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 Development 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 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
The Role
To support and drive the ambitions of such a complex and growing
business, we are building the world's leading Business Development
& Marketing function. Key within this is our strong focus on
client development. At the heart of this role is helping to drive the
firm's strategic direction for their Insurance key account programme.
Clyde & Co is seen as the industry-leading law firm so the role
involves working with the key industry players and top clients from
the London insurance market, who have a global presence.
The role encompasses all aspects of client development, for example:
strategy and research; key pitches and internal team meetings;
developing marketing and business development activity that ties into
the clients' needs; reporting regularly back to the senior members of
the wider team and to the partnership on progress. This role covers a
range of business lines and practice areas and assumes a high degree
of involvement with the partners, associates and at times clients, on
a global basis. Over time, the successful candidate will take on
responsibility of the day to day running of their own modest portfolio
of clients.
Key Responsibilities
Assisting the Client Development Manager and the wider Client
Development team as necessary in implementing the key account
programme and on Growth Accounts programme into the wider business
development team, partners and senior firm management as appropriate.
Assisting the formulation of individual client plans and helping
to establish a formal Partner network responsible for growing the
business we receive from the client in all our global jurisdictions.
Managing and running regular client working group meetings with
partners and associates and following up on any subsequent actions
and opportunities.
Undertaking in depth financial gap analysis to identify what the
existing strengths and areas of opportunities are across client accounts.
Influence key individuals across the firm (across fee earners and
support services) to ensure buy-in and drive participation with the
key account programme.
Working collaboratively with other Business Development and Client
Development team members around the world to ensure alignment of
client programmes across the firm.
Support the development of the firm's wider client development
methodology as the programme expands into new areas of the firm,
working in conjunction with other Client Development / Business
Executives and Managers.
Co-ordinating client teams and effective cross-practice groups to
support client development plans.
Regularly undertaking client research to understand the changes in
their business and how we can adapt the service we provide to meet
their needs.
Development of appropriate marketing materials and activities to
fulfil client plans.
Assisting with proposal materials and the management of client
pitch efforts in respect of the identified client accounts.
At all times demonstrating strong and comprehensive knowledge of
the Client Development programme, and being able to represent that
knowledge effectively in front of senior firm leadership.
Essential Skills and Experience
Experience of working as a Client or Business Development
Executive within a fast-paced professional services environment, including:
Assisting with sector-focused client development and marketing activities
Developing and implementing business plans
Co-ordinating key client accounts
Supporting integrated and client-focused marketing and client
development plans
Production of marketing materials and activities to support the
client's agenda
Assisting with pitch efforts and proposal materials
Able to work closely with partners and associates and develop the
ability to influence key partners and decision-making groups.
Strong IT skills with experience of CRM systems (preferably
InterAction), Outlook, Word, Excel and PowerPoint.
Strong organisational skills and the ability to handle multiple
priorities within tight timescales.
Able to work to 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.
The Firm
Clyde & Co is a leading global law firm, specialising in the
sectors that underpin global trade and commercial activity, namely:
insurance, transport, construction, energy, trade and commodities. It
is globally integrated, offering a comprehensive range of contentious
and non-contentious legal services and commercially-minded legal
advice to businesses operating across the world. Clyde & Co is
committed to operating in a responsible way. This means progressing
towards a diverse and inclusive workforce that reflects the diversity
of its communities and clients, using its legal skills to support its
communities through pro bono work, volunteering and charitable
partnerships, and minimising the impact it has on the environment. The
firm has 480 partners, 2400 lawyers, 3200 legal professionals and 5000
people overall in over 60 offices and associated offices worldwide.
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
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.