Client Development Specialist

Job Description

This position serves as a member of the Client Development Department working primarily with the Intellectual Property Department (IP) and Intellectual Property Litigation Practice Group (IPLit). Client Development assists IP and IPLit in identifying and pursuing qualified opportunities for gaining new or expanding existing client relationships through a variety of methods and channels.

This position works collaboratively with the attorneys and members of the Client Development Department on key projects to ensure coordination, appropriate leveraging of resources, consistency of approach and effective execution of initiatives. Specifically, this position acts as a second designee for IP and IPLit, working closely with the Director, Client Development and Client Development Manager. In this regard, the position is responsible, working with the Director and Manager, for the business development needs of the IP and IPLit, including supporting revenue-generating opportunities. This position assists in strategic planning and tactical execution, and completes research and analysis in support of the objectives of the groups. This position is responsible for developing technical understanding of clients and industries served by IP and IPLit to help proactively spot burgeoning issues and business trends, leading to identification of business development opportunities. This position coordinates client development programs, sponsorships, RFPs, CRM, pitches, the firm’s client feedback program, and all client development –related activities on behalf of the assigned practice groups, and related budgets for legal departments and industry groups.  This position reports to the Manager, Client Development.  The position resides in the firm’s Boston or Washington DC office. 

Principal Duties and Responsibilities

• Works collaboratively with the attorneys and the client development department on key projects to ensure coordination, appropriate leveraging of resources, consistency of approach and effective execution of initiatives.
• Assists in preparing sophisticated, thoughtful, and persuasive pitches, including RFP responses.
• Supports business development and marketing strategies by monitoring news-intelligence sources and conducting in-depth research and analysis of companies, industries, marketplaces and competitors; develop insights and communicate recommendations and applicable information.
• Plans and coordinates firm marketing programs including seminars, webinars, breakfast briefings and university conferences.
• Researches sponsorships and industry groups and recommends potential opportunities to increase visibility of the firm, departments and attorneys.
• Maintains calendar of events and opportunities.
• Responsible for working with the Director and Manager on developing a marketing programs budget on an annual basis.
• Collaborates with Finance to understand current client base by size of company, maturity and industry. Looks at types of matters/cases and trends.
• Identifies opportunities to connect internal capabilities and resources in support of revenue generation.
• Works with communications and public relations teams to develop greater visibility among different audiences including media, internal and external constituents.
• Works with marketing communications to ensure that design and content of marketing collateral, including practice descriptions and biographies, meet industry best practices and are written to clearly highlight the unique strengths of each practice area and attorney.
• Processes requests for pitch materials from website and phone inquiries, and identifies and researches client and prospects to be referred to partners for follow-up.
• Performs special projects as requested.
• Works before or after regular business hours as needed; travels on a regular basis as necessary.
• Assumes additional responsibilities as assigned.
• Contributes to the firm’s Service Excellence initiative to consistently improve its image internally and externally. Displays professionalism, quality service and a “can do” attitude to internal members/departments of the firm as well as external clients and vendors via electronic and print correspondence, over the telephone and in-person.

Required Skills

Knowledge/Skills/Abilities

• Strong research skills and analytical reasoning ability to turn detailed data analysis into succinct and useful strategic insight.
• Excellent written, presentation and oral communication skills.
• Ability to multitask and manage projects; demonstrated ability to manage multiple deadlines and changing project criteria in a fast paced environment with stressful deadlines and unyielding expectations for attention to detail and quality. Excellent financial and analytical skills; extensive working knowledge of Microsoft Excel, Access and other database applications; experience with financial software applications, statistical data management programs and contact management systems. Experience with InterAction, Experience with West Monitor Suite, Hoovers, Lex Machina, EDGAR, PACER, USPTO and Lexis/Nexis, a plus.
• Ability to work independently and also as a team player with geographically dispersed colleagues. 

Education

BA/BS required.