Business Development Manager
UB Greensfelder LLP is seeking an experienced Business Development Manager to join our St. Louis office. This position will develop, implement and manage the process for cultivating new and existing clients consistent with the firm's strategic initiatives.
With an advanced understanding of practice groups, attorneys, and clients throughout the firm, use established relationships with PGLs, attorneys, and team leads to provide strong and effective working relationships across attorneys and professionals. Serves as project manager and key contributor for RFPs, pitches, and other business development projects as well as the development of profile-raising activities for the various practices and industry groups including submission of rankings, surveys, and other recognitions.
Primary Responsibilities Include:
Attorney Business Development - Contribute to the planning, implementation, and follow-up of new business or cross-marketing opportunities including:
- Providing history and insight into the firm's top client report prepared and presented to the firm's governing board
- Conducting research and obtaining market intelligence on clients, prospects, and industries
- Supporting new attorney onboarding - reviewing lateral partner questionnaires for shared clients, review contact list, work with new attorneys on messaging needed to bring clients to the firm (firm, practice overview)
- Attending and contributing to practice and industry group meetings and presenting on timely topics
- Working with PGLs/IGLs and key partners to develop effective, strategically-focused marketing materials to ensure that practice and industry group descriptions and attorney bios present a consistent image and align with strategies
- Working in tandem with all departmental team members on client services initiatives, including key client events, relationship development, cross-selling, and client team opportunities
- Assisting in webinar/seminar planning, debriefing with presenters on additional opportunities as well as providing strategic support on key client events
- Maintaining and updating all areas of the Business Development Resource Center (success stories, topical articles, tools, and new areas of interest) on the firm's intranet
- Strategizing and assisting attorneys with individual marketing and business development plans
RFPs and Pitches - Trusted advisor to attorney teams for the delivery of new business marketing including:
- Creating pitches, proposals, and responses to RFPs and accompanying client presentations for all practice and industry groups including strategy and rates/fee proposals
- Tracking wins/losses and creating year-end summaries
- Providing custom materials for specific client pitches including opportunities for cross-selling, prospecting, and new attorney/firm orientation
Ratings/Rankings - Draft responses and provide strategic direction for relevant legal directories and promotional opportunities to increase awareness and recognition of select practice groups and individuals including:
- Firm-wide - working with PGLs/IGLs to determine practice area participation and inclusion strategy
- Individual - fostering attorney participation with ranking/rating voting, best practices for inclusion, updating online profiles, and nominations
- Collaborating with PR manager to develop written communications to promote attorney, practice group, and firm success
- Maintaining/updating attorney biographies, website, external documents (rankings overview, multiple brochures), and purchased third-party firm and individual profiles
- Researching new third-party rankings, and affiliated nominations to provide additional value or decline participation
Diversity, Equity, Inclusion, & Belonging (DEIB) - Partner with firm DEIB Leaders in support of ongoing initiatives including:
- Providing CDO with Mansfield Rule Certification content as it pertains to RFPs, pitches, and rankings by supplying team information
- Contributing to DEIB surveys from clients, third parties, legal rankings, business journals
Additional Responsibilities Include:
- Work closely with practice groups and individual attorneys on business development plans, offer coaching assistance and relevant market insights
- Develop, design and implement Industry and Practice Group go-to-market Sales Playbooks
- Increase the firm's visibility in target industry areas through sponsorships, networking and other high-value connections
- Create attorney business development training programs to further associate and partner education
- Work with the firm's Client Experience Managers on the client value assessment program and client experience offerings
- Measure and report on ROI of business development efforts to executive management
- 8+ years of experience managing business development strategies for a professional services organization; law firm experience a plus
- A bachelor's degree in Marketing, Business Administration or related field is required
- Demonstrated ability to develop and lead strategic initiatives in support of an overall strategic growth plan
- Strong project management skills with the ability to administer multiple projects simultaneously and prioritize workload
- Strong communication skills, both written and verbal
