IST's Women in Technology, Part 1
Innovate & Integrate
IST's Women in Technology, Part 1
The path to becoming a leader looks different for all of us. One thing is certain for the professionals paving IST's services. It's all in building relationships and taking chances.
In our series, Women in Technology, IST leaders share their stories and passion for their careers. We're excited to speak with Managing Vice Presidents for eDiscovery, Ranae Shepherd and Patricia Mora Rojas, for this edition.
HOW DID YOU GET INTO THIS INDUSTRY? WHAT INTERESTED YOU ABOUT A CAREER IN TECHNOLOGY?
Patricia: I came into this industry, not intentionally, but by the good faith of Hal Blackman. I was a stay-at-home mom for 15 years, then worked as a fitness instructor at a gym, where I first met Hal in 2012. Years later, I worked for an apartment complex, and Hal invited me to interview for a position at IST Management. I had no clue what this position would be, but I decided to apply anyway, placing it in God’s hands, and ultimately got the job.
I struggled during my first year at IST. This industry is all about building relationships and trust, which takes time and requires putting yourself out there, which was hard for me. Finally, things began to click, and opportunities arose. I have since grown my career and even became the top salesperson this last year. I remember where I started and the potential I didn’t yet know I had, and I am so proud of the work I do now.
WHAT WAS A PIVOTAL MOMENT IN YOUR CAREER THAT LED YOU TO WHERE YOU ARE NOW?
Ranae: It was April 2020. After working for three years without signing a big deal, I felt pressure to perform. I was seven months pregnant and was feeling the weight of the pandemic. That April, I finally closed my first big deal, propelling me into the next level of my career and validating my skills to myself and my clients. Now, I receive most work through referrals or warm leads and take on more significant cases with an elevated level of care through my team.
WHAT MOTIVATES YOU IN YOUR CAREER?
Patricia: My motivation is to provide the best customer service and stay ahead of all the demands this role can bring. These are the main reasons I have found success at IST. I recently achieved #1 on the sales list at the end of 2022, and I strongly desire to stay on the top of that list. Providing for my family and showing them the rewards of a fulfilling career when you put in the work is also a large motivating factor.
Ranae:
I'm motivated by supporting a case from the very beginning throughout the litigation journey. I want feedback for each case to keep improving how I serve my clients. I'm also motivated by my three daughters, who I want to provide for and continue my success.
WHAT ADVICE WOULD YOU GIVE TO ANYONE ENTERING THE FIELD?
Patricia: Starting in this business can be challenging. Sales do not just happen overnight. Staying consistent, completing daily tasks, networking at events, and building solid, trusting relationships with potential clients will inevitably build trust and credibility with them. Don't be afraid to let people get to know you. Be genuine, honest, transparent, and, most importantly, patient. Your hard work will eventually pay off.
Ranae:
Build relationships with your clients, ask them about their lives, and don't only focus on their business. Be genuine and transparent; that partnership will yield more projects and sales over time.
WHY ARE IST'S SERVICES A WIN FOR OUR CLIENTS?
Ranae: IST provides a beginning-to-end solution for clients looking for litigation support. Some companies may offer this service through one division. IST invests in experts for each step, featuring separate divisions for Forensics, Managed Review, eDiscovery, and Deposition. This strength has built our reputation as a winning and defensible solution for any case size.
Our professionals are part of the reason IST Management seamlessly offers a high level of customer service for both Facilities Management and Litigation Support. Thank you to Managing Vice Presidents Ranae Shepherd and Patricia Mora Rojas for sharing their perspectives as Women in Technology.
