Manager, Global Proposals

As a member of Marketing’s Client Development Solutions team, the Manager, Global Proposals manages, writes, edits and formats complex, strategic responses for client opportunities, including RFPs, pitches, fee proposals, due diligence questionnaires, and related client requests.

The Manager, Global Proposals also will:

• Establish best practices for managing the response process, as well as content and format
• Gather internal and external feedback on submissions to determine trends and improvement areas
• Report regularly on the firm’s panel arrangements
• Update and improve data in the firm’s experience database

This position can be located in our Philadelphia, PA; Washington, DC; Charlotte, NC; New York, NY or Boston, MA offices.

Job Functions:

Response process

Lead and organize the response to all cross-practice, cross-office RFPs/RFIs/RFQs, as well as all client due diligence questionnaires (DDQs), and additional high-level pitches and proposals as appropriate. This process includes:

• Sharing proposal requirements with key stakeholders, such as attorneys and department heads: method/format of response for responding, deadlines, acceptance of policies/procedures, pricing, and other pertinent information.
• Providing insight to key stakeholders on the probability of a successful pursuit, i.e., go/no-go considerations.
• Partnering with key stakeholders on internal kickoff calls and strategy meetings to provide direction for responses.
• Communicating and managing timing and deadlines for all parts of the response across multiple departments and all key stakeholders.
• Providing quality control for all sections of response: Text from multiple sources; Pricing and project management sections; Contributions from firm departments, such as Diversity, Equity & Inclusion; Project Management; and Compliance; and Formatting, editing and submitting all content in compliance with request guidelines.
• Coordinating multiple projects simultaneously, accounting for client deadlines and firm schedules.

Standards and best practices

• Continuously refine how we respond to client requests, aiming for a quicker, smoother process with each new opportunity.
• Work with firm departments on keeping frequently requested information up to date.
• Identify and share best practices on pitches and proposals, including their content, format and delivery.
• Work with Marketing’s Communications team to ensure branding standards are followed on all submissions.
• Improve data quality of key matters in firm’s experience database, used for submissions and business development research.

Writing

• Convert highly technical legal language and concepts into clear and compelling demonstrations of the firm’s service offering.
• Ensure that proposal responses demonstrate the attorneys’ understanding of the client’s business needs.
• Assist practice area client development managers with writing custom content for responses as needed.
• Assist firm office and practice area client development managers with rewriting and improving existing marketing collateral, such as brochures and website practice group descriptions.

Strategy and data analysis

• Maintain comprehensive data on current and past submissions, including financial terms, win/loss rate, questions pertaining to diversity and/or sustainability, and other identified KPIs.
• Assist in tracking and reporting on the firm’s panel relationships. Connect with lead partners for insights into their business development strategies for those clients.
• Liaise regularly with the Global Director, Client Development Solutions and other Marketing directors to discuss RFP pipeline and RFP response strategies.
• Connect regularly with client development colleagues about firm practice groups (key sectors and clients, types of work, important matters, growth strategy) with the goal of building stronger, more relevant responses to client requests.

Knowledge, Skills and Abilities:

• Excellent project management skills.
• Excellent business/sales writing and editing skills.
• Ability to work effectively in high-pressure situations and tight deadlines.
• Ability to keep project-specific team to tight deadlines.
• Ability to lead project team using proposal process expertise (i.e., “own” the process).
• Strong organizational and research skills
• Strong attention to detail.
• Strong Microsoft Office skills (Word, Excel, PowerPoint)
• Familiarity with experience management and CRM platforms.
• Familiarity with tracking and reporting on marketing KPIs.
• Familiarity with leading proposal portals (e.g., Ariba, Persuit).
• Comfort with graphic design and desktop publishing and related programs (e.g., Adobe InDesign) a plus.
• Ability to interpret financial data.
• Ability to prioritize projects and coordinate own work.
• Good oral communication skills.
• Good interpersonal skills.
• Polite, professional, positive manner.
• Ability to maintain confidentiality.
• Ability to learn new skills as they become necessary.
• Ability to function in a collaborative organization and be a team player.
• Comfortable working with, and making recommendations to, senior levels of the firm, including attorneys.

Education and Experience:

• College degree.
• 6 years of relevant experience in a proposal/RFP role or function.
• Experience in a legal or professional services setting preferred, but not required.