end of the case. And we did a great job at a lot of things. But really want to separate Powering Growth Online for Local Businesses
  5. 5. what we did here in Elite and really concentrate on just the deposition side of the process.And be really, really great at one thing than be good at so many different things.Ryan: That’s really important.Ron: Eddie, let’s talk a little bit more about you. Could you give us a little bit more aboutyour background? How you started off in the business? I know you’ve touched on it brieflybut maybe you can give an overview here. So our audience would know a little bit moreabout Eddie Reeves. And you personally a little bit.Eddie: Yes Ron. You know I’ve been in the industry for 25 years – the legal outsourcingindustry. I started my career, I’ll age myself right here. Back in 1988, I was about 12 years oldthen. But anyways, I started off in Dallas, Texas with a company called Night Rider anovernight copy services which eventually was bought by a Fortune 500 company namedIKON.It was a great company. I had a lot of opportunities and training in there. But as it was apublicly shared company, it got to a point where they really cared more about for theshareholders than they cared about employees and clients.And it got to a point that it just what I didn’t want to do. So myself and my 2 co-owners fromthat company, ended up opening a company called 24 Seven Discovere back in 2000.What we did in that times was, we took and flipped what IKON’s model was. It’s a greatcompany so I wouldn’t trash that company. But we flipped around, where we took reallygood care of our clients.We did things in the industry that were different. We guaranteed our employees’ hours. Wepaid a 100% insurance for them and their families. We really took care of them. We gavethem incentives, bonuses. And in this industry, it was completely unheard of particularly atthat time, people used to be on call.What we did, we took care of our employees and in turn, they took care of our clients. That’swhat really separated us.And our motto at that time was, no company that our employees rather work with, ourcompetition feared. Most of that came into play because our employees really took care ofour clients. Then that company grew and did really well.Again, we did a lot of things in that company – from copy scanning, web hosting, EDD. Andwe got into the court reporting so we did everything there. But again, I want to step backand do one thing and ended up opening Elite three years ago.Ron: Sorry to interrupt. But it sounded a couple of points I there.Ryan and I talked about the book, Good to Great very often. And it really starts with theindividual within your organization. Taking care of them. Making them feel like they are a bigpart... Powering Growth Online for Local Businesses
  6. 6. Letting them know that they are integral part of what you’re doing goes a long way and atthe end of the day, it helps you service your clients that much better, right?Eddie: Absolutely. I agree 100%. And there’s a book I’ve read over the years. And I try to getout to anybody that I’ve worked with. It’s called Positively Outrageous Service by T. ScottGross.And one of those things. Really the first time I’ve read it, was telling me everything I want todo. Look for opportunities to really wow your clients because once you do that you will havea client for life – a customer for life.But so many people just take it for granted that “Hey I’ve got a client. I don’t want to servicehim after they sign the contract. Now I have that business.”You really have to be on top of the game. You have to provide that service in order to keepthem coming back.Ron: And Ryan you might have something to add there. But that’s post sale is extremelyimportant especially in this environment. It’s extremely competitive. There are a number ofpeople who offer similar services. I’m not saying they’re better but similar. So at the end ofthe day, you have to not take that customer for granted.Ryan: You can’t give them any excuses to go somewhere else.Eddie: Not at all. And I tell you what, with the competition at least in my field. You know, youcan make one mistake. You don’t do something that the client is requesting. You knowthey’ll turn around and they’ve got 50 other people to choose from.So it’s really important for us to make sure that we are really taking care of the client in allaspects. Give them a good value. Give them service. And just making sure we treat them likethey are part of the family.Ryan: Landing that sale. Landing that client is just step one of the process. It’s ongoing. Andthat’s where the real work begins after that. And making sure that they’re happy. So it’songoing for sure.Ron: And that’s why it’s so important to have that team in place that you’re confident in. itsounds like a major start.That’s interesting. We can talk a lot about that. But Eddie as we get closer to the end here,can you share some insights on some of the biggest lessons that you learned. It sounds likethat relationship and that trust is one of your life’s lesson.Could you share a little bit more insights there? What are some of the things you’ve reallylearned over the years?Eddie: Well, I think we’re hitting a few of these things guys. One of the biggest mistakes orthings I’ve learned from just assuming in my young career. Powering Growth Online for Local Businesses
