Overview

The Manager, Business Development & Marketing provides strategic insights and tactical execution of initiatives, projects, programs, activities, and processes that support the business development and marketing strategies for the insurance, government solutions, real estate, and environmental practice groups. This is a highly-visibly, hands-on and results oriented position, offering close collaboration with senior leaders of the firm in pursuing revenue generating opportunities, deepening client relationships, and building profiles. Candidates should be experienced managers who enjoy both ideation and execution, can prioritize when working across multiple projects, and are driven to align firm capabilities with client needs to help attorneys proactively engage clients and win work.

Responsibilities

Business Development and Strategy

• Contribute significant advice, actionable insights, and meaningful market analysis to the development and implementation of the practice group strategies and business plans
• Work with department and practice group leaders, partners, and BD & Marketing leadership to develop and execute on specific marketing goals, initiatives, and strategies to support business development
• Identify cross-selling opportunities within existing practice group clients and other firm clients and work with the team members and attorneys to expand client relationships
• Help attorneys engage with clients directly with the priority to generate revenue
• Serve as a catalyst to encourage and support attorneys to engage clients, sell and cross-sell firm services
• Support practice group leaders by driving annual business and budget planning processes and managing follow-up throughout the year
• Help create and drive strategy for and manage responses to customized pitches, business development presentations and RFPs
• Read industry, legal, and business publications to remain aware of trends that may impact the practice groups and to identify business development and promotional opportunities
• Assist with the integration of lateral partners and counsel

Marketing, Profile Raising and Communications

• Conceptualize sophisticated services and communicate their benefit effectively and simply to clients in writing and orally
• Create and regularly update pitch materials, brochures, practice group descriptions, website content, deal and experience lists, and other marketing collateral, with a focus on value and client benefit
• Work with the communications and PR team to build profile for the practice groups (internally and externally) by securing media opportunities, developing thought leadership pieces, and publicizing news items, events, articles and client matters as appropriate
• Produce and manage seminars, receptions, webinars and other marketing-oriented events and activities in coordination with the events marketing team
• Evaluate sponsorships and opportunities to participate in various directories, and manage those we engage in to ensure the firm receives the maximum return on its investment

Coaching and Training

• Provide coaching, individually or in a group context, to attorneys to help them develop new business, expand existing relationships and drive their market demand
• Evaluate existing techniques used by attorneys to connect with clients and offer suggestions on how to effectively communicate unique value propositions that differentiate Foley & Lardner
• Collaborate with BD & Marketing Department colleagues to deliver relevant BD training
• Create and maintain a library of best practices to be used systemically throughout the organization

Team Leadership and Management

• Directly supervise a team and collaborate, mentor, and lead to ensure a high-performing and results oriented team in support of the Business Law Department
• Build trusted and productive relationships with attorneys and colleagues to develop and execute practice group plans and initiatives
• Recommend, direct and support traditional marketing activities that position the practice groups and firm to win work from desired clients
• Provide discipline and structure to advance projects and plans to desired outcomes
• Incorporate Return on Investment (ROI) mentality in all business development activities and expenditures; evaluate investments and make recommendations with respect to new and existing programs
• Understand and support the pitch process, including competitive intelligence and research, to ensure strong intra-practice and industry group communication and client service opportunities
• Monitor and report pursuits via the firm’s CRM to provide analysis showing the group’s activity to win new business

Qualifications

• Bachelor's Degree required
• Minimum of ten (10) years of business development and/or marketing experience required 
• Prior experience working with, or a solid understanding of real estate, government, environmental, and/or insurance is preferred
• Must have proven revenue growth & client relationship management experience as well as practice group strategy and management experience