Law Firm Business Development Manager

Regional Business Development Manager

SummaryThe BD role for our client’s Northern Virginia McLean office is a new one and will be responsible for developing and executing business development ideas/plans and tactics that will support the office and its practices generally, but will focus on corporate & securities-technology, tax, real estate and government contracts.

 The BD manager is responsible for corporate & securities-technology, real estate, tax and government contracts practices and supervises Manager for IP and one or more Coordinators

 Based largely on the BD manager’s experience in the NoVa investment banking and accounting communities, s/he will facilitate development of new business with current and prospective clients, including introducing lawyers to referral sources and interacting with such referral sources to promote the practices and lawyers. In addition, s/he will help reestablish and further build awareness of and interest in the NoVa office, practices and lawyers in the post-merger environment.

 

 

Key Responsibilities

The needs of each partner and his/her related practice(s) will differ somewhat but each will require some balance of the day to day activities noted below:

 

Planning (15%)Assist partners in the development of business plans and develop marketing plans that will help achieve stated financial and strategic objectives of business plansEnsure the purpose of each marketing tactic or program is clear and supports the practice group’s overall objectivesIdentify, through own contacts and continued networking in the region, key individuals, companies and other organizations with whom partners can and should build relationships in order to develop relationships and business. These individuals, companies and organizations include investment banks and accounting firms, NVTC and MVA.

 

Execution (75%)Business development  - Facilitate introductions between lawyers and referral sources in the community; identify key players and opportunities to showcase our client’s capabilities to them Marketing Materials - Initiate/recommend, develop and review materials with key messaging and clearly defined value propositions for off the shelf fact sheets, brochures, etc.PR - Internal: identify recent achievements for internal promotion; review draft descriptions for internal newsletter; External: Work closely w/ PR Team on strategy for increased positive coverage; recommend ‘hot’ topics for client alerts and thought leadership pieces; draft directory submissions; Pitches/RFPs – Draft pitches/proposals/presentations; recommend business development strategies; assist in identifying the proper team and message points; monitor pipeline and track wins/losses and reasons for each Mailing Lists - develop strategies that will drive attorney/consultant “buy-in” re the value of centralized list(s); recommend ways to utilize lists to build business and reputation (including webcast series, targeted direct mailings, strong website subscriber & CRM base) Client Events, Seminars, Speaking Engagements – Initiate and execute programs and track ROI. This position may oversee administration of sports and other entertainment tickets used for client entertainment on a nearly daily basis by lawyers in both the NoVA and DC offices.Sponsorship Opportunities – Initiate and execute ideas to enhance existing relationships with NVTC, MAVA, WIT, and other local technology, venture capital and business organizations Cross-selling  - Identify and help execute cross-practice and cross-office marketing opportunities Conference/networking participation - Identify current/potential client & target attendees, encourage lawyers to seek them out and interact with them at events; assist attorneys pursue leads generated by providing strategic counsel with recommendation for targeted follow-up materials; coordinate attorney attendance to and represent the firm at NVTC, MAVA, WIT and other organization functions and eventsBiographies - Review, provide suggestions for improving/strengthening; edit; quality control - review new bios before postingMarketing Orientation – Collaborate with IP Marketing Manager on office marketing orientation to new attorneys and staffMarketing Programs – Work with IP Marketing Manager on office marketing training and programs for both attorneys and staff Budget - Manage the budget to maximize the dollars allocated to/invested for marketing

 

Evaluation (10%)Assess the ROI, qualitatively and quantitatively, for the opportunities/support provided and recommend changes in the marketing budget and plans according to results achieved and feedback/learning

 

QualificationsCollege degree required - JD, MBA or advanced relevant degree a plus; 6+ years relevant experience required. Must have experience in the corporate & securities-technology practice area Must have strong ties to and connections with relevant organizations in the area.Must have knowledge of Northern Virginia technology, venture capital and business market (e.g. NVTC, MAVA, WIT, Fairfax Chamber of Commerce, etc.)Excellent interpersonal and written communication skills required.Must be a self-starter and a team player with a can-do attitude who thrives on juggling numerous projects all on fast and tight timetables Position reports directly to CMO and local or national practice heads based in NoVA