Proposals Manager
3 weeks ago
White & Case is an elite global law firm serving leading companies, financial institutions and governments worldwide. Our long history as an international firm means we are perfectly placed to help our clients resolve their most complex legal challenges wherever they may be.
With lawyers and staff operating from more than 47 locations, working in virtually every country of the world, we have invested heavily in building a high-quality full-service practice competing at the top of the market. We are distinguished by our on-the-ground presence in the world's key financial markets and our strengths in handling complex cross-border work.
It's not just about our global network of offices and shared services centers; it's the global interconnectedness of the Firm that our people, and our clients, value most. We work well together across geographic and practice boundaries. It's one of the reasons we attract and retain cross-border work. And why we attract a diverse group of people.
Our lawyers are globally minded, enterprising, collaborative and committed to excellence. Diversity is a core value of our Firm and it has been recognized with numerous awards and top rankings around the world. Our people represent 90 nationalities and speak 80 languages.
Position Summary
Gi ven the Firm's business strategy and the growth of the Americas Corporate/M&A practice, the primary role of the Proposals Manager is to provide support to the Corporate/M&A partners in the US as well as broader support on strategic proposals and directory submissions. This is a high-profile role that will allow you to influence and motivate partners, whilst providing a platform to help drive the implementation of the Firm's strategy, drive growth, and support client targeting activities in US.
The role will report to the Associate Director of Business Development Corporate/M&A. The Proposals Manager will lead in the creation of compelling responses to RFPs for complex, cross-border and high value matters across the US from the world's largest financial institutions, financial sponsors and corporations, as well as help in the implementation of a range of strategic initiatives and high value directory submissions.
Strong organizational and research skills, a proven ability to work to tight deadlines, juggle multiple projects and deliver under pressure together with excellent written and verbal communication skills and an ability to convey departmental procedures and objectives in a professional and tactful manner are essential.
Although the role is based in New York, it includes a significant international dimension coordinating pitching opportunities across the White & Case US, EMEA, and Asia office network.
Duties and Responsibilities 1
Primary responsibilities will include, but are not limited to:
- Taking a leading role in managing and driving the preparation of pitches, proposals, and other client presentations for the Americas Corporate/M&A partners (and globally as necessary), ensuring that the client team deliver these pitches to the highest of standards and to deadline
- Co-ordinating the preparation of smaller pitches and capability statements with BD Specialists and Coordinators and providing advice and support as necessary
- Provide Americas Corporate practice area support on significant global panel proposals run by the Head of Proposals and take the lead on smaller panel RFPs originating in the US where your high level skills are most relevant to lead
- Taking responsibility for managing and reporting on RFP activity in the group and producing regular reports on pitch volumes and success rates; expected to track potential issues and raise concerns with the Associate Director/Partners
- Working with the relevant partners and client team on beauty parade rehearsals - developing tactics and strategy with the team, preparing placemat content and liaising with the Design team to create and print
- Co-ordinate the gathering of competitor intelligence to inform key RFP responses
- Taking ownership of the pitching proposal process, including Stop/Go decisions and proposal feedback to instill Firm best practice and make constant improvement and drive improvement
- Ensuring all new pitch and proposal opportunities are recorded on InterAction and appropriately updated during the course of the proposal, including for wins and losses and that proposal systems are in place and applied to ensure effective and timely calculation and capture of pitch and proposal metrics, win/loss ratios and reasons for success or otherwise across the US region (recognizing that responsibility for implementing these systems will lie with all members of the wider Corporate/M&A BD team)
- Liaising with the broader Corporate/M&A BD team in drafting and delivering key directory submissions
- Attending proposal kick-off and progress meetings and preparing and updating proposal timetables, preparing meeting agendas, attending meetings and distributing meeting summaries and action lists to proposal core team members
- Working with the Associate Directors/Directors and, where relevant, the global Head of Proposals, to conduct high-level pitch feedback reviews with the client on high-value/complex matters, as well as analyzing and presenting relevant data at London partner meetings
- Working with the relevant global BD teams and the BD/Marketing Operations team to ensure content in the firm's proposal management system is current, relevant and in approved style
- Liaising with BD teams in the US and the Head of Proposals to share best practice and to ensure we have a consistent approach to proposals
- Coordinating the development and maintenance of the Americas Corporate section proposal infrastructure across the Americas region, to include proposal collateral (boilerplate text, pitchbook & credentials and bio bank) and the creation of Americas-wide materials as appropriate
- Actively facilitate the sharing of information and development of best practice with practice development/marketing colleagues across the Firm's network, including supporting any firmwide pitch related initiatives and projects
- Degree-educated
- Four or more years' relevant experience within a professional services firm, preferably legal
- High competency in systems and database skills including Word, Excel, PowerPoint and CRM applications
- Experience of working with relationship partners, fee earners and senior support management in an international law firm or professional services firm on proposal activities
- Understanding of the products and practices of an international professional services firm - experience of working in a law firm environment is essential
- Strong track record of experience and achievement in a manager level role
- Strong influencing, negotiating and coaching skills at a partner level
- Prior experience of working within a Corporate practice would be an advantage
- Excellent communication skills - written and oral, with exceptional attention to detail
- Advanced attention to detail and ability to create accurate work product
- Track record of project management and delivering pitches and proposals
- A proactive and assertive approach
- Flexible, committed and enthusiastic
- A proven ability to work to tight deadlines, juggle multiple projects and deliver under pressure
- Experience project managing and coordinating production of multi-jurisdictional and multi-practice proposals (including Panel and matter-specific RFPs)
- Ability to take initiative and to work both independently and in a team environment with a customer service focus
- Confident in handling confidential and sensitive information with appropriate discretion
- A proactive and assertive approach, tenacity, commitment and enthusiasm
- Team player with a sense of humor - this is a high performing, very supportive team with a strong team ethos
- This is a hybrid in-office/remote role based in our New York office.
- This role reports to the Associate Director of Business Development, Corporate/M&A.
White & Case is an Equal Employment Opportunity (EEO) employer and is committed to creating a diverse and inclusive workplace. It is our Firm's policy to recruit, employ, train, compensate and promote without regard to race, color, religion, creed, national origin, age, gender, sexual orientation, marital status, military or veteran status, disability, genetic information, or any other category protected by applicable law.
Applicants who are interested in applying for a position and require an accommodation during the process should contact talent.acquisition@whitecase.com .
The Firm may modify and amend this job description at any time at its sole discretion. Nothing herein creates a contract of employment or otherwise modifies the at-will nature of employment.
1 The above is a general description of the essential duties associated with this position and does not represent an exhaustive or comprehensive list of all duties.
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