Practice & Client Development Manager, Services

Spencer Stuart•San Francisco, NY

4d•$115,000 - $130,000

About The Position

Our global Services Practice provides clients with insights on how to align people, strategy and culture, based on our extensive work with organizations navigating these changes, our firsthand perspective on the industry’s unique talent issues, and our relationships with proven leaders, including CEOs, board directors, managing partners and other key functional leaders. Within the Services Practice, we further refine our expertise by operating within the Professional Services, Technology Services, Law Firms and Legal Services and Business Services sectors. Specialties include, but are not limited to, strategy and management consulting, financial, transaction, M&A and restructuring advisory, human capital, organization and talent advisory, systems integrators and IT services, digital software and product engineering services, managed services (MSP) and managed security services (MSSP), services in product companies. The Practice & Client Development Manager leads key business development support and operations, facilitating the creation of insightful, differentiating pitch content and market insights and enabling a firmwide culture of knowledge sharing and collaboration. The primary role of the Services Practice & Client Development Manager (CDM) is to partner with the Services Practice Director, Services Global & Regional Leaders on strategic ‘hands on’ business development and content-creation as well as supporting the Services leadership in day-to-day operations. The CDM works in close collaboration with consulting teams as well as other client development colleagues and cross-functional teams to enable world-class business development and opportunity pursuit.

Requirements

Approximately 5-10 years of work experience in a corporate environment, ideally within executive search, management consulting, other professional services, or market research.
The role involves significant client service and the management of multiple projects toward tight timelines in a fast-paced environment where competing demands are the norm.
Experience with researching and organizing information from databases and/or internet resources.
Ability to analyze and synthesize data into other formats.
Familiar with business reference resources such as Capital IQ, LinkedIn, BoardEx, etc.
Comfort level with AI tools.
Strong verbal and written communication skills in English.
Strong business acumen and commitment to exceptional client service with internal and external audiences.
Advanced research, analysis, and synthesis skills and experience.
Proficiency with MS Office applications (Excel, PowerPoint, and Word), with ability to create client-ready presentations in PowerPoint.
Undergraduate degree required

Nice To Haves

master’s degree a plus

Responsibilities

Together with the Practice Director, partner with the Global Practice Leaders, Regional/Global Sector Leaders to develop and fine-tune the business and strategic-account strategies and plans for the practice across all regions and sectors.
Work on proactive analysis to identify trends, insights and whitespace that represent commercial opportunities for the practice (bring an outside-in perspective, if applicable, and leverage best practices from other Spencer Stuart practices).
Work with Practice Director and Practice Leadership in the day-to-day operations, including – but not limited to – practice performance and metrics, forecasting, meeting planning, communication and onboarding of new colleagues.
Develop approaches, leveraging Quest tools as possible, to assess and analyze win/loss outcomes and stats on a regular basis, and recommend adjustments to improve conversion and impact.
Work to leverage new technologies and evolve processes.
Guide Services Analysts as needed on creation of BD deliverables, including training and quality control.
Direct Analysts in creating and maintaining current data/statistics in the areas of relevant engagements lists/case studies, BD target lists, win rates and other key BD related KPIs.
Design and implement go-to-market strategies and materials for Services and sector specific search and advisory offerings.
Analyze overall Services market trends, client needs, and competitive positioning to inform strategic priorities and messaging.
In partnership with Practice Leadership, refine and continuously improve the Services go-to-market narrative – incorporating new service lines and evolving solutions.
Coordinate with Leadership Advisory Solutions (LAS) to align Services search with broader advisory offerings.
Act as the primary client development lead for Services opportunities, partnering with Practice and Sector Leaders, consultants and client development colleagues to win potential new business and drive growth.
Partner closely with Practice Leader, Sector Leader and Services consultants, to drive preparation and shape messaging for must-win CEO and other high stakes quals, including pitch strategy, meeting planning, and content development.
Evolve quals by taking insights from existing intellectual capital and adding Firm and practice perspectives.
Create and maintain insightful, customized qualifications packs and pitch materials for new business development opportunities and orchestrate regular updates of key materials and ensure the best-in-class slides are stored on Content Hub.
Develop and leverage case studies that show our impact.
Support pricing strategies, proposal development, and client targeting efforts.
Leverage data and insights to identify and support new business opportunities.
Partner closely with Services Consultants to develop content/material for specific Managed and Growth Client situations/meetings (e.g., pitch, annual/quarterly review, relationship-building).
Manage the workflow and quality of deliverables of the Services Analysts leading and/or contributing to quals development.
Translate and tailor firm-level intellectual capital strategy/themes being driven by Marketing, ensuring dots are connected.
Gather learnings from pitches and business development to share internally to ensure we are continuously refining and improving our processes, responsiveness, and pitch effectiveness.
Actively contribute and participate in the global community, by sharing insights, ideas and best practices with fellow CDMs.
Create approach, and direct analyst team to maintain, curate, and regularly update pitch content/materials and load to Content Hub, and keep Connect and Sharepoint sites updated.
Create and identify best-practice pitch content/materials to regularly share with Practice and Firm.
In close collaboration with Global Practice Director, develop communication strategy for syndicating pitch content to/across Practice and Firm.

Benefits

Retirement savings plan with discretionary profit sharing contribution and employer match
PTO (minimum 15 days per year, increases with tenure), paid sick time (10 days per year), company holidays (12 days per year), and paid leaves of absence when applicable
Comprehensive health benefits, including medical, dental, and vision insurance, and healthcare flexible spending account
Life Insurance, and short-term and long-term disability insurance
Wellness benefits, including an employee assistance program, virtual mental health program, and mindfulness program
Voluntary benefit options, including supplemental life insurance, identity theft protection, and whole life insurance with long-term care and critical illness coverage

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