Senior Client Development & Industry Specialist

Ropes & Gray•Boston, MA

2d•Hybrid

About The Position

The Business Development department's commercial objective is to grow firm revenue and take market share, in collaboration with partners, other attorneys and business colleagues, by leveraging and generating the firm’s offering: to grow existing client relationships via industry and practice group business development efforts and client teams, and to develop identified new client pursuits. Business development is part of a broader business support organization in a collaborative work environment. The business development team is a specialist business support function with a range of offerings focused solely on business development in the firm’s practice groups, industry groups and client teams including new business pursuit; key account management; business development skills & coaching; pitches and proposals (including RFPs); and client feedback. The Client Development & Industry Senior Specialist (CDISS) will be an integral member of the Business Development Team. The CDISS will work under the direction of the Client Development & Industry Manager (CDIM) to provide strategic, commercial, and practical support on the implementation of strategic and commercial business and client development priorities. The CDISS is expected to collaborate closely with business development and other colleagues across all global offices to support the development and execution of integrated marketing and business development plans that grow Ropes & Gray’s share of wallet, increase the firm’s brand, visibility, attract new clients, and drive client satisfaction and loyalty.

Requirements

An undergraduate degree is required.
A minimum of five years’ experience in business development within a professional services firm or corporate environment.
Superior client service orientation.
Able to quickly establish credibility with CDIM and key stakeholders with a knowledgeable approach.
Work effectively and efficiently as a team player with an enthusiasm for developing relationships. Able to engage with and support colleagues and stakeholders across all aspects of the business.
A self-starter, when required, in a dynamic environment.
Commercially minded and solutions orientated.
Excellent organization, communication, and project management skills.
Attention to detail and accuracy in all aspects of role and responsibilities.
Communicate effectively, both orally and in writing, with all levels of attorneys and business professionals. Experience writing in a professional services environment.
Able to work to clear goals and priorities, multi-task and meet multiple deadlines.
Creative and flexible when managing individual workload and priorities, taking colleagues’ time into account, to respond quickly and positively to shifting demands and opportunities.
Able to demonstrate creativity and initiative by continuously looking for areas to improve and ways to implement positive change to all aspects of role and responsibilities.
Ability to thrive in a challenging and dynamic environment.

Responsibilities

Support the CDIM on the development and execution of business development and marketing efforts designed to generate new business and improve market visibility for the Real Estate practice and Infrastructure Industry Group.
Develop an understanding of the ambitions of the real estate practice and infrastructure industry group, helping to identify, assess, and pursue new clients.
Support the CDIM in maintaining internal reporting and communication frameworks to track progress and share outcomes. Communicate best practice business development activities and successes across the group.
Help to drive the development of existing client relationships in collaboration with other relevant business support colleagues including: organizing, participating in, and maintaining business development meetings and being responsible for certain aspects of client and target development efforts.
Develop a strong knowledge of the real estate practice and infrastructure industry group including by commissioning and conducting business research to keep abreast of industry/market intelligence and to support the BD strategy and proactively sharing relevant insights with the CDIM and team.
Support pitching and new business generation by assisting the CDIM in project managing pitches, proposals, and RFPs, ensuring timely completion, document storage, and follow-up actions as directed, including: maintaining up-to-date pitch content, materials, and client information, participating in scoping and preparation for in-person meetings and pitches, tracking wins and losses and follow-up efforts.
Work with the CDIM and marketing team and other business support colleagues to: identify opportunities to create and implement integrated branding and profile-raising campaigns, assess market conference opportunities, advise the lawyers on selection, participation in and execution, identify the appropriate client and market targets for the delivery of knowledge marketing.
Build a good working knowledge of adjacent practice and industry group services and a clear understanding of relevant group's strategy, priorities and clients and support the CDIM in monitoring and identifying market opportunities and trends for client engagement.
Support the CDIM in the onboarding and mentoring of new team members and assist with attorney-facing business development training initiatives as needed.
In addition to providing direct support for the Real Estate practice and Infrastructure industry group, you will be part of a collaborative team that works across all practices and industry groups. While your day-to-day responsibilities will focus primarily on your designated practice and industry group, you will also be expected to support other members of the Client Development & Industry team on cross-practice initiatives as needs arise and capacity allows.