Director of Business Development-Litigation

Summary

The Director of Business Development 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 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.
• Align Pro Bono initiatives with business development.
• Help develop and support a marketing infrastructure for the Firm including: client relationship management program, matter collection systems, and client targeting program – with defined measures of success.
• Proactively liaise with practice group managers to assist in developing business plans and practice group initiatives involving business development efforts.
• Lead project teams in managing networking, event, and research efforts in support of conferences and sponsorships with external organizations.
• Devote resources and strategic thinking to practice group goals, such as raising the profile of the Litigation Department and improving coordination between US and London offices.
• Lead efforts to draft submissions, organize partner feedback, and coordinate with the Communications team on rankings, submissions, awards, and nominations, including but not limited to Chambers and Legal 500 submissions.

Relationships

The Director of Business Development – Litigation reports to the Global Director of Marketing and Business Development and works closely with 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 concerning 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 and practice groups 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.
• Aligning Pro Bono with business development by assisting Pro Bono counsel and committee to obtain pro bono partnerships with Firm clients and work with Communications team and other Firm departments to promote pro bono efforts.

Pitches and proposals

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

• Holding briefing discussions to understand the opportunity
• Conducting and coordinating market, industry and client/prospect research
• Developing strategy
• 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 items
• Preparing and rehearsing pitch teams
• Supporting follow-up and debrief activities post-pitch
• Managing multiple time-sensitive pitches at one time

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.

Attorney Support

• Work with attorneys in the Litigation and Real Estate Departments to develop individual business plans and track business development efforts.
• Assist in attorney evaluation process to the extent it involves reporting business development activities.
• Work with the Communications team to provide strategic guidance to enhance the visibility of the attorneys in local, regional, global and industry platforms, including speaking engagements, writing and other thought leadership opportunities.
• Develop and execute marketing and business development information sessions as required with new partners, including involvement in the lateral partner integration process to provide information and gather biographical and prior work experience material for inclusion in marketing databases and pitch materials.

Team Management and Firm Citizenship

• Responsible for managing and mentoring all members of the Litigation and Real Estate Business Development team.
• Coordinate with all other groups within the Marketing and Business Development Department on various initiatives, including Marketing Services, Central Resources, other Business Development teams,
• Events, and Communications.
• Work actively with practice group managers for Litigation and Real Estate on practice group planning projects as needed, including practice group business planning.
• Develop and maintain relationship with accounting, attorney development, recruiting, and other Firm departments and liaise as needed on various projects.

Specifications

Education

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

Experience

Ideal candidate will have experience as practicing lawyer with law firm for minimum of 4 years as well as prior involvement in business planning, business development and/or marketing activities. 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; desire to be proactive and highly responsive to attorney requests at all times; 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. 

Attendance

All positions require punctuality and regular attendance.

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.