  7. 7. Assuming on all aspects – we still do that to this day and it’s unfortunate. You need to havethe best practices. You need to have things that hopefully will keep you from assuming onething and doing another.But early on in my career, I assumed I was talking to a secretary and that she flatly pointedout, she was a partner of the firm. And I learned very quickly not to assume things. I nevergot work from this client. And rightfully so.It was one of those things. We still make mistakes today by assuming. So don’t think you canassume on anything. Whether that’s with business or your personal life. You really need tomake sure that you have all your ducks in a row. That’s probably one of the biggest things.And we’ve been talking about how you trust your employees. I’m so big. I’m a big proponenton taking care of your employees and treating them right. And making sure they are part ofthe family. That they understand.What goes hand in hand with that guys is, I’m a big proponent of educating people as well. Iwant people to understand the business. I want my employees to be smarter than I am, Iwant them to replace me. So I think educating your employees is keyI think it’s instrumental in being successful. So that’s a big deal for me. You’ve got to hire theright people. You’ve got to get them in there. Don’t be afraid to educate your clients on thebusiness.Let them understand how things works. Let them understand why you gained the client.Why you lost the client. How the business works. Don’t be afraid to do that.Ron: It removes the barrier. It puts you more in the same level. It makes the client reallyrealize, “Look I want to help. I want to know your business. I want to really help out.”Eddie: And the one thing with that Ron. We talked about how we get that important firstmeeting and you want to be able to provide the value, efficiency and all the things we aretalking about.But the one thing is, a business relationship is a lot like a personal relationship. And I try totell my clients, “I want a long term business relationship with you.”But it tends to turn into a more personal relationship. You become friends with your clients.You really need to have, just like if you have marriage in your personal life, a marriage inyour business life with these clients too.And you’ve got to make them understand, “I’m here for you. If I make a mistake, let meknow. If there’s something were not doing, let me know.”You’ve got to communicate that.Ron: Mistakes are made right? We’re all human but let’s deal with it. Let’s move on.Relationship is key. I couldn’t agree more. It sounds like you get your business from yourexisting relationships and client referrals. Would that be fair to say? Powering Growth Online for Local Businesses
  8. 8. Eddie: Absolutely. Large part of what we do is from referrals. And I like that, quite frankly.How many times can you get referral from somebody?And another thing is we do a lot of work with associations within the legal field. And it’s agood way for us to grow our business. Because we are such a niche business that noteverybody walking down the street is going to use us for our business.But from the standpoint of building a network, being able to go out and be involved inassociations and sponsor things for these folks. And in turn, these associations do a lot ofgood things for the public as well.They give them free legal aid, free advice, all kinds of free different things that they do forthem. We try to help them that way as well. But you are absolutely right, referrals are a keypart of our success.Ron: Sounds like you have a good foundation to build on. If you are building relationshipsand treating people how you want to be treated, naturally that’s going to count becauseyou’re building up that trust.Really appreciate you sharing this with us. Any general advice or life lessons or any quotesthat you want to share? I always like to ask that question towards the end.Eddie: I think as I age. I say mature loosely but as I age, the one thing is, life is short, behappy.I know it’s pretty simple. But there’s so many times that I’ll get on an elevator, there are twopeople behind me talking:“I hate my job. I hate my boss. This company stinks you know.”I start thinking to myself, “what a miserable existence”And I know you’ll going to have those days. I understand that people have those days. It’snot going to be rosy