Practice Group(s): Insurance
Location: London, Manchester, Edinburgh or Glasgow
Type: Permanent
Hybrid working: 2 days per week in the office
The Department
The Global Business Development Leadership team sets the strategy in consultation with the Global Strategy Board and Global Practice Executives. The BD teams (comprising Communications, Marketing, Business and Client Development experts) are led by regional heads of Business Development who are aligned to our regional boards: Asia Pacific, Middle East Africa, North America, UK, Europe.
Our Strategy Seeks To
- Manage and develop clients and profile in our global sectors
- Adopt a content and product led approach in taking our practice groups to market
- Prioritise the use of integrated digital marketing channels
- Position our most senior staff as advisors to the business, supported by expert execution teams
- Our principles dictate that the highest value clients and opportunities command the highest value BD attention and bespoke tactics
The Role
The Business Development Manager role is fundamental to managing and delivering the business development and marketing plans for business lines within the Insurance and Professional Services Practice Groups. This role will report into an Insurance Senior Business Development Manager and work in collaboration with the Insurance BD leads, Senior Business Development Managers and Business Development Managers within Insurance to identify opportunities. To advance the business development strategy for the group, the post holder must balance autonomy and coordination with the senior stakeholders to identify opportunities, set, manage and deliver the plans for the insurance business lines. Proactive communication and alignment with the core partners are vital to ensure everyone is on board and moving in the right direction.
Key Responsibilities
Engage with contacts at clients and targets (Marketing & Communications activity)
- Execute marketing tactics in agreed plans and campaigns, using analytics to identify and track leads.
- Ensure messaging and materials are on brand.
Content, Products and Thought Leadership ("Tools")
- Support the Senior Manager in using products and content for client engagement.
Marketing Channel Management
- Execute and manage all marketing channels as set out in marketing plans to best practice.
Measurability and Analytics
- Use analytics to identify and track leads, monitor performance for maximum ROI, and report back on effectiveness.
Evaluation by clients and targets of our capability and appropriates to instruct (Client & BD activity)
Research and Intelligence
- Undertake prescribed analysis of internal and external data sources to meet client team, practice and sector needs.
Matter Description Management
- Drive collation of matter descriptions through pitch and legal directories, internal communications, etc., and save these to the matter database in accordance with BD and risk best practice.
Legal Directories
- Support the legal directories process including research and content management tasks.
Conversion of Opportunities to Instructions (Client & BD activity)
Business Line Strategic Pitch
- In conjunction with the Senior Manager, lead pitches of strategic importance to the business line ensuring Go/No-Go evaluation and pitch reviews are completed.
- Facilitate access to pitch best practice tools and content; coordinate contribution of pitch stakeholders.
Business Line Tactical Pitch
- Direct work to define pitch proposition and advise on structure and timeline of pitch project ensuring the standard process is completed. Remain as advisor to project as necessary.
Client Meeting Preparation
- Prepare internal and external source research and supporting material including marketing assets.
Partner Pipeline Review Meetings
- Support preparation for Pipeline Review Meetings including maintaining systems that hold engagement and pipeline data accurately.
Retention of Existing Clients, and Expansion of Relationship to other offices and practices (Client & BD activity)
Client Insight: Relationship Reviews
- Ensure metrics from client interviews are recorded in appropriate systems.
Client Insight: Matter/satisfaction Reviews
- Following best practice, ensure appropriate client matters are opted into the programme, support reporting and analysis needs.
Operational Management
People
- Take responsibility for personal deliverables ensuring they meet agreed scope and high quality.
- Keep senior manager apprised of new and work in progress, consult on barriers and obtain approval before delivery.
- Attend relevant training courses and continuously develop required skills.
Process
- Conform to global standards and best practice, and pursue continuous improvement.
Data
- Contribute routinely and accurately to BD systems, safeguard data integrity and use data for analysis and improvement of programmes.
Technology
- Use BD technology promptly as required by processes and activity.
Essential Skills & Experience
- Ideally an experienced Manager, but senior executives with strong experience and skills will be considered.
- Proven experience working in Business Development in a professional services organisation; partnership and/or legal experience an advantage.
- Possesses a proactive, can‑do attitude who adds value to tasks.
- Ability to complete work to a high standard with quality and excellence at all times.
- Flexible attitude to work and delivery and robust character.
- Experienced in demanding stakeholder management.
- Well organised and able to juggle multiple tasks with differing deadlines.
- Inquisitive about business, economic, political and social issues prevalent in the UK, Europe and internationally.
- Knowledge of MS Office packages and CRM systems an advantage.
The Firm
When you work at Clyde & Co, you join a team of 500 partners, 2,400 lawyers, 3,200 legal professionals and 5,500 people in nearly 70 offices worldwide. Our values are principles that guide decisions, unite us, strengthen delivery. We work as one, excel with clients, celebrate difference, act boldly. We are committed to operating responsibly, pursuing diversity and inclusion, pro bono, volunteering, charitable partnerships, and meeting environmental commitments such as the SBTi Net‑Zero standard.
Our Commitment
Clyde & Co is proud to be an equal opportunities employer. Our values encourage fairness, celebrate diversity and prohibit all forms of discrimination. We welcome and encourage all applications from suitably qualified individuals.
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Please read our privacy notice, which explains what personal information we hold, how it’s used, your rights and how to contact us as a data subject.
If you are a Recruitment Agency Partner, you must ensure candidates applying to Clyde & Co are aware of this privacy notice. The job description may be amended as business needs change.
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