As a Client Development Manager,
you will be responsible for generating and attending business
development meetings with clients and introducing our lawyers to
them. You will also research the clients' needs and help to generate
new instructions for our firm. You will work closely with the Client
Relationship Programme Lead and Business Development leadership to
implement client initiatives, covering a range of sectors and
practice areas. You will also work closely with the Client team in
the UK (and other regions as required) to support the growth
ambitions of the firm. This role will be client facing, focusing on
generating revenue opportunities and reporting on the progress of these.
The Team
The global business development
leadership team sets the strategy in consultation with the global
strategy board and global practice groups. The business development
and Marketing (BD&M) teams (comprising client development,
communications, marketing and business are led by regional heads of
business development who are aligned to our regional boards: Asia
Pacific, Middle East and 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 when growing our market profile.
Prioritize the use of 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.
Key Responsibilities
Identify and pursue new business opportunities with clients, using
the CRM system to track and manage the leads and conversions
Attend client meetings (with and without fee earners) and present
our credentials and capabilities to the clients, ensuring that they
are exposed to our senior bench and diversified teams
Utilize external tools, such as LinkedIn to generate a network of
relevant contacts
Research the clients' needs, growth plans, and decision-making
processes, and use the insights to tailor our approaches (whether
through proposals or direct approaches)
Create and coordinate cross-practice client teams to support
development of key relationships
Utilize existing marketing campaigns, initiatives and events that
align with the clients' needs and expectations to generate revenue
and opportunities
Provide relevant input into the creation of differentiating
proposal materials and the management of selected client pitch
efforts, in collaboration with the pitch team and other members of
the client development team, to improve our win rate and profitability
Monitor and measure the client revenue, KPIs, and feedback, and
report regularly to the Client Relationship Programme Lead for
communications to the board and partnership on the progress and
outcomes of the client programme.
Work collaboratively with colleagues across various functions
(e.g. HR, Finance, Business Intake) and regions to ensure alignment
and integration of the client development programme across the firm.
At all times demonstrate strong and comprehensive knowledge of the
relevant clients and the firm and represent that knowledge
effectively in front of senior firm leadership and the clients.
Candidate Profile
The ideal candidate will:
Be educated to degree level (2:1 or above) or possess equivalent experience.
Hold a professional marketing or sales qualification, e.g. CIM/CAM (desirable).
Have considerable experience of working as a Client Development,
Sales or Business Development practitioner at management level
within a fast-paced professional services environment.
Have proven track record of generating converting new business
leads with global multinational clients and managing key client
accounts and relationships.
Have excellent verbal and written communication skills, with
exceptional attention to detail.
Have strong IT skills with experience of CRM systems, Outlook,
Word, Excel and PowerPoint.
Have strong organizational skills and the ability to handle
multiple priorities within tight timescales.
Be able to work to very tight deadlines under pressure and to
assimilate information quickly.
Have strong interpersonal skills including confidence, positivity,
diplomacy and the ability to gain credibility quickly.
Demonstrate attention to detail with a high level of accuracy.
Be positive and tenacious, with the ability to pro-actively drive
initiatives forward and motivate resources within and outside their
team to perform.
Be able to work closely with partners and associates and possess
the ability to influence key partners and decision-making groups and
manage the implementation of outcomes from these groups.
Exemplify the attributes that we wish to communicate to the market.
Be able to travel periodically within MEA.
The Firm
Clyde & Co is a leading global
law firm, helping organisations successfully navigate risk and
maximise opportunity in the sectors that underpin global trade and
commercial activity and enable global prosperity, namely: insurance,
aviation, marine, construction, energy, trade and natural resources.
Globally integrated, we offer a comprehensive range of contentious
and non-contentious legal services and commercially minded legal
advice to businesses operating across the world. We are committed to
operating in a responsible way by progressing towards a diverse and
inclusive workforce that reflects the communities and clients it
serves and provides an environment in which everyone can realise
their potential, using its legal and professional skills to support
its communities through pro bono work, volunteering and charitable
partnerships, and minimising the impact it has on the environment
including through a commitment to the SBTi Net-Zero standard and the
setting of ambitious emissions reduction targets. The firm has 490
partners, 2400 lawyers, 3200 legal professionals and 5500 people
overall in nearly 70 offices and associated offices worldwide.
Clyde & Co in the Middle East
With over 30 years of experience
in the Middle East, Clyde & Co is one of the largest
international law firms with over 50 partners and over 350 staff
operating through six offices and associated offices in Abu Dhabi,
Cairo, Doha, Dubai, Jeddah, and Riyadh. Clyde & Co
supports international and local
organisations throughout the wider region with a full-service
offering of local specialists across most business sectors and
services of law, including commercial, commercial disputes,
corporate, cyber risk, data protection & privacy, employment
& immigration, finance, global recoveries, insolvency &
reorganisation, intellectual property, international arbitration,
projects & construction, real estate, regulatory &
investigations, tax, and technology, outsourcing & data.
Our Values
Our values are the principles that
guide the decisions we make, unite us in our endeavours and
strengthen our delivery, for our clients and our firm. We:
Work as one
We are a globally connected team of talented people
who act with a firm-first mentality to achieve success
Excel with clients
We aim high and challenge ourselves to deliver
unique excellence for our clients, keeping them at the centre of
everything we do
Celebrate difference
We help each other to be at our best and believe our
differences result in greater achievement
Act boldly We
seek new opportunities, take action and learn as we go, recognising
that curiosity drives our development and contributes to growth
This is the job description as constituted at present; however, Clyde
& Co reserves the right to reasonably amend it in accordance with
the changing needs of the business.