everyday. I get it.But deep down inside, most people know what they want. Most people want to be happy.And there are certain circumstances in your life that you can and cannot control.But I always have one thing that I told my employees during an orientation:“The day you wake up and look into the mirror and say you’re miserable coming to work.Please come in and tell me. Just don’t be a bad seed for me. I’ll be more than happy to findyou a job as a matter of fact. Just don’t come in and be miserable and ruin everything elsewe’ve got going on.”I think it’s really important to go through life. Because we’re here in for a nanosecond. Imean we really are in a grand scheme of things. You blink and 50 years have gone by. Powering Growth Online for Local Businesses
  9. 9. That’s one of the lessons I really live by. Life is short, make sure you are happy. Treat peoplewith respect. And make sure you treat people the way you want be treated as well.So that’s a couple of things I kind of lead my life by.Ryan: Sounds like a foundation of building a successful life. And the same principles apply tobuilding a successful company. They’re all intertwined.Eddie: Absolutely. I couldn’t agree with you guys more. I think when you think about yourbusiness life and personal life, you can really see some parallels on how you run both.Obviously, it may not be crossing over too often. But I think the general part of being a goodperson relates into business as well.Ron: Eddie, anything else we haven’t touched on? We kind of ran across the everythinghere. We talked about the business and a little bit personally. Anything else you wanted totouch on?Eddie: You know what, I’ll tell you this. We talked about some things. We get across to thelisteners here.I’ve talked to a lot of people whether they’re young or out of school, whether they were intheir 30s or 40s. but one thing I’ve always tried to talk to them when they’re sittingcontemplating on opening a small business is go ahead and follow your dreams. Whether itis in the legal industry, whether it’s in the IT industry or whether it’s cutting hair – whateverit is.It gets back to one thing, if you want to go at it, give it a whirl. Just follow your dream, give ita ride. See what happens. But there are a lot of people who are very scared to go out andmake it on their own. And from a small business, that’s how our economy thrives. So I reallytry to hold the fact that you may not be successful on your first round. You may not even besuccessful in your second round but give it a try and at least say that you’ve done it.And if you can afford it, you can get out there and make it happen. I would tell anyonelistening right now that if you have a dream, you want to do it. Follow that dream. Give it aride and see what happens. Worse case scenario that you fail, and it’s not for you, you goback to the 9 to 5 job and prod along.Ryan: That’s really powerful.I don’t know about you Eddie but for me I’ve learned way more from my failures than I havein the successes. And the lessons that I have learned by doing something wrong, you learn100 times faster with the mistakes you make.Ideally, you don’t want to repeat them but for me, it’s all learning process.Ron: Growth as an individual. Growth as an organization. That’s how it happens for sure.Eddie: Absolutely. I have 2 younger boys and 2 older kids. And I always tell them, you’ve gotto learn something everyday - whether it’s in school or wherever. Powering Growth Online for Local Businesses
  10. 10. My motto is, what did you learn today? Give me one thing that you learned. Whether it’sgood or bad or whatever. I think you are absolutely right Ryan. You learn from those failuresand mistakes. And I will say this, I think those would stick to you a lot more than yoursuccesses.Ryan: They do.Eddie: They’ll stick to the back of your mind, “You know, I really made a mistake here.”And those are the ones that would really stick to you for a while. But you’ll learn from them.Ron: Life would hit you. It’s how you get up after you’re hit. That will always stay in the backof your mind.If you have that drive and determination, you use that for motivation. That’s absolutely theway to look at it.Eddie, how can people get a hold of you? If they want to learn more about Elite Deps, whatare the best ways they can reach you?Eddie: They can call our office at 312-4500-05 or visit us at our website are fairly easy ways to get hold of us.Ron: So that’s www.elitedeps.comEddie, you’ve been very gracious of your time. As well as your advice.I personally enjoyed it. And I really thank you for joining us this morning on our weeklybusiness growth podcast.Ryan: Thank you very much Eddie. Great stuff!Eddie: Thank you very much gentlemen. I appreciate it as well. Thanks for having me and Iappreciate your time.Ryan: Take care.Eddie: Thank you. Powering Growth Online for Local Businesses