Our client development programme was started in early 2013, and has been successfully received both internally and by clients. Following this success, the program has grown substantially in scope and ambition, and is now being broadened out across additional sectors, practice areas and regions.
This role ties into that growth and encompasses all aspects of client development, for example: strategy and research; leading pitches and internal/external team meetings; developing marketing and business development activity that ties into the clients' needs; monitoring KPIs and reporting regularly back to the board and partnership on progress. This role covers a range of business lines and practice areas required to manage a global key account and assumes a high degree of involvement with the partners, associates and assigned clients.
The successful applicant will be expected to work in a way that creates a sustained and pervasive focus on their assigned clients throughout the firm, thus leading to a change in the service that the client receives, and resulting higher revenue for the firm.
Helping develop the firm's client development methodology as the programme expands into new areas of the firm, working in conjunction with other Client Development Managers and Business Development Managers
Leading the strategy for the clients within relevant sectors/practice areas, and working collaboratively with Business Development Managers and other Client Managers to ensure alignment of client programmes across the firm, ensuring that BD activity is driven by client need.
Providing proactive client development support for Relationship Partners and teams.
Creating and coordinating client teams and effective cross-practice groups to support client development plans, the leadership of the agenda for these groups, their meetings and activities
Securing opportunities to present our full credentials to the client and to sell in products
Undertaking client insight meetings to better understand the clients' needs/growth plans
Overseeing the creation of differentiating proposal materials and the management of client pitch efforts in respect of the identified client accounts to improve our win rate
Supporting the development of appropriate marketing materials and activities to fulfil client plans whether brochures, web pages, newsletters, reports, web-pages, seminars, conferences etc.
Ensuring clients are exposed to our senior bench and diversified teams
Ensuring key clients are invited to appropriate events
Adhering to SLA requirements including the right to periodically increase prices
Working with other global BD/partner teams to realise client opportunities
Monitor and measure client revenue and profitability.
At all times demonstrating strong and comprehensive knowledge of your assigned client accounts, and being able to represent that knowledge effectively in front of senior firm leadership
Confidently and effectively being able to present yourself and firm directly to the client during relationship meetings and client feedback meetings
It will be expected that the Client Development Manager:
Effectively advocate the aims of the firm's client/business development agenda, assisting partners, lawyers and team members in maintaining an awareness of these aims and guiding their implementation
Maintain an overview of the developments taking place in the firm and their market and communicate those developments to partners, lawyers and other team members
Contribute to the continuing development of business development tools that support the implementation of our plans
Exemplify the attributes that we wish to communicate to the market
The ideal candidate will :
Educated to degree level (2:1 or above) or possesses equivalent experience
Holds a professional marketing qualification, e.g. CIM/CAM (desirable)
Considerable experience of working as a Client Development practitioner at management level within a fast-paced professional services environment, including:
Leading sector-focused client development and marketing activities
Developing and implementing business plans
Managing key client accounts
Managing integrated and client-focused marketing and client development plans
Management of marketing materials and activities to support the client's agenda
Managing pitch efforts and proposal materials
Serving in a client-facing role (desirable)
Marketing communications experience with extensive copy writing skills and a good understanding of branding and design and the production of promotional materials with experience of working closely with a design team
Able to work closely with partners and associates and possesses the ability to influence key partners and decision making groups and manage the implementation of outcomes from these groups
Strong IT skills with experience of CRM systems (preferably InterAction), Outlook, Word, Excel and PowerPoint
Strong organisational skills and the ability to handle multiple priorities within tight timescales
Able to work to very tight deadlines under pressure and to assimilate information quickly
Strong interpersonal skills including confidence, positivity, diplomacy and the ability to gain credibility quickly
Excellent verbal and written communication skills
Demonstrates attention to detail with a high level of accuracy
Positive and tenacious with the ability to pro-actively drive initiatives forward and motivate resources within and outside their team to perform
Set a positive role model for junior members of the team