Director of Business Development and Client Growth

ICE MILLER LLP•Columbus, OH

18d•$175,000 - $250,000

About The Position

The Director of Business Development and Client Growth provides strategic and operational leadership for the firm’s Business Development and Proposals teams in support of the firm’s practice groups. Reporting to the Deputy Managing Partner, the Director partners with firm leadership, Practice Group Leaders, Practice Group Directors, and attorneys to develop and execute strategies supporting revenue growth, client retention, cross-practice collaboration, and the firm’s strategic priorities. The Director leads business development planning, proposal and pursuit strategy, client growth programs, market intelligence, systems, reporting, and team operations. The role builds a high-performing, service-oriented team and establishes consistent processes, tools, and performance measures across the Business Development function. Working with Marketing, Pricing, Finance, Recruiting, Human Resources, Knowledge Management, Information Technology, and other professional functions, the Director translates firm priorities into practical programs and measurable results. The Director also manages the Business Development budget and recommends resources, technology, and investments to support growth. The position requires travel as needed across the firm’s offices. It involves extensive use of a computer, telephone, and printing, copying, faxing, and scanning equipment. The employee may encounter weather conditions while traveling; the work environment is usually moderately noisy. Occasional sitting, standing, talking, seeing, and hearing are required. Candidates must have permanent authorization to work in the United States. Ice Miller LLP is an Equal Opportunity Employer and is committed to recruiting, developing, and retaining talented attorneys and professional staff from all backgrounds in a respectful and fair culture.

Requirements

Bachelor’s degree in Business, Marketing, Communications, or a related field.
At least 10 years of progressively responsible experience in business development, client development, marketing, or professional services leadership.
Strong understanding of the business of law and law firm economics, strategic pricing, profitability models, and client relationship management.
Demonstrated success developing and executing business development strategies that measurably improve revenue growth, client retention, pipeline development, proposal success, or profitability.
Experience overseeing departmental budgets, financial planning, and resource management.
Experience mentoring, training, and providing professional development opportunities to business development professionals.
Ability and desire to work collaboratively with and influence other business professional teams, including Practice Group Directors, Marketing, Pricing, and IT.
Exceptional executive communication, presentation, project management, and organizational skills, including the ability to manage competing priorities and deliver high-quality work in a fast-paced professional services environment.
Experience with proposal automation platforms such as QorusDocs, CRM systems, business intelligence and reporting tools, and Microsoft 365 applications, including PowerPoint, Excel, Power BI, and SharePoint.
Willingness and ability to travel.
Must be able to perform all essential duties.
Candidates must have permanent authorization to work in the United States.

Nice To Haves

Advanced degree.
At least five years of experience leading and developing business development professionals, including managers or other people leaders.
Significant experience leading business development functions within a law firm or other professional services organization.

Responsibilities

Develop and execute a comprehensive business development strategy that supports the firm’s strategic plan, growth objectives, and market positioning.
Advise firm leadership, Practice Group Leaders, and Practice Group Directors on client development, market opportunities, competitive positioning, and revenue growth initiatives.
Coordinate business development strategies with Marketing’s positioning, communications, campaigns, events, and thought leadership initiatives.
Identify opportunities to expand into new markets, industries, service offerings, and client segments; develop firmwide and practice-specific growth initiatives.
Drive operational excellence and innovation across business development functions and lead cross-functional initiatives.
Monitor legal industry trends, competitive developments, emerging technologies, and business development best practices; use market intelligence to guide decisions.
Provide direct leadership to the Business Development and Proposals teams, including work allocation, performance management, coaching, talent development, succession planning, and hiring and staffing recommendations.
Set departmental goals, priorities, service standards, and key performance indicators; foster a collaborative, client-focused, accountable, and results-oriented team culture.
Recommend organizational structure, staffing model, and resource allocation changes, subject to appropriate leadership approval.
Guide Business Development Managers in producing competitive intelligence reports and business development plans for practice groups and individual attorneys, focused on client development, retention, and key-account relationships.
Partner with practice leadership to develop, implement, and monitor strategic plans for practice groups and industry teams.
Work with attorneys to identify client growth opportunities, strengthen relationships, and support cross-selling; provide coaching, planning, training, and thought leadership support.
Participate in practice group leadership meetings and strategic planning, supplying business intelligence, market analysis, and recommendations.
Oversee firmwide business development operations, systems, tools, reporting, and processes.
Establish best practices for opportunity management, pursuit tracking, client targeting, pipeline management, competitive intelligence, and reporting.
Evaluate, implement, and optimize technologies and platforms supporting business development and client growth.
Establish business development KPIs and oversee executive reporting and dashboards measuring activity, pipeline, proposal performance, client growth, and return on investment.
Lead proposal, pitch, and pursuit strategy, including coordinated development of RFP responses and significant client presentations.
Oversee the Proposals team and ensure compelling, client-focused, competitive responses through effective processes.
Collaborate with attorneys, practice leadership, Pricing, and Marketing on pursuit strategies for significant opportunities; improve proposal content, templates, processes, and knowledge resources.
Monitor proposal success rates and implement strategies to improve win percentages and client conversion.
Lead client development initiatives, key client programs, and client relationship management strategies to deepen priority-client relationships and expand engagements.
Work with Marketing, Pricing, Finance, practice leadership, and relationship attorneys to identify ways to improve client value, service delivery, pricing, and client experience.
Lead the client feedback program, present findings to firm and practice-group leadership, and translate feedback into client-specific and firmwide action plans.
Promote client-centered service through ongoing business development coaching and training for attorneys.
Develop, manage, and oversee the annual Business Development department budget and provide input during firm budgeting and planning.
Evaluate investments, technology expenditures, vendor relationships, and resource allocation to maximize return on investment; monitor financial performance and steward firm resources responsibly.
Partner with Accounting and firm leadership to assess growth initiatives, investment opportunities, and business development performance.
Perform all essential duties and other duties that may be assigned.