Corporate Business Development Manager
RESPONSIBILITIES
- Serve as a trusted advisor and as primary point of contact for assigned PGLs and teams for initiating, directing, and providing business development and marketing support, strategic guidance and proactive recommendations for the development, implementation, and management of business development and marketing plans, development of collateral and marketing content, communications, and client and industry programs.
- Work closely with lead partners, other lawyers and business support colleagues to :
Formulate and execute business development and marketing efforts designed to generate new business and improve market visibility for the Corporate Department efforts.
Maintain a knowledge of legal market and competitive trends relative to business development efforts.
Conduct market research, analyze trends, and identify opportunities with target clients.
Provide attorneys with information on target industry sectors, developments with existing clients, client prospects, competitive positions and market trends.Identify and target new clients, including performing due diligence on means to effectively pursue identified opportunitiesCollaborate with Department personnel, Department Leaders, PGLS and partners in developing and executing plans for cross-selling, client retention, and other business development or marketing-related education programs.Manage and drive the development and implementation of business plans in collaboration with PGLs and other business support colleagues :Build a strong working knowledge of adjacent practice and industry sectors to the business units that you support, and facilitate knowledge sharing and collaboration pertaining to business development and marketing strategies, priorities and clients.
Maintain essential information on client matters through the development and maintenance of experience and deal information repositories and other significant representations; proactively market and promote notable matters. Collaborate with communications team to promote matters publicly, when appropriate.Lead BD activities and participate in practice group and departmental meetings, including those pertaining to the development and execution of business plans and other prioritized areas of focus.Drive pitching and new business generation :Manage and execute large pitches, proposals and RFPs, including performing analysis, leading a team in developing effective proposal content, and in identifying ways to differentiate the firm from the competition. Execute post pitch analysis to contribute to the formulation of firm best practices and to advance performance.
Prepare and produce client presentations with content tailored to highlight the firm’s unique service offerings and relevant compelling differentiators. Track results with prompt follow-up, measurement and communication of outcomes.Work with business services teams to develop prudent fee arrangements.Maintain up-to-date pitch content, materials and client information.Act as trusted advisor to attorney teams to scope, prepare for in-person meetings and pitches, and provide post pitch client and target feedback.Provide strategic coaching to individual lawyers and “pitch teams” to increase effectiveness of business development and marketing approaches.Manage overall legal ranking process for designated practice groups. Prepare compelling league tables, legal directories and awards submissions.Serve as central resource for attorneys and practices in analyzing opportunities for professional recognitions, gathering the appropriate information for the legal ranking submissions to trade publications and databases (e.g., Chambers USA, Pitchbook and Merger Market) and follow through on execution and associated communications.
Work with the marketing team and other business support colleagues to :Identify opportunities to create and implement integrated branding and profile-raising content and campaigns.
Collaborate with the communications team on the development and implementation of public relations and internal / external communications strategies and tactics aligned with attorney business plans.Analyze market opportunities and manage thought leadership initiatives, including but not limited to social media, white papers, newsletters, and client alerts. Work with attorneys to develop ideas, to draft and edit communications to clients and targets (e.g. newsletters, alerts, event invitations, brochures, articles), and help guide the production of these materials.Assess market conference and other networking opportunities, and assist attorney in developing and implementing associated plans.Manage and develop other members of the business development and marketing team.Support the development and program adoption of attorney-facing BD training.Communicate BD best practices, actions, and key successes and goals across the Department.Track and provide metrics and analytics related to the Corporate Department business development activities to Department Chair and PGLS. Also, support any necessary budget tracking and / or return-on-investment analysis.Ensure the accuracy, substance of content, and timeliness of relevant marketing materials, including but not limited to website content, collateral materials and attorney profiles for your assigned attorneys and groups.INDSte
