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Law Firm
Attorney
Corporate - General
Min 5 yrs required
Business Development Manager Responsibilities: Manage the business development initiatives and projects that are aligned with firm goals. Develop effective business development plans and processes aligned with firm strategy and priorities. Provide active operational management, support and oversight of all pitch and RFP response activities working closely with other members of the Business Development Department. Develop effective proposals and pitch presentations, including the creation of customized materials. Track results with prompt follow-up, measurement and communication of outcomes. Conduct competitive analysis and opportunity assessments within certain industries, legal areas and markets. Highlight market and competitive trends with business development implications. Analyze and provide updates on key industries and local/geographic trends. Generate prospect lists and coordinate information-gathering efforts (including researching and recommending new companies, industries or localities to target, as well as evaluating the potential for conflicts). Manage the development of cross-selling, client retention, and other business development or marketing-related education programs. Provide strategic coaching to individual lawyers and select “pitch teams†to increase effectiveness of business development approaches. Maintain essential information on client matters through the development and maintenance of deal lists and significant representations; proactively market and promote notable matters. Lead or participate in practice group or departmental meetings. Legal Rankings Manage overall legal ranking process for designated departments and practices. Serve as primary point of contact with appropriate Department Heads and Practice Group Leaders for the gathering and structuring of information for submission of key legal ranking submissions, such as Chambers USA. Serve as central resource for attorneys in gathering the appropriate information for the legal ranking submissions to trade publications and databases. Infrastructure and Resource Management Track and report on specific business development & marketing activity and new business wins. Maintain experience database of significant matters. Assist in the development of client communications, including presentations, brochures, event invitations, newsletters, and mailings on significant legal developments. Manage and ensure regular updating and improvement of the firm collateral including marketing materials, website content, and attorney profiles. Maintain up-to-date knowledge of research, client intelligence, marketing information and knowledge management tools, and shares with the broader team. Marketing Communications Manage the development and implementation of public relations and internal/external communications strategy and action plans that are aligned with attorney business plans. Work with the Communications Manager to develop targeted media, public relations, and/or social media tactics for specific groups or attorneys. Ensure the effective distribution of firm publications, including assorted mailings (hardcopy and/or electronic), client updates, announcements and other client development related materials. Work with attorneys to develop ideas, to draft and edit communications to clients and targets (e.g. newsletters, alerts, event invitations, brochures, articles), and helps guide the production of these materials. Maintain accurate and effective web content, targeted client alerts, and prepare submissions to select rankings, legal directories and other related industry guides. General Assist with preparation and administration of annual Business Development budget. Participate in marketing or business development professional association activities. Establish and maintain strong working relationships with other Honigman Departments including IS, Finance, Human Resources and Attorney Development and Recruitment and appropriate external resources, particularly the public relations firm.
Qualification and Experience
Qualifications: Bachelor’s degree in Communications and/or Marketing (or related discipline), or JD Degree. MBA preferred. Strong team management skills and demonstrated ability to work in a matrix structure. Excellent writing and verbal communications skills. Must be persuasive and demonstrate active listening skills. Ability to effectively integrate within the firm’s environment and engage the Business Development team and attorneys to increase the value delivered to our clients and the firm. Proven leader with demonstrated success leading large-scale, client-focused business development initiatives, preferably within a law firm or professional services environment. Demonstrated ability to lead, set priorities and deliver results at all levels of an organization. Demonstrated knowledge of best practices within business development & marketing communications processes. Must have a strong client service orientation. Demonstrated project management and event management experience are essential. Ability to work well with multiple deadlines, innovative problem solving and prioritization skills. Experience with marketing information systems and use of technology driven communication social media experience highly desirable. Ability to assist in identifying and evaluating various research and industry database products. Experience in cross-selling initiatives highly desirable. Ability to handle confidential and sensitive information with appropriate level of discretion. Demonstrated competency in Microsoft Office suite (Excel, Word, PowerPoint, Access, Project) and InterAction CRM.
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