Senior Client Development Manager; Private Client

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The Business Development & Marketing team partners with the firm in the development of our business, builds relationships with existing and potential clients and also manages our market profile. In broad terms, the team

• Manages our relationships with the media and seeks out the most appropriate opportunities;
• Drives the positioning of our brand through client service and thought leadership;
• Creates and manages the strategic business plans at a client, partner, sector and practice group level;
• Manages the firm’s key client relationship and client listening programmes;
• Creates and implements the firm’s digital strategy;
• Provides strategic advice and co‑ordination on pitching opportunities and manages the rehearsals process;
• Works with our research team to produce and analyse companies, sectors and countries;
• Works with the knowledge team on submissions to the main legal directories/awards and advises practices on how best to promote their capabilities;
• Manages the production of bulletins and briefings from the conceptual stage through to distribution; and
• Delivers events that enhance our brand and provide opportunities to build relationships with clients, potential clients, intermediaries and the press.

There are c. 50 employees in the Business Development and Marketing team across London, Guildford, Cheltenham, Dubai, Hong Kong and Paris and it is divided into three key areas

• Business Development and Relationships;
• Marketing; and
• Communications.

The role of the Senior Client Development Manager (SBDRM) is the formulation and execution of business development and marketing plans and campaigns for the Private Client Division and Private Wealth Sector and to help in the identification, creation and progression of opportunities to win new business.

• Work closely with the divisional leadership team to support the implementation of the PC division’s strategic business plan, linking to the firm’s wider private capital strategy;
• Have extensive knowledge of the legal market alongside global private wealth sector awareness. Translate this market intelligence to support strategic BD decisions;
• Support and conduct client listening with key clients to bring market intelligence back into business;
• Support on developing, reviewing and updating business planning and budgeting materials, ensuring they focus on growth clients, key geographies and areas of expertise;
• Work closely with the Private Office in unlocking opportunities for the wider division;
• Work closely with the PC Knowledge Development lawyers to keep track of major market legal developments, horizon scanning and report on major case successes and developments;
• Responsible for supporting the BDM’s on BD relationship management of clients included in the firm’s key client programme;
• Support the targeting (“pipeline”) process, providing market and client data to strengthen client relationships and opportunities and be responsible for leading on some of the relationship initiatives;
• Oversee and advise on BD budget tracking for the PC vision, working alongside the BDM’s to ensure that campaigns and teams are keeping to pre‑agreed budgets. The SBDM will also be expected to analyse BD expenditure to track BD activity against business objectives and ROI, identifying any areas for improvement;
• Data driven approach to client activity. Support the development of Inter Action, our client relationship management system and be a ‘champion’ for the system within the rest of the firm;
• Responsible for the line management and career development of both BDM’s and BD coordinator;
• Be a leading figure within the division (with all its constituent business groups) on the pitching process, from pre‑pitch strategic discussion to document production and advice, including RFPs, credentials, statements of experience, client quotes/testimonials, basic research, partner and fee earner biographies and core factual/policy information.
• Guide the BDM’s and BD coordinator, to co‑ordinate profile raising, brand and reputation and…