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Client Development Manager (Law Firm/PE)
San Francisco, CaliforniaSourcePro Search is conducting a search for a Client Development Manager.
The Client Development Manager is a leader who possesses a client-focused mentality, is highly service oriented, and has the ability to guide, direct and advise lawyers in a sophisticated marketing and business development environment.
Responsibilities include:
What you'll do:
Who you are:
The Client Development Manager is a leader who possesses a client-focused mentality, is highly service oriented, and has the ability to guide, direct and advise lawyers in a sophisticated marketing and business development environment.
Responsibilities include:
- Helping shape the strategic positioning for global Private Equity group within the context of the Goodwin brand;
- Supporting client relationship-building initiatives;
- facilitating cross-selling opportunities with other practice groups and geographies;
- lead generation;
- Identifying effective thought leadership opportunities.
What you'll do:
- Conceptualize, initiate and support client relationship building activities and other activity that will help the firm to institutionalize its client base and grow top line revenue.
- Develop business development plans for primary and sub-practices.
- Work with the partners in developing and implementing personal business development plans and network expanding activities.
- Track and provide monthly updates detailing business development activity and successes (win/loss ratios, referrals, return on networking investments, upcoming activities).
- Participate in the design and implementation of cross-BU and cross-geography business development initiatives, including client teams and broader initiatives.
- Where appropriate, participate in networking opportunities to directly generate new business opportunities for the firm.
- Oversee research and related competitive intelligence activity for key clients and prospects, working closely with the Market & Competitive Intelligence leader. Monitor the business development strategies and related activity of key competitors.
- Prepare responses to RFPs/RFIs and daily pitch requests; working with the Director of Business Development and the Pricing and Project Management team in developing alternative fee arrangement proposals and other value adds.
- Work with BD Director to ensure integration of lateral associates and partners.
- Identify and prioritize key organizations and events in which the practice/partner(s) will participate.
- Develop and manage budget for practice-related marketing memberships, sponsorships and hosted events.
- Negotiate contracts, speaking slots and other related benefits.
- Develop targeted invitee mailing lists. Report on RSVPs and who-knows-whom.
- Attend events and assist attorneys with making connections at events; report on return on investment.
- Work with the Integrated Marketing Manager to ensure that practice descriptions, data sheets, web content and other marketing materials are compelling and up-to-date.
- Identify matter tracking activities for the practice and ensure appropriate details are captured in the experience management system for easy output to proposal materials.
- Identify and manage review and submission of data for all relevant league tables and deal listings; review and analysis of published results for practice leaders. Develop relevant client/prospect communications based on results and work with Communications group to identify league table rankings that merit external communications support.
- Coach lawyers on business development, including personal business development plans. Focus lawyers in various legal practice areas on practical, effective deliverables, tracking all results stemming from these efforts.
- Work with the firm’s Communications team to create targeted, strategic submissions for practice-related and attorney rankings, surveys and awards, including Chambers, Legal 500, Am Law rankings, Best Lawyers and other industry-specific/geographic/attorney demographic awards programs.
- Work with Communications leaders to develop and implement public relations strategies that further the group’s goal for positive media exposure and visibility.
Who you are:
- Strategic thinker with strong project management, process implementation, data and budgeting skills.
- Able to interact in a highly professional manner with partners, clients, colleagues and service providers.
- Superior communication skills, including strong writing and editorial skills, with particular attention to detail.
- Strong computer skills including proficiency in the Microsoft Office suite. Experience with InterAction, Microsoft Dynamics or other CRM tools and databases a plus
- A total of 8+ years of progressive experience in a practice management, business development or marketing role, ideally in an AmLaw 100 or other large professional services firm.
- Previous experience in the funds space is strongly preferred.
- 2+ years as a manager preferred.
- Minimum BA, BS or degree equivalent programs.