JOB SUMMARY:
The Business Development and Marketing Senior Manager will play a critical role in supporting the firm’s business development and marketing (BDM) initiatives and driving revenue growth.
This role involves leading the BDM team in multiple, simultaneous projects, and be comfortable interacting with stakeholders and staff at all levels and across departments.
JOB FUNCTIONS:
Business development
· Proactively work with lawyers and management to identify and articulate the firm’s practice group and individual business development goals; design and implement tactical plans to achieve these goals working closely with partners and other professional services departments as well as BDM across the region and globally
· Align resources to improve collaboration, cross-selling between practice groups and hold them accountable to their business development commitments
· Strengthen relationship with APG member firms to develop collaboration opportunities
· Develop proposal process for new business opportunities, including materials for pitch meetings and responses to RFPs; monitor and track all new business proposals and outcomes
· Conduct company and market research and prepare competitive intelligence reports at client, practice and industry levels; provide market trends and competitive threats
· Identify opportunities to generate new business leads or enhance existing services in order to attract high-value work; track these efforts and prepare ongoing reports
· Support practice group development and communications through regular practice group meetings
· Play a key role in building and maintaining the firm’s credential database for use in proposals, marketing materials and awards submissions, for the purpose of building the firm’s credibility
· Develop and track the firm’s BDM budget
· Provide training and coaching in business development skills, at both the individual and practice levels
· Constantly review and improve BD SOP to improve efficiency and effectiveness of this unit; ensure well-coordinated and smooth collaboration with other departments
· Management and professional development of BDM and CRM teams to maximise potential and growth in their roles
Marketing and communications
· Working with the firm’s marketing committee and website designers/developers to redesign and maintain a dynamic law firm website with current practice area descriptions, attorney profiles, and related news items
· Managing the firm’s presence on LinkedIn, Twitter, Facebook, and other social media channels, including content creation for the same
· Creating and maintaining a cohesive branding strategy across all print, electronic, and other law firm materials
· Reviewing and managing the legal rankings submissions process on the individual, practice group and firm levels
· Play a key role in building and maintaining the firm’s credential database for the purpose of building the firm’s credibility
· Monitoring major media outlets and industry publications for law firm and individual attorney mentions, as well as conducting competitive intelligence
· Monitoring industry organizations for upcoming events, and identifying potential speaking and sponsorship opportunities
· Working with the individual attorneys to create and implement thought leadership plans, which may include cross-marketing efforts, creating and maintaining mailing lists, and distributing client alerts and other communications
· Planning and executing all manner of client or partner events, including site selection, vendor selection, advertising, and management of all logistical details
· Champion the development of client pitches, proposals and capability statements, while seeking new synergies within the practices across the region and globally
CRM
· Develop best practices and guides for CRM system
· Devise SOP for each marketing initiative such as client comms, client relationship study and intel
· Ensure proper integration with the firm’s financial and other technology systems
· Build and maintain a functional and dependable database; include data cleansing campaigns
· Provide training to staff on usage and application of the CRM system
· Gather user experience in order to improve user experience; translate problems into solutions
· Gate keeper of firm’s mailing list for internal and external communications
