Robinson Bradshaw is seeking a Director of Business Development and Client Experience to lead the firm's business development and marketing efforts with a strategic emphasis on client relationships. This individual will serve as a proactive partner to our attorneys-helping them develop and deepen client relationships while identifying growth opportunities across the firm. The individual will also oversee firmwide client events and assist attorneys with planning and execution of individual client events. The director will oversee the Business Development and Marketing Department, which is responsible for implementing all business development and marketing efforts for the firm.
JOB RESPONSIBILITIES:Strategic Business Development & Client Relationships
- Client Relationship Management & Strategy: Assist attorneys in developing and deepening client relationships-both reactively in response to attorney requests and proactively by identifying new ways to engage clients beyond delivering excellent legal work. Provide direct one-on-one business development support to attorneys, facilitate client service teams where appropriate, and develop tailored strategies to protect and grow the firm's most significant client relationships while identifying opportunities to develop new client relationships.
- Cross-Selling, Synergies & Opportunity Spotting: Take a big-picture view of the firm's experience and relationships to identify natural synergies, cross-selling opportunities and high-value prospects. Pinpoint strategic opportunities such as speaking engagements, leadership programs and board positions for attorneys. Represent the firm in community organizations to strengthen connections with business leaders in the community.
- Events & Engagement: Oversee the planning and execution of client-facing events and client gift and recognition programs.
- Attorney Development: Organize business development training and coaching for attorneys at all levels.
- Reporting & Data: Leverage data, CRM tools and reporting on business development activities to inform strategy and measure effectiveness.
- Legal Services and Market Understanding: Develop an understanding of the different practice areas of a full-service corporate law firm, match those areas to existing and potential clients; and evaluate the nature of competition from other legal service providers.
- Client Experience & Feedback: Conduct periodic assessments of the client experience, help improve individual touchpoints and develop a client feedback program that may include online surveys and in-person interviews.
- RFPs and Pitches: Oversee and support preparation of compelling RFP responses and pitch materials, ensuring strong writing, thorough research and strategic positioning. Assist with the pitch preparation process.
- Client Communications & Succession Planning: Assist with proactive client communications regarding succession planning, transitions and other significant developments. Monitor declining or at-risk clients, assess contributing factors, and recommend appropriate action.
- Client and Industry Research and Tracking: Assist attorneys with research and tracking of key clients and industries for strategic use in business development.
Department Leadership
- Lead the Business Development and Marketing Department, setting departmental strategy and ensuring alignment with firm goals.
- Oversee and supervise business development and marketing professionals responsible for client events, RFPs and pitches, the firm's website, branding and merchandise, firm communications, advertising strategy and purchasing, attorney rankings and promotions, sponsorships, social media, PR, media relations and executive communications.
KNOWLEDGE, SKILLS AND ABILITIES:- Bachelor's degree required.
- Significant professional experience in business development, client relations or a related strategic role in a professional services organization. Prior law firm experience or familiarity with the legal market is helpful; however, experience across a variety of industries is also highly valued.
- Experience working as part of a team to further the overall benefit of the firm. Demonstrated ability to build trust and collaborate effectively across all levels of the firm. Commitment to learning the firm's practices, attorneys and clients in depth.
- Proven ability to lead, motivate and develop a team, including supervising direct reports and leading cross-functional initiatives.
- Strategic thinker with the ability to see the big picture, identify patterns and synergies, and translate insights into actionable strategies-combined with a willingness and ability to roll up sleeves and drive results through hands-on execution.
- Outstanding written, oral and research skills, with professionalism to represent the firm effectively in both internal and external settings.
- Experience using technology and data to further strategic objectives.
