Job Description | Business Development Manager
Department : UK Business Development
Location: All UK
Area: Dispute Resolution and Energy Groups
The Team
The Global Business Development Leadership team sets the strategy in consultation with the Global Strategy Board and Global Practice Executives. The BD teams (comprising Communications, Marketing, Business and Client Development experts) are led by regional heads of Business Development who are aligned to our regional boards: Asia Pacific, Middle East Africa, North America, UK, Europe.
Our strategy seeks to:
- Manage and develop clients and profile in our global sectors
- Adopt a content and product led approach in taking our practice groups to market
- Prioritise the use of integrated digital marketing channels
- Position our most senior staff as advisors to the business, supported by expert execution teams
- Our principles dictate that the highest value clients and opportunities command the highest value BD attention and bespoke tactics
The Role
The role is a key component of the UK Business Development Team. Working with the Senior BD Managers to manage and contribute to the collaborative development and pursuit of clients and business development activities. We are looking for BD Managers to support the Dispute Resolution and Energy Groups.
This will be achieved by leveraging our global network; facilitating the sales process; originating and coordinating high value marketing and communications activity; and providing advisory and execution services to the business. Shaping and implementing global initiatives, tailored to sector and opportunity will be key to the success of this role.
Execution support is provided from centralised 'Delivering Excellence' Business Development and Marketing Executive teams.
The role reports to our Senior Managers in the Business Development team and activity will be led by them and/or the Regional and Global Business Development Leadership as appropriate.
Key Responsibilities
Engage with contacts at clients and targets
Marketing & Communications activity
- Engagement management - Executes the given tactics in agreed marketing plans and business line relevant campaigns to best practice and actively uses analytics to identify and track leads.Ensure messaging and materials are on brand
- Content, Products and Thought leadership ("Tools") - Support the Senior Managers in the use of products and content for client engagement purposes.
- Marketing Channel management - Execute and manage the use of all marketing channels as set out in marketing plans to best practice and is able.
- Measurability and analytics - Use analytics to identify and track leads and monitor performance of activity for maximum ROI, report back on effectiveness.
Evaluationby clients andtargets of our capability and appropriates to instruct
Client and Business Development activity
- Research and intelligence - Undertake prescribed analysis of internal and external data sources to meet client team, practice and sector needs.
- Matter description management - Drive the collation of matters descriptions through pitch and legal directories, internal communications, inter alia, and save these to the matter database in accordance with established BD and risk best practice.
- Legal directories - Support the legal directories process including research and content management tasks.
Conversion of opportunities to instructions
Client and Business Development activity
Business line strategic pitch
- In conjunction with the Senior Managers, lead pitches of strategic importance to the business line ensuring the Go/No Go evaluation and pitch reviews are completed.
- Facilitate access to pitch best practice tools and content; coordinate contribution of pitch stakeholders.
Business line tactical pitch- Direct work to define pitch proposition and advise on structure and timeline of pitch project ensuring the standard process is completed. Remain as advisor to project as necessary.
Client meeting preparation - Prepare internal and external source research and necessary supporting material including marketing assets.
Partner pipeline review meetings - Support preparation for Pipeline Review Meetings including accurately maintaining systems which hold engagement and pipeline data.
Retention of existing clients, and expansion of relationship to other offices and practices
Client and Business Development activity
- Client insight: Relationship reviews - Ensure metrics from client interviews are recorded in appropriate systems.
- Client insight: Matter/satisfaction on reviews - Following established best practice, ensure appropriate client matters are opted into the programme. Support reporting and analysis needs.
Operational management
People
- Take responsibility for personal deliverables ensuring deliverables meet agreed scope and output is of the highest quality.
- Ensure our Senior Managers remain apprised of new and work in progress, is consulted on barriers to timely delivery and unclear elements of work; and has the opportunity to approve and refine work before it is delivered.
- Attend relevant training courses and continuously develop skills required for the role.
Process - Conform to global standards and best practice, and their development or continuous improvement.
Data - Contribute routinely and accurately to BD systems and safeguard data integrity; proactively use data in the analysis and continuous improvement of our programmes.
Technology - Ensure the use BD technology in a timely manner as processes and activity command.
Essential Skills & Experience
- Proven experience of working in the Business Development function of a professional services organisation. Partnership and/or legal experience an advantage
- Possesses a proactive, can-do attitude who likes to add value to any task they are asked to implement
- An ability to complete work to a high standard with quality and excellence of delivery at the forefront at all times
- Flexible attitude to work and delivery and to be of robust character
- Experienced in demanding stakeholder management
- Candidate must be well organised and able to juggle multiple tasks with differing deadlines
- Inquisitive about the business, economic, political and social issues prevalent within the UK, Europe and internationally
- Knowledge of MS Office packages and CRM systems an advantage
The Firm
Clyde & Co is a leading global law firm, specialising in the sectors that underpin global trade and commercial activity, namely: insurance, transport, construction, energy, trade and commodities. It is globally integrated, offering a comprehensive range of contentious and non-contentious legal services and commercially minded legal advice to businesses operating across the world. Clyde & Co is committed to operating in a responsible way. This means progressing towards a diverse and inclusive workforce that reflects the diversity of its communities and clients, using its legal skills to support its communities through pro bono work, volunteering and charitable partnerships, and minimising the impact it has on the environment. The firm has 480 partners, 2400 lawyers, 3200 legal professionals and 5000 people overall in over 60 offices and associated offices worldwide.
Our Values
Our values are the principles that guide the decisions we make, unite us in our endeavours and strengthen our delivery, for our clients and our firm. We:
- Work as one We are a globally connected team of talented people who act with a firm-first mentality to achieve success.
- Excel with clients We aim high and challenge ourselves to deliver unique excellence for our clients, keeping them at the centre of everything we do.
- Celebrate difference We help each other to be at our best and believe our differences result in greater achievement.
- Act boldly We seek new opportunities, take action and learn as we go, recognising that curiosity drives our development and contributes to growth.
Business Services Competencies
Clyde & Co is committed to providing extensive, personal and professional development opportunities for our people enabling them to be highly effective in their current role as well as assisting them to fulfil their career aspirations.
The competencies are used to inform all aspects of Business Services career development. They vary across levels and different business areas and fall under the following areas:
- Technical Excellence
- People and Team
- Client/Stakeholder Relationships
- Service Delivery and Commercial Awareness
- Personal Effectiveness
This is the job description as constituted at present; however the Firm reserves the right to reasonably amend it in accordance with the changing needs of the business.
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