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Client Development Manager (Law Firm/PE)

San Francisco, California

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; and identifying effective thought leadership opportunities.  This role is open to candidates in New York, Boston, Santa Monica, DC, Silicon Valley/SF or Los Angeles.

 

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.

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