Legal Business Development Director - Transactional Department
73 Days Old
WilmerHale is a leading, full-service international law firm with 1,000 lawyers located throughout 12 offices in the United States and Europe. Our lawyers work at the intersection of government, technology and business, and we remain committed to our guiding principles of providing quality, excellent legal and client services; developing diversity among our lawyers and staff and cultivating an environment that promotes an ambitious spirit, collaboration and collegiality by drawing on the extraordinary talents and dynamic experience of our lawyers. Our goal is to reflect the diversity of our clients and the communities in which we practice.
What You Will Be Doing:
The Director, Business Development is responsible for leading the business development and marketing strategies and initiatives for the firm's Transactional Department. Responsibilities include providing sophisticated advice and guidance, to practice groups and individual lawyers. Partner on 1.) growing practice group work portfolios and client relationships; 2) developing new business opportunities; 3) raising practice group and profiles; 4) legal departments and practice group management in identifying and pursuing qualified opportunities for gaining new business by way of new or existing client relationships. In essence, the role involves two key elements: (i) working with a varied group of partners (e.g. differing areas of focus; differing levels of seniority) to develop and implement individual business development plans, and (ii) generating ideas and using sharp intuition to identify opportunities. While this role inevitably involves some process management and administration, interpersonal skills, industry knowledge and creativity will be the most important attribute for this position.
Much of this work starts by developing action-oriented plans to set direction, establish large-scale objectives, and define the framework for business-development plans. These plans can apply to individual partners, practice groups, or entire legal departments, yet will often follow these steps: (i) meet with individual partners or practice group leaders to assess the needs, (ii) identify the target market; (iii) define the "value proposition"; (iv) aggregate experience to support the value proposition; and (v) describe the tactics to enhance the group's profile ("reputation building").
While planning is fundamental, driving execution of the plans is the essential talent required for success. Among other things, effective execution involves these activities:
- Researching - conduct research on market conditions, to include analysis of competitors and to help identify trends and opportunities for new business.
- Prospecting/Networking - as an extension of market research, and in concert with key partners, define and rank prospective-client targets (conduct basic conflict examinations to identify any obstacles early in the process). In addition, develop a keen understanding of the department, practice group, or individual partner legal specialties in order to serve as a competent spokesperson for the group at conferences, seminars, and at formal or informal promotional occasions.
- Positioning - in concert with key partners, assign prospective-client targets to "relationship partners." Then, work with the relationship partners to (a) define the opportunity for serving the prospective by customizing the value proposition; (b) make contact with the prospect and arrange a meeting to learn about the prospect's needs while introducing our ideas for satisfying those needs; (c) make a presentation/pitch; and (d) work to maintain and enhance the relationship in order to position the firm to serve the prospective client.
About This Role
- Works with partners individually to understand their areas of expertise and existing business base, solicit their ideas for business development plans and assisting them in achieving success in implementing their business development plans.
- Works with the Chief Client Development Officer, other departmental leadership and staff, and key attorneys to develop strategic business development plans for assigned practice groups, departments and individual partners.
- Manages client development processes, such as pipeline reports and works closely with partners to initiate and follow-up on sales leads, prospective client meetings, and sales preparation and follow-up.
- Managing all aspects of the client sales lifecycle including, but not limited to, identification, pursuit strategy, qualification, and contracting of new business opportunities.
- Leads a team of Business Development professionals responsible for the execution of a range of projects and activities including RFPs and tailored pitches, client presentations, events and sponsorships, market research and competitive intelligence, legal directory submissions and awards, thought leadership and content development, experience management and more (relying upon other department subject matter experts and work processes as applicable). Ensures quality of deliverables, alignment of resources to firm and practice group objectives and the performance management and professional development of staff.
- Develops a pipeline of target opportunities for new business, primarily at new clients but also with a focus on expanding our footprint with existing clients.
- Responsible for directing assigned Business Development programs.
- Works with the Finance Department to ensure that the Department is capturing and effectively using internal data for business development purposes.
- Assists with ongoing management of the proposal response process including responding to formal Requests for Proposal (RFP). At times, may lead the firm's response to particular RFPs and lead attorney response teams.
- Assists in budget preparation and strategic planning discussions.
- Assists with proactively supporting client service by actively participating in the firm's Service Excellence initiative. Ensures that staff members are providing quality service to internal members/departments of the firm as well as external clients and vendors by displaying professionalism via electronic and print correspondence, over the telephone and in-person and by encouraging an atmosphere that rewards a "can do" attitude.
Required Skills
What You Will Bring/Your Qualifications
- Exceptional relationship building skills.
- Proven business development skills or aptitude.
- Ability to work with and manage others in a team setting, including the management of others in remote settings.
- Ability to work in a fast-paced environment with stressful deadlines and unyielding expectations for attention to detail and quality.
- Excellent written, presentation, and oral communication skills.
- Competent at performing data analytics to study topics such as deal volume and market share.
- Organized and vigilant in maintaining experience databases for use in portraying expertise for types of cases, deals, or other activities.
Required Experience
- Minimum of 10 years of business development or professional services experience. Professional services experience strongly desired.
Education:
- BA or BS required; graduate degree or JD strongly preferred.
This job description is intended to describe the general nature and level of the work being performed by employees in the position. It is not intended to be a complete list of all responsibilities, duties, and skills for positions. The firm reserves the right at all times, in its sole discretion, to add or subtract duties and responsibilities, as it deems necessary.
Wilmer Cutler Pickering Hale and Dorr LLP (WilmerHale) is an equal opportunity employer and is committed to compliance with all applicable laws prohibiting employment discrimination. It is our policy to take all employment actions and make all employment decisions without regard to race, color, religion, creed, gender, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, ancestry, age, marital status, citizenship status, genetic predisposition or carrier status, disability, military status, status as a disabled or other protected veteran, or any other protected status under applicable law. WilmerHale will make reasonable accommodations for qualified individuals with disabilities and otherwise as required by applicable law.
For more information about Equal Employment Opportunity, please click here.
For additional information about our benefits, please click here.
- Location:
- Boston
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