Senior Manager of Business Development-Litigation/Real Estate

Department:  Marketing and Business Development

Reports to:  Director of Firm wide Marketing and Business Development

Summary

The Senior Manager of Business Development – Litigation/Real Estate is responsible for providing Firmwide business development support for the litigation and real estate practices. This includes supporting the attorneys in the preparation, rehearsal and delivery of business development strategies to clients and prospective clients.

This role will be responsible for driving through a range of business development activities to:

• Protect and develop profitable relationships with existing clients.
• Develop new clients for the Firm, both through targeting and through extending relationships with existing clients, a key aspect will be leading a number of pitches.
• Help develop and support a marketing infrastructure for the Firm including: client relationship management program and client targeting program – with defined measures of success.

Relationships

The Senior Manager of Business Development – Litigation/Real Estate reports to the Director of Firmwide Marketing and Business Development and works closely with co-chairs, practice area heads and office leaders as well as individual attorneys, as needed.

Responsibilities

Client targeting

Working directly with litigation and real estate attorneys on business development initiatives and programs around new business generation and existing client development.  This includes the implementation of practice specific plans and development of business plans for specific targets.

The programs will specifically involve:

• Using market research and intelligence to identify new client or existing client targeting opportunities.
• Working with attorney teams to develop strategy for approach.
• Identifying and developing cross-selling opportunities for existing clients to include all practices and offices.
• Developing metrics to measure progress of our business development initiatives.

Pitches and proposals

Assist attorneys with major pitch meetings to clients and/or prospects, including:

• Holding briefing discussions to understand the opportunit
• Conducting and coordinating market, industry and client/prospect researc
• Developing strateg
• Writing new business proposals and producing responses to requests for information/requests for proposals (RFIs/RFPs).
• Preparing pitch materials, including visual aides and other leave-behind ite
• Preparing and rehearsing pitch tea
• Supporting follow-up and debrief activities post-pitches. 

Knowledge Management

• Develop and maintain practice marketing collaterals, such as flyers articulating group capabilities and experiences.
• Ensure timely upkeep of practice area information – practice descriptions and biographies – for marketing and business development purposes.
• Contribute to team maintenance of online reporting system tracking proposals/pitches, including relevant documents, and evaluate progress by client/prospect, industry and type of services proposed.

• Serve as liaison between practice areas of the Firm and the marketing department to maintain timely, two-way flow of information.

Team management

Responsible for managing and mentoring junior members of the marketing and business development team.

Specifications

Education: Minimum of B.A. or B.S. degree in liberal arts, marketing, business, communications or related disciplines.  Advanced degree preferred.

Experience: Minimum of 6 years of marketing experience, primarily in the conduct of business development with clients and target clients.  Law firm experience preferred.

Skills and Abilities:  Demonstrated ability to function successfully in a service-oriented, multiple- authorities environment; demonstrated leadership, organizational and team-management skills, including outstanding project management and staff supervisory skills; excellent verbal and written communication skills plus exceptional interpersonal skills; projects strong image and presence that engenders confidence from Firm management and attorneys; works with a high level of energy, creativity and orientation towards value-add results; ability to work under pressure and maintain professional demeanor at all times.

Job-specific Skills: Proven track record of success in business development among clients and target clients.  Demonstrated ability in creating targeted business development marketing materials, including printed and electronic collateral marketing pieces and successful RFP/RFQ and “pitch” packages. Demonstrated ability to work with outsourced marketing professionals.

Technological Skills:  Demonstrated experience and facility with information technology used in marketing professional services, including website, intranet, extranets, databases, knowledge management tools, presentation software, etc.  Proficiency with Microsoft Word, Excel and PowerPoint, Adobe Professional and InterAction strongly preferred.