The role

Create, develop and implement an overarching strategy to target, win and grow profitable business for RPC's Corporate, Real Estate and Finance practices (20 Partners, 50+ Lawyers in total)

Facilitate business, and business development, planning with relevant Partners at practice level

Drive the generation of profitable revenue growth from existing clients through implementing business development strategies at key client level

Develop a focused sales approach for existing and prospective clients which have high-potential for profitable growth

Develop and implement strategies and tactical action plans to win new clients which are either not subject to a formal tender process or to create a pipeline to feed that formal tender process

Take primary responsibility for implementing and managing all tactical marketing activity through the wider BMS team

Track, measure and report on the effectiveness of business development and sales activity, adopting a continuous improvement mentality at all times

Take the lead on information collation and pitch planning/drafting; working with the team but also freeing them up to focus on strategic discussions with you, as well as existing fee-earning work.

Key responsibilities

Business development

• Develop and lead a programme to drive profitable growth from identified clients and prospects in target sectors
• Work with the Head of Corporate and other key Partners to identify and prioritise key clients and to ensure resources are aligned accordingly
• Working alongside the Client Services team on theKey Account Programme for the practice and implement ongoing CRM best practice
• Institutionalise high quality relationship management and cross-selling disciplines, with the ultimate objective of opening out and driving revenue growth from existing clients
• Prepare Partners for effective relationship and business development meetings with clients and targets including providing client/target research and presentation/marketing collateral support
• Lead on relationship mapping activity and work with client teams to implement contact-marking plans
• Ensure all key client teams are appropriately supported to achieve their business development goals
• Advise, coach and motivate client teams, and assist in identifying business development opportunities
• Help Partners and Associates become more effective in their BD efforts through coaching and skill-building
• Identify business leads and emerging opportunities through market research and analysis
• Constantly look to improve processes and delivery, driving profitability, efficiency and excellent internal client service

Planning

• Work alongside relevant Partners to support the Corporate, Finance & Real Estate practice's annual business planning to develop long-range development strategies coupled with shorter-term financial, BD, resourcing targets focused on delivering sustainable profitable growth
• Develop and monitor budgets ensuring they are aligned to the firm and practice's priorities and deliver value for money

Proposition building and positioning

• Lead the Corporate, Finance & Real Estate practice in developing compelling and competitive value propositions, drafting appropriate content where relevant
• In collaboration with the marketing services team, design and execute strategies to ensure the propositions are clearly articulated and communicated across all channels (digital platforms, capability statements, proposals, legal directories etc), and with maximum impact
• Work with relevant lawyers and the marketing services team to deliver plans which build brand awareness and understanding in the external marketplace for both clients and recruits

Tactical marketing

• Work alongside Partners, Associates and marketing colleagues to prepare and implement appropriate positioning and business development tactics including:
  • PR & media
  • content
  • digital
  • social media
  • conferences
  • sponsorships
  • seminars
  • hospitality
  • internal communication
  • directories
• Ensure practice area marketing dovetails with and complements firmwide and other marketing activity
• Demonstrate ROI across all activities and report regularly to the Head of Corporate and the Director of Brand, Marketing & Sales on effectiveness, adopting continuous improvement where relevant

Bid management

• Lead on the management and drafting of pitch opportunities as required
• Act as a champion for best practice bid management within the Corporate, Finance & Real Estate practice
• Support the Proposals Manager on large-scale pitch and sales opportunities, ensuring propositions are articulated in compelling sales collateral
• Improve and continuously refine standard content and materials to support the bid process and wider marketing collateral
• Ensure cross-selling is happening at all levels

Budgeting

• Take the lead role in preparing an annual Brand, Marketing & Sales budget aligned to Corporate, Finance & Real Estate practice marketing and business development strategies
• Review monthly expenditure against budget, ensuring value-driven cost control

Knowledge, skills and experience

• At least five years' experience of working in professional services firms - with recent legal sector experience an advantage
• Experience of, and a keen interest in, supporting business development for a Corporate practice within a law firm. An additional interest in/experience of banking, real estate and other transactional areas is a plus
• Up-to-date knowledge of relevant practice level marketing strategies and tactics
• Experience of developing practice- and client-focused BD plans and a track record of delivering financial results aligned to objectives
• Experience of running a successful key client program
• Professional, credible and impactful - a demonstrable track record in influencing and persuading senior-level stakeholders
• Active, not passive; willing to take responsibility
• An effective relationship builder - is able to interact with individuals at all levels across the business
• A proven passion for relationship marketing
• A highly effective communicator - both written and oral
• The ability always to see things from the client perspective
• Ambitious, and looking to develop a career in professional services marketing
• Energy, drive and enthusiasm
• A team player, with proven experience of developing and motivating others and a willingness to do what's needed across the board to contribute to growth
• Well organised, and adept at managing many projects simultaneously
• Flexible - in approach, working hours, and priority management
• Excellent attention to detail and accuracy
• Demonstrates initiative
• Doesn't take themselves too seriously