5 yrs required
Washington, DC, United States
Nov 03, 2022
Managing Director of Marketing and Business Development
Duties: The candidate will be identifying, analyzing, and pursuing potential client engagement opportunities for the firm, both within the existing client base and from prospective clients. This will include research and market intelligence to identify emerging trends, the movement of competitors, and new client demands and expectations that can help guide the development of, and level of investment in, new practices and otherwise grow firm revenue. Collaborating with firm leadership and client service teams on the development of programs for client satisfaction surveys and targeted client visits. Working with partners to create profiles of target clients and corresponding business development strategies to engage those targets. Working with the firm’s practice group leaders and other partners to develop and execute upon individual and group-wide business plans. Implementing and overseeing business development training, including coaching as required for individual attorneys to sharpen their business development skills. Managing and auditing the RFP response process and working with partners to ensure consistency of quality in all business development pitches. Developing tools and techniques to facilitate and enhance firm cross-selling. Partnering with practice group leaders to support business development within their respective practice groups and monitor compliance with individual and group-wide business development plans. Promoting and helping to lead CSR, DEI, ESG and Pro Bono initiatives. Promoting the firm’s reputation and brand name recognition across the country and within target regions and industries through innovative and compelling marketing materials, social media, a distinctive and user-friendly website, web search optimization, thought leadership, as well as client events, sponsorships and media placement. Overseeing the firm’s public relations function, including the development of relationships with key media in each of the firm’s locations and supervision of any external public relations firms. Driving participation in key rankings (e.g., Chambers) and otherwise publicizing firm successes and accolades. Working with Practice Groups to ensure updated content for the group and group members on the website and in all firm marketing materials. Communicating firm successes to a broad audience of legal services buyers. Directing the use of best practice CRM and other data management tools to collect, maintain and effectively utilize information on clients, prospective clients, referral sources, deal and case lists, alumni, and competitors in furtherance of the firm’s overall business development efforts. Tracking and measuring attorney business development productivity through revenue and profitability analysis. Providing practice management support to practice group leaders, such as organizing and planning group meetings/retreats, workload and utilization reporting, group level productivity analysis, and resource planning. Collaborating with colleagues across other operations teams, notably Strategic Growth, on compelling and informative marketing collateral in support of partner-level recruiting and Client Value on innovative fee arrangements; Recruiting, developing and managing a cohesive and geographically dispersed team of professionals and support staff capable of carrying out business development, research, data management, marketing and communications initiatives. Overseeing the firm’s business development budget and monitoring the ROI of business development investments and initiatives.