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3 months ago
Stone King LLP
Location: South West, Bath, Wiltshire
Job type: Permanent
Employment Type: Employer
Contact: Stone King Recruitment Team
Sector: Legal
Category: Business Development Jobs

General

The role has responsibility for a focused practice group in helping them to develop and implement their Business Development plans, key client plans and initiatives.

Reporting to:

The Business Development and Marketing Director

The Role

Priorities in the first six months:

  • Establish working relationships with key individuals throughout the firm and the marketing team and understand their capacity and priorities.
  • Develop and implement active and ongoing plan for Business Development and Marketing initiatives across the firm.

Key relationships:

  • Director of Business Development and Marketing, Sector Heads and Team Heads
  • Other key individuals from within the Sectors.
  • The Business Development and Marketing team, other Partners and Fee Earners as required.

Key Areas of Responsibility

Business Development

  • Actively manage the business development process including: lead generation, managing a development pipe line (using CRM).
  • To develop and implement a Business Development Plan and develop key targets for all Partners and Fee Earners.
  • To work with the Business Development & Marketing Director to grow work from existing clients and contacts.
  • To maximise the work from intermediaries and to analyse which are worth working with.
  • Origination of research for tenders/presentations and ability to work in tandem with individual fee earners in the development of final pitch documentation/submissions
  • Maintain libraries of information, such as major clients, CVs, practice area descriptions, etc
  • Maintaining a tender database and central tender library
  • Injecting best practice into bid production in terms of content, style and consistent brand message across the Firm.

General

  • Representing Stone King to potential clients through direct communication in face to face meetings, telephone calls and emails.
  • Build and maintain good working relationships with fee earners as appropriate.
  •  Share best practice and knowledge within the sectors. Ensuring Stone King remains proactive and responsive to prospective clients

New Business

  • Manage entire New Business Process - prospect to close
  • Developing relationships with key intermediaries as referrers of new business
  • Assist the partners in developing new business through pitching; providing industry or client related input, as required, on transactional pitches across all four Stone King sectors, collating information on the firm's experience and producing a focused business proposal highlighting the Firm's expertise.
  • Encouraging fee earners to track and develop relationships with their contacts
  •  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
  • Being responsible for any panel pitches clients, or strategically important pitches and ensuring that the client team deliver to the highest of standards, promoting pitching best practice and to deadline.
  • Ensuring that systems are in place to capture pitch metrics, our pitch win/loss ratio and reasons for success
  • Tracking new clients firm wide
  • Conduct client feedback meetings, create reports analysing the information and cascade this information to fee earners with recommendations.
  • Keep a detailed log of pitches and update status of wins and losses
  • Ownership of the full pitch process, keeping standard documents up to date
  • Create monthly reports of key activities 

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