Harrison-Drury is a market leading Firm of solicitors with offices across the North West servicing both business and private clients. We have been successful for a fifth time placing in the Top 100 Best Companies to work for in the UK.
We are an employer of choice because we have a culture that challenges the conventional law firm approach and focusses our energy on getting great results for our clients, while attracting and developing brilliant people.
We are looking to recruit an experienced Head of Business Development and Marketing to be based at our Preston office.
Overview:
The primary purposes of the role are:
* To lead the strategic planning, direction and management of professional Marketing and Business Development services that support the delivery of agreed business plans, and firmwide objectives.
* To deliver the agreed firm wide marketing and business development strategy
* To act as business partner to Heads of Divisions, Heads of Departments, Branch & Sector Leads and BD Consultants; proactively engaging with and supporting them in the development and implementation of their own deliverables.
* Managing the new business pipeline from targeting to lead generation whilst advising and supporting lawyers in their business development activities to drive cultural development in relation to sales.
* Devise innovative strategies for business growth and ensure key relationships, whether with intermediaries, existing clients or prospects, are managed in a strategic manner.
The Role:
Management
* Lead and develop the business development and marketing team to realise their potential in delivering high quality marketing and BD support to our legal service line teams, reflective of the market position of HD.
* Working in collaboration with key stakeholders, including the marketing manager and BD consultants, to ensure a cohesive and collaborative approach is taken to BD and marketing so that they work in a complementary and effective way to drive growth. Implement policies and procedures to drive efficiencies and ensure consistency of service and delivery both externally and internally.
* Management of third-party business partners and service providers where necessary, including scope, retainers and service levels.
* Management of resource in the Marketing and BD team to ensure opportunities are exploited and priority is given to activity with the greatest benefit for HD.
* Assist with the preparation for and management of any acquisitions or mergers from a brand, marketing, cultural and integration perspective.
Planning and policy
* Developing with the HD marketing and BD strategy, together with the senior management and service line leads.
* Liaise with senior management regarding the firm’s overall business plan and provide input as necessary to key objectives relating to business development and marketing
* Provide strategic input on development of the firm’s brand including brand messaging to motivate buyers to choose Harrison Drury and work closely with the firm’s marketing manager to deliver and manage the brand consistently.
* Provide senior management with regular MI reports to ensure strategic decisions are data driven and to enable the effective monitoring of progress against KPI’s.
Research and information systems
* Monitor performance of marketing, business development and relationship management activities.
* Establish and manage databases (CRM) of major clients and referrers, existing clients and referrers and target prospects. Support and encourage lawyers use of these systems to inform, focus and monitor their business development activity Keep senior management informed of strategic developments in the fields of BD, marketing and communications
* Horizon scanning and reporting on opportunities identified, market trends and recommendations for continuous improvement.
Product and service development
* Work with lawyers and IT teams to identify opportunities for innovation in service line delivery, client service and sales
* Support the development and promotion of existing and new products and services
* Guide strategy on the firm’s pricing policies and assist with implementation both practically and culturally
* Benchmarking against the legal sector
* Upskilling fee-earning and other staff to improve their marketing and BD skills.
Internal communications
* Support and promote internal engagement with relationship management policies and BD activities
* Oversee the business development elements of the intranet and ensure lawyers have access to the relevant information
* Ensure regular internal communication about the firm’s BD plans and activities
* Assess and provide the required training support in relation to BD, including sales, client service and relationship management
* Seek regular input from lawyers and support staff regarding the firm’s BD & marketing strategy and their contribution towards its achievement
* Support and oversee cross-disciplinary teams that focus on specific sectors or locations including BD Consultants
Enquiry management and follow-up
* Ensure lawyers follow up contacts made at external and internal events and contacts are fed into marketing activity
* Ensure leads generated for the business are appropriately managed in service line teams and monitor conversion rates, advising on areas for improvement
Targeting and lead generation
* Help lawyers develop suitable criteria for targeting new clients and new business in line with agreed marketing strategies and plans
* Obtain lists of target clients and referrers and provide lawyers with market intelligence and insights
Pipeline and opportunity management
* Develop systems to manage and monitor all sales contacts through the sales cycle
* Support lawyers identify opportunities and develop appropriate relationships with decision makers, buyers and users so they are well positioned to convert these opportunities
* Help lawyers prepare proactive pitches to selected targets
Panels, pitches and tenders
* Project manage the firm’s response to major tenders with the support of partner agencies where appropriate
* Project manage the firm’s Directory Submissions with the support of partner agencies where appropriate
* Provide management, support and guidance on pitches, working closely with fee earner teams including in relation to written documents and presentations
Relationship management
* Design and manage systems to support good client and referrer relationship management
* Support the promotion of best practice in client and referrer relationship management and organise training as required
Key client and referrer management
* Manage systems for the collection, analysis and use of information about the firm’s key clients and referrer relationships
* Ensure there is a key account plan for each of the firm’s major relationships
* Support relationship partners in the development of key client teams and the implementation of their key client relationship plans
* Facilitate and encourage cross disciplinary communication on both existing clients and intermediaries to ensure a collaborative approach is taken to both management and development
* Measure, monitor and provide strategic guidance on maximising existing client retention rates
* Promoting the Company’s Values Framework, ensuring it is factored into BD & Marketing Activities, processes, policies and initiatives, and acting as a role model for our Values at all times.
Skills and experience:
* Leading a high performing multi-disciplined marketing and business development team, within a medium/large professional services business
* Advising senior management team on business development strategies and activity.
* Working with and advising senior managers to develop and successfully deliver business development plans to meet business objectives
* Knowledge of business development techniques, including in relation to driving cultural change, and engaging with lawyers to optimise BD opportunities
* Successfully developed B2B and B2C business development campaigns
* Qualified at degree level or equivalent
* Significant, demonstrable experience in a business development, sales and / or marketing role within professional services
* Working knowledge of all Microsoft Office systems, of CRM and CMS systems
* Strong analytical and planning skills
* Demonstrable expertise and experience in developing and delivering business plans and managing organisational change
Desirable experience:
* Strong understanding of the legal market, particularly in the North West region