Client Growth Specialist

Barnes & Thornburg LLP; Philadelphia (Philadelphia County); On-site; USD 75,000 - 95,000; Full time

Benefits offered by this job

Client Growth team

Job summary

Barnes & Thornburg LLP is seeking a Client Growth Specialist to support the Client Growth and Marketing team in driving new business from existing clients and prospects. You will collaborate with practice groups, and work with Communications, PR, Events, and Design to deliver targeted materials.

The role reports to the Senior Client Growth Manager and emphasizes ROI tracking, pitches, proposals, and thought leadership activities across multiple markets.

Qualifications

• Bachelor’s Degree or commensurate experience in a professional services role.
• 3+ years of increasingly responsible, directly related experience.
• Strong business acumen.
• Demonstrated project management experience.
• Ability to build strong working relationships across all levels of the organization and work effectively both independently and with others.
• Ability to adapt to changing priorities and meet deadlines.
• Excellent written and verbal communication with clients, lawyers, and staff.
• Ability to leverage research and competitive intelligence to identify opportunities.
• Ability to delegate work to others to meet deadlines and develop skills.
• Knowledge of legal and business environments.

Responsibilities

• Works with assigned practice groups to support initiatives that drive new business from existing clients and prospects.
• Assist in driving business development goals, including conferences, events, seminars, webinars and thought leadership activities.
• Collaborate with Communications, Public Relations, Event Management, and Graphic Design to tailor content for different audiences.
• Prepare pitches and proposals for assigned groups, ensure content quality, and assist in RFP responses.
• Leverage business intelligence for researching prospects, clients, industries, competitors and trends.
• Manage collection and categorization of legal experience for pitches and proposals.
• Input and analyze ROI data related to pitches, sponsorships, memberships and activities.
• Assist Senior Client Growth Managers with administrative reports and presentations.
• Coordinate attorney ranking submissions and industry relationships with outside sales professionals.

Skills

Bachelor's degree

3+ years