Senior Business Development Manager - Employment

Position/Type:
Operations/Other, Legal Business Development
Level:
Manager
Location:
London
Job Term:
Permanent
Salary Description:
Competitive Salary & Benefits
Posted:
07/08/2017
Recruiter:
Baker McKenzie
Job Ref:
SBDME - ST

The Role

We are looking for an experienced Senior BD Manager with recent experience in private practice who ideally is a legally qualified employment law practitioner to work with our Employment, Employee Benefits and Immigration Teams, which all form part of the Employment Department.

You will be working alongside the department's Business Manager and Business Development Manager, providing operational support to the Department and working with the Business Manager and partners to implement the practice's business development and client strategy.

The role holder will demonstrate an appetite to truly understand our market and unique service offering to clients and will be able to articulate this in drafting pitches and thought leadership campaigns, marketing materials and legal directory submissions and  in supporting service delivery to clients.  It is essential that applicants can demonstrate a highly flexible and adaptable approach as the role will require the individual to multitask and employ strong analytical, numerical, writing and process re-engineering skills. 

This support will be key to enabling the partner and associate team to focus more effectively on growing the business and on client-facing work by improving efficiency and effectiveness of processes and optimising departmental performance.  We are therefore seeking someone who will thrive on working in a fast paced, commercially-focussed, environment.

This role will have a dual reporting line into both the Employment Department and the central Business Development and Marketing Team.

Business Development

Implementing Business Plans

  • To provide assistance to the Department Manager, Business Manager and other relevant individuals in formulating and developing the business development action plans on the basis of agreed strategies.
  • Prompting partners/fee earners to achieve results and regularly monitoring and sharing progress against the plan.
  • Ensure the business development aspects of the plans are implemented, working effectively with key stakeholders to achieve this.

Communications

  • Manage the communications strategy for the Department in terms of external and internal promotion in line with the business plan.
  • Develop content as required for web, PR, training and client facing events.
  • Liaise with the Central PR Team, including in the running and implementation of thought leadership campaigns.
  • Drafting credible submissions for directories such as Legal 500, Chambers and other marketing materials

Pitch Management

  • Full support, including technical input on employment pitches and panel reviews, including development of specific key messages, production of pitch documentation, development of innovative fee proposals, coaching and constructively challenging teams, dry-running proposal presentations and gathering feedback as appropriate.
  • Providing technical support to the central pitch team on employment aspects of firm pitches.
  • Maintain CVs, credentials and deal information.

Targeting

  • Developing new business from existing and new clients and targeting specific sectors (industry or practice specific) for increased revenue.
  • Work with relationship partner/s to identify cross-selling opportunities and develop and implement business development initiatives.
  • Regularly review pipeline of targets to ensure that opportunities are prioritised and targeting efforts are focused on the greatest opportunities for developing business.
  • Research clients, competitors and sectors to ensure that partners have the best available market intelligence to support targeting activities and that this intelligence informs decisions on the targeting programme generally.

Client Reviews/Feedback

  • Obtaining systematic client feedback to enable a client focused approach to decision making, new product development and ongoing service excellence.  Supporting the Client Review Programme including:
    • Conduct matter reviews and post transaction debriefs with clients.
    • Conduct pre, during and post secondee interviews.

Events

  • Support on department events, in particular communications and strategy.

Pricing Support

  • Preparation of fee estimates.
  • Assisting with fee tracking and client reporting (including tracking scope changes)

Project Management

Pricing Analysis

  • Reviewing pricing data
  • Reviewing the impact of pricing on realisation
  • Working on, reviewing and updating benchmarks for pricing
  • Identify improvements to work product, processes, tools and systems
  • Introduce new working efficiencies where appropriate and coach team

Implementation of Efficiency Improvements

  • Research working processes through discussions with fee earners
  • Identify themes of inefficiency and potential improvements in processes, tools and systems
  • Develop improved processes, tools and systems
  • Roll out improvements and solutions through coaching and training sessions

Business Management

  • To provide overall support to the Department in terms of achieving objectives around clients, product/market development, people management, BD/marketing and financials.
  • To assist the Business Manager in monitoring financial performance, reporting regularly on financial positions translating financial data into insight.
  • To ensure strong communications across the department from active participation at, partner meetings through to distributing regular updates to the entire department and maintaining improvement

Client Management

  • Maintain information on our key clients
  • Support client care plans for key clients
  • Client reporting including managing retainer arrangements and monthly matter reporting
  • To support Business Manager, monitor business levels and billable hours of individuals to ensure effective utilisation of staff and highlight areas of concern to the Department/Business Manager.
  • To work closely with business services functions within the Firm acting as the interface to the Department and intercepting requests for information from them. This will include regular contact with functional managers of Business Development/Marketing events, HR, finance/accounting, and knowledge management areas.


The Team

Our London Employment Department consists of approximately 50 lawyers from our Employment, Employee Benefits and Immigration teams. We also work closely with our Pensions Department.
 
We are known for being commercial advisers with the experience and knowledge to deliver cost-effective, decisive and pragmatic advice. Our consistent first tier ranking in the legal directories reflects our determination to deliver the best possible results and outcomes for our clients. We achieve this by investing in development of our team of outstanding individuals, maintaining our leading edge expertise and working in close partnership with our clients. We believe our broad client base enables us to bring a different perspective and give more rounded advice to employers across different sectors.


Key Skills and Experience Required

  • BD experience.  We welcome applications from Employment lawyers with significant business development experience who wish to transition into a business development role.
  • Previous experience of working in a client-facing, fast paced role, and understands the need to provide a quick and efficient service
  • Business experience in a law firm or other professional service organisations.
  • First-rate oral communication skills, with the ability to explain complex issues to people at all levels
  • Strong writing skills
  • IT, analytical and numeracy skills are prerequisites for this role
  • Project management skills or an interest in, and aptitude for developing these skills Excellent client care skills with experience of client relationship management, including face to face meetings and events.
  • A highly credible individual with gravitas and high level of intellectual ability.
  • Strategic awareness of business and commercial issues.
  • A pro-active commercial outlook, with some industry knowledge of the legal sector, is essential.


To Apply

At Baker McKenzie we welcome direct applications.

Please click on the Apply icon to start the online application process for this role.  We will then be in touch with you once we have reviewed your application.  If you are unable to apply online, please contact the Recruitment Team on either 020 7919 1000 or Recruitment.London@bakermckenzie.com
 
NO AGENCIES PLEASE

Please note Baker McKenzie does not accept unsolicited CVs.  Please click here for details of our Agency Policy and commitment to sourcing directly.


Our Commitment to Diversity & Inclusion

Baker McKenzie has a culture of diversity and inclusion in its DNA – since our beginning, the differences of our people have helped us to work fluently across borders, cultures and practices.  This is intrinsic to everything we do and underpins Baker McKenzie's vision to be the global law firm of choice.  We understand that organisations work best when people with different backgrounds and points of view are brought together.  We also know people perform at their best when they can be themselves at work.  Baker McKenzie is committed to serving our clients with innovative solutions brought about by a diverse talent pool and an inclusive community.

The London office mirrors the wider firm in encouraging the best people, regardless of race, culture, religion or belief (if any), gender, gender identity and expression, disability, sexual orientation or age, to fulfil their professional aspirations with us so as to create an exciting and diverse legal environment.

Closing Date:
09/12/2017

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