Group Business Development Manager

Purposes of Job:

1 To help Groups identify target markets and targets within those markets.
2 To support the relevant legal Group in winning profitable new business from its target markets.
3 To ensure we grow outstanding client relationships through excellent service delivery.
4 To initiate and maintain outstanding levels of client care.
5 To lead / contribute to the Business Development Department projects
6 Share best practice with other Group Business Development Managers.

Main Duties and Responsibilities:

The role has three key elements:

1 Responsibility to the Group
2 Responsibility to the Business Development Department
3 Responsibility to the other Group Business Development Managers.

Legal group specific

As a pre-requisite to the responsibilities listed below, the GBDM will need to understand the Group’s markets and clients and those of the teams and sector teams within it. This will be an on-going process but will involve the GBDM in team meetings, market / client research and regular discussions with key individuals. So the GBDM will be expected to spend around 3 days per week at a desk in the relevant group and around 2 days a week in the Business Development Department.

1 To help identify growth markets and recommend approaches for increasing our profile in - and share of – those markets, in particular through thought-leadership.
2 To develop target lists for key markets (using PACE methodology) and provide sales support / consultancy to partners to develop relationships and new business.
3 To develop business development/ marketing plans and budgets to support the Group’s business plans (working in conjunction with partners / senior fee earners and the Commercial Directors).
4 To coordinate targeting activity across the group – and contribute to firm-wide know-how / coordination of targeting / sales activity. Working with individuals nominated by the Groups, maintain up-to-date information on the Group’s client and project credentials – for use in beauty parades, credentials docs, website etc.
5 To apply bid criteria to all pitches in order to increase the win-rate on pitches. To ensure there is quality control in what pitching for and what not.
6 Project manage group-specific pitch opportunities – in conjunction with the rest of the Business Development Department. This will include the production of pitch documents and the preparation / rehearsal of presentations. It will also include full-service pitches where the client / key partners are drawn from their group.
7 Contribute group-specific information to firm-wide pitches.
8 Where appropriate, conduct pitch de-briefs, won or lost.
9 Identify opportunities for cross-sales to existing (firm) clients – both as an “exporter” of the teams’ services and an “importer” of others’.
10 Work with the Client Development Team to develop account management plans for the group’s key clients.
11 Where appropriate, conduct client service reviews.
12 Provide training and consultancy to the group on Client Relationship Management, thought-leadership, sales and pitch project management.
13 Liaise with other members of the Business Development Department and Corporate Communications teams on group-specific info – both to keep those teams up-to-date and to draw on their services where required.

Business Development Department: New Business Team.

1 Depending on the size and nature of the group, the GBDM will contribute to central New Business Team / firm-wide project work.
2 They will also need to liaise with other group GBDMs to swap best practice, ideas and ensure a coordinated approach to markets.

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