Business Development Executive for Leading Law Firm

 The role

Our client is looking for someone who will be proactive and creative in their approach to delivering BD support to fee earners. This is very much an advisory role and requires someone who forms a considered opinion and can present their ideas effectively, with the guidance of senior members of the team. Building strong, collaborative internal relationships with key partners, fee earners and other business support teams will be key in this role.

The candidate will have a thorough understanding of business development principles. They will work with all stakeholders to drive forward business development initiatives and support growth strategies. We are looking for someone who understands the importance of qualifying and pursuing the right opportunities that will generate profitable work. They will be able to demonstrate a sound commercial approach to fee generation.

The main responsibilities include, but are not limited to:

New business:

• Working closely with the partners to write practice group business plans and driving the implementation of these plans
• Develop the sales pipeline within the departments on a one-to-one basis, identifying opportunities for dialogue with each lawyer’s ‘top targets’, cross selling and added value (pipeline/opportunity tracking)
• Proactively track client and industry news and trends, spotting potential revenue generation opportunities and driving the opportunity to its ultimate conclusion
• Adopt business development best practice. Proactively use a variety of tools to encourage client contact and to help shape conversations. Strive to ensure we are obtaining useful intel to drive a tailored approach to client care. This requires someone who is astute in opportunity spotting and able to suggest potential courses of action to create momentum. They should also be persuasive to ensure agreed actions are followed through
• Develop high quality sales tools to convey experience and messages to clients and targets and ensure their effective use
• Organising and delivering training for fee-earners in the various skills necessary to develop prospects and win new business
• Develop detailed engagement plans that drive opportunity to contract closing
• Although pitching will not be a key aspect of this role, all members of the BD team are responsible for monitoring and managing new tender opportunities, identified through a range of sources. When appropriate, this will include the full range of support from evaluating the opportunity, creating the relevant internal team, managing the document and coaching the legal team to maximise its best position in the process
• Reviewing and making recommendations as to current and planned profile-raising activities, working closely with the PR team
• Identifying speaking opportunities at external conferences

More from existing clients / referrers:

• To work with the Head of Client Relationships to grow work from existing clients and contacts. Supporting a focused approach to the development or extension of client relationships through various existing client initiatives, including inputting into the production/monitoring of client action plans and research on target clients
• Encouraging fee earners to track and develop relationships with their contacts
• Working alongside the events team to ensure events are targeted and follow up happens

Working closely with the Marketing, Communications and Events team, the role will also include involvement with directory submissions, awards and other associated tasks

Key requirements

Knowledge/Qualifications

• Educated to degree level or equivalent
• Marketing qualification preferred (eg CIM)
• Proficient in Microsoft Word, Excel, Powerpoint and Outlook. Knowledge of InterAction preferred, but not essential

Experience

• Work experience in the professional services sector preferred, legal desirable

Skills

• Strong planning/organisational skills, with a systematic approach to the work and an absolute attention to detail
• Curious by nature and willingness to develop and continue learning
• Understanding of ‘buyer behaviour’ and client experience management – the psychology of the client and how services can match needs
• Team player
• Flexible and able to use own initiative
• Bring creativity and flair to the role
• Strong communicator with excellent written and verbal skills

Ability to immediately win trust, influence and establish credibility at senior levels