Clyde & Co is a global law firm providing a complete service to
clients in its core sectors of insurance, transport, energy,
infrastructure and trade & commodities.
With over 5000 people operating from over 60 offices and associated
offices across six continents, Clyde & Co is committed to creating
successful outcomes for our clients. Our globally integrated teams of
disputes, regulatory and transactional lawyers provide a comprehensive
range of legal services and advice to businesses operating at the
heart of global trade and commerce.
Our success in the past 90 years has been built on our vision of a
single global partnership, providing a platform that offers rapid
access to expertise, wherever you operate in the world.
As our clients have evolved, so have our core values. We believe that
these values reflect our firm, our strategy and our commitment to
delivering commercially minded legal advice, client-focused services,
and innovative technological solutions to support our clients.
Aligned with these values is Clyde & Co's commitment to being a
responsible business. We take responsibility for the impact we have on
the environment, seeking to reduce it as much and as quickly as
possible. We strive to be a positive contributor to the communities in
which we operate across our entire global network. We take steps to
foster a truly diverse and inclusive workplace, that allows all our
people to flourish, for the benefit of our colleagues, the firm and
our clients.
The Department
The Global Business Development Leadership team sets the strategy in
consultation with the Global Strategy Board and Global Practice
Executives. The BD teams (comprising Communications, Marketing,
Business and Client Relationship experts) are led by regional heads of
business development who are aligned to our regional boards: Asia
Pacific, Middle East Africa, North America, UK, Europe.
Our strategy seeks to:
Manage and develop clients and profile in our global sectors
Adopt a content and product led approach in taking our practice
groups to market
Prioritise the use the integrated digital marketing channels
Position our most senior staff as advisors to the business,
supported by expert execution teams
Our principles dictate that the highest value clients and
opportunities command the highest value BD attention and bespoke tactics
The Role
This role is a key component of the Global Business Development Team,
working with the Head of Clients, Head of Clients, London Market and
the other Insurance Key Client Senior Managers, to manage and
contribute to the collaborative development and pursuit of clients
across insurance business lines and/or sectors.
This will be achieved by leveraging our global network; facilitating
the sales process; originating and coordinating high value marketing
and communications activity; and providing advisory and execution
services to the business.
Key to the success of this role will be an individual who is
comfortable determining key growth opportunities for their clients and
aligning these to the firm. The individual will be required to drive
internal connections and sales conversations with Partners and their teams.
Key Responsibilities
Engage with contacts at clients and
targets (Marketing & Communications activity)
Engagement management
Executes the given tactics in agreed
client development plans to best practice and actively uses
analytics to identify and track leads.
Ensure tactics employed are
commensurate with global and regional objectives; and analytics
are used to drive pursuits and leads
Content,
Products and Thought leadership ("Tools")
Identify trends/topics for the
development of tools and content and feed these into global
Products programme. Advise partners in the use of tools for
engagement and sales purposes. Ensures use is commensurate with
identified objectives.
Evaluation by clients and targets of our
capability and appropriates to instruct (Client and Business Development activity)
Sales
Pipeline management
Support the use of the Clyde
& Co Sales Operating System in tracking, managing and
converting identified pursuits and leads with allocated priority clients.
Research and intelligence
Undertake prescribed analysis of
internal and external data sources to meet client team, practice
and sector needs.
Measurability
Actively report on ROI on tactics and
activity for further opportunity identification
Conversion of opportunities to
instructions (Client and Business Development activity)
Enterprise
client pitch opportunities
Lead strategic pitch and panel
opportunities for relevant Enterprise Client ensuring the pitch
reviews are completed.
Client
meeting preparation
Prepare internal and external source
research and necessary supporting material including marketing assets.
Partner
pipeline review meetings
Conduct pipeline review meetings with
Enterprise client partners / teams to understand opportunities and
BD support required.
Retention of existing clients, and
expansion of relationship to other offices and practices (Client and Business Development activity)
Client
relationship management and development
Take Client Relationship Manager role on
relevant clients as strategy dictatestaking an overarching view of strategy
and client needs, achieving growth across the programme.
Facilitate partners' engagement with
Enterprise account programmes.
Use existing and identify new products
to help partners manage engagement and sales.
Demonstrate strong and comprehensive
knowledge of assigned client accounts and represent that knowledge
effectively in front of senior firm leadership.
Create and coordinate client teams and
effective cross-practice groups to support client development plans.
Client
insight: Relationship reviews
Gain support from partners to undertake
regular relationship reviews; undertake client review and ensure
report standards and processes are met. Take forward actions
arising from said meetings.
Client
insight: Matter/satisfaction reviews
Following established best
practice, ensure appropriate Enterprise client matters are opted
into the programme. Support reporting and analysis needs.
Use sector/practice insight gained to
influence sector/practice value proposition and market perception.
Operational management
People
Take ultimate responsibility for all
deliverables, quality and suitability of deliverables for each client.
Ensure appropriate utilization of local and central resources to
achieve objectives for each client whilst working collaboratively with Client
Development Managers in other sectors and regions. It is envisaged
there may be some team management requirements.
Ensure Head of Clients and Insurance Key Account Senior Manager
remain apprised of work and opportunities in progress and is
consulted on any barriers to delivery.
Process
Conform to global standards and best
practice, and their development or continuous improvement.
Data
Contribute routinely and accurately to
BD systems and safeguard data integrity; proactively use data in
the analysis and continuous improvement of our programmes.
Technology
Ensure BD technology is utilised in a
timely manner as processes and activity command.
Budget management
Lead annual budget process for
allocated Enterprise clients in relation to client activity and
maintain responsibility for budget management to ensure
appropriate expenditure and that the firm receives suitable return
on that investment
Essential Skills and Experience
Substantial experience of working as a senior client development
practitioner within a fast-paced professional services environment.
Experience of setting and monitoring budgets
Works comfortably at a Senior level and possesses the ability to
influence clients and key partner/lawyer groups
Strong organisational skills and the ability to handle multiple
priorities within tight timescales
Able to work to very tight deadlines under pressure and to
assimilate information quickly
Strong interpersonal skills including confidence, positivity,
diplomacy and the ability to gain credibility quickly
Excellent verbal and written communication skills
Demonstrates attention to detail with a high level of accuracy
Positive and tenacious with the ability to pro-actively drive
initiatives forward and motivate resources within and outside their
team to perform
Business Services Competencies
Clyde & Co is committed to providing extensive, personal and
professional development opportunities for our people enabling them to
be highly effective in their current role as well as assisting them to
fulfil their career aspirations.
The competencies are used to inform all aspects of Business Services
career development. They vary across levels and different business
areas and fall under the following areas:
Technical Excellence
People and Team
Client/Stakeholder Relationships
Service Delivery and Commercial Awareness
Personal Effectiveness
This is the job description as constituted at present; however the
Firm reserves the right to reasonably amend it in accordance with the
changing needs of the business.
