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Manager, Client Development
4 months ago
Make an impact at Goodwin, where we partner with our clients to practice law with integrity, ingenuity, agility and ambition. We are in the business of building authentic, long-term relationships with our clients, who are some of the world's most successful and innovative investors, entrepreneurs and disruptors in the life sciences, private equity, real estate, technology and financial industries, and where they converge. Our immersive understanding of these industries - combined with our expertise across high-stakes litigation and dispute resolution, world-class regulatory compliance and advisory services, and complex transactions - sets us apart. Our Global Operations Team - all business professionals of the firm - was named the "Best Business Team" by The American Lawyer.
The Client Development Manager (Temporary) is a leader who possesses a client-focused mentality, is highly service oriented, and has the ability to guide, direct and advise lawyers in a sophisticated marketing and business development environment. Responsibilities include helping shape the strategic positioning within the context of the Goodwin brand for our Securities Litigation, White Collar Litigation, and Commercial Litigation areas; supporting client relationship-building initiatives; facilitating cross-selling opportunities with other practice groups and geographies; lead generation; and identifying effective thought leadership opportunities.
What you'll do:
Conceptualize, initiate and support client relationship building activities and other activity that will help the firm to institutionalize its client base and grow top line revenue.
Develop business development plans for primary and sub-practices.
Work with the partners in developing and implementing personal business development plans and network expanding activities.
Track and provide monthly updates detailing business development activity and successes (win/loss ratios, referrals, return on networking investments, upcoming activities).
Participate in the design and implementation of cross-practice and cross-geography business development initiatives, including client teams and broader initiatives.
Where appropriate, participate in networking opportunities to directly generate new business opportunities for the firm.
Oversee research and related competitive intelligence activity for key clients and prospects, working closely with the Market & Competitive Intelligence team. Monitor the business development strategies and related activity of key competitors.
Prepare responses to RFPs/RFIs and daily pitch requests; working with the Director of Client Development and the Pricing and Project Management team in developing alternative fee arrangement proposals and other value adds.
Work with Client Development Director to ensure integration of lateral associates and partners.
Identify and prioritize key organizations and events in which the practice/partner(s) will participate; and, manage Goodwin-hosted events.
Develop and manage budget for practice-related memberships, sponsorships and hosted events.
Negotiate contracts, speaking opportunities and other related benefits.
Develop targeted mailing lists, report on RSVPs and identify existing firm relationships with attendees.
Attend events and assist attorneys with making connections at events; report on return on investment.
Work with the Marketing team to ensure that practice descriptions, data sheets, web content and other marketing materials are compelling and up-to-date.
Identify matter tracking activities for the practice and ensure appropriate details are captured in the experience management system for easy output to proposal materials.
Coach lawyers on business development, including personal business development plans. Focus lawyers in various legal practice areas on practical, effective deliverables, tracking all results stemming from these efforts.
Work with the firm's Communications team to develop targeted, strategic submissions for practice-related and attorney rankings, surveys and awards, including Chambers, Legal 500, and other industry-specific/geographic/attorney demographic opportunities for recognition.
Work with Communications team to develop and implement public relations strategies that further the groups' goals for positive media exposure and visibility.
Who you are:
Strategic thinker with strong project management, process implementation, data analysis skills.
Able to interact in a highly professional manner with partners, clients, colleagues and service providers.
Superior communication skills, including strong writing and editorial skills, with particular attention to detail.
Flexibility and ability to work with a wide variety of people and projects in a collective and collaborative manner.
Collaborative team player used to operating in a matrix environment.
Strong computer skills including proficiency in the Microsoft Office suite. Experience with Foundation and Microsoft Dynamics or other CRM platforms a plus.
A total of 6+ years of progressive experience in a practice management, business development or marketing role, ideally in an AmLaw 100 or other large professional services firm.
Previous experience supporting litigation practices is strongly preferred.
Minimum BA, BS or degree equivalent
Consistent with the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance an arrest and conviction record will not automatically disqualify a qualified applicant from consideration.
Goodwin Procter LLP is an equal opportunity employer. This means that Goodwin Procter LLP considers applicants for employment, and makes employment decisions without unlawful discrimination on the basis of race, color, gender, gender identity or expression, age, religion, national origin, citizenship status, disability, medical condition, genetic information, marital status, sexual orientation, military or veteran status, or other legally protected status.
Please note: Various agencies of the United States government require employers to collect information on applicants and employees. The National Association of Law Placement (NALP) and certain clients request us to keep track of certain aggregate information regarding lawyers. EEO information requested on this application is for purposes of compliance with these recordkeeping and reporting requirements and to determine recruiting and employment patterns. Submission of this information is voluntary and refusal to provide it will not subject you to any adverse treatment.
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