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.