This role is a key component of the Global Business Development Team, working with the Head of Clients to manage and contribute to the collaborative development and pursuit of clients within our core sectors.

This will be achieved by leveraging our global network; facilitating the sales process; originating and coordinating high value marketing and communications activity; and providing advisory and execution services to the business.

Key to the success of this role will be an individual who is comfortable working with lead relationship partners and wider partner teams to identify, qualify and drive revenue generating opportunities with clients in their assigned portfolio. The individual will be required to develop a strong understanding of the Firm’s capabilities and regional coverage in order to align opportunities with the relevant expertise, and be comfortable with taking ownership and driving this process.

Execution support is provided from centralised Business Development and Marketing Executive teams. The role reports to Head of Clients Insurance and will be accountable for up to four client accounts.

Attendance at our London office is required twice a week.

Key Responsibilities

Engage with contacts at clients and targets

Engagement Management:

• Executes the given tactics in agreed client development plans to best practice and actively uses analytics to identify and track leads.
• Ensure tactics employed are commensurate with global and regional objectives; and analytics are used to drive pursuits and leads

Content, Products and Thought Leadership (“Tools”):

• Identify trends/topics for the development of tools and content and feed these into global Products programme. Advise partners in the use of tools for engagement and sales purposes. Ensures use is commensurate with identified objectives.

Evaluation by clients and targets of our capability and appropriates to instruct

Sales Pipeline Management:

• Support the use of the Clyde & Co Sales Operating System in tracking, managing and converting identified pursuits and leads with allocated priority clients.

Research and Intelligence:

• Undertake prescribed analysis of internal and external data sources to meet client team, practice and sector needs.

Measurability:

• Actively report on ROI on tactics and activity for further opportunity identification.

Conversion of opportunities to instructions

Enterprise Client pitch opportunities:

• Lead strategic pitch and panel opportunities for relevant Enterprise client ensuring the pitch reviews are completed.

Client Meeting Preparation:

• Prepare internal and external source research and necessary supporting material including marketing assets.

Partner Pipeline Review Meetings:

• Conduct pipeline review meetings with Enterprise client partners/teams to understand opportunities and BD support required.

Retention of existing clients, and expansion of relationship to other offices and practices

Client Relationship Management and Development:

• Take Client Relationship Manager role on relevant clients as strategy dictates taking an overarching view of strategy and client needs, achieving growth across the programme.
• Facilitate partners’ engagement with Enterprise account programmes.
• Use existing and identify new products to help partners manage engagement and sales.
• Demonstrate strong and comprehensive knowledge of assigned client accounts and represent that knowledge effectively in front of senior firm leadership.
• Create and coordinate client teams and effective cross-practice groups to support client development plans.

Client insight: Relationship Reviews:

• Identify need and opportunity for review of relevant clients. Gain support from partners to opt clients into the programme; undertake client review and ensure report standards and processes are met.

Client insight: Matter/ Satisfaction Reviews:

• Following established best practice, ensure appropriate Enterprise client matters are opted into the programme. Support reporting and analysis needs. Use sector/practice insight gained to influence sector/practice value proposition and market perception.

Operational Management

People:

• Take ultimate responsibility for all deliverables, quality and suitability of deliverables for each client.
• Ensure appropriate utilization of local and central resources to achieve objectives for each client whilst working collaboratively with Client Development Managers in other sectors and regions. It is envisaged there may be some team management requirements.
• Ensure Head of Clients remains apprised of work and opportunities in progress and is consulted on any barriers to delivery.

Process:

• Conform to global standards and best practice, and their development or continuous improvement.

Data:

• Contribute routinely and accurately to BD systems and safeguard data integrity; proactively use data in the analysis and continuous improvement of our programmes.

Technology:

• Ensure BD technology is utilised in a timely manner as processes and activity command.

Essential Skills and Experience

• Proven experience of working as a client development practitioner within a fast-paced professional services environment, preferably within the legal industry.
• Possesses the ability to influence key partner/lawyer groups.
• 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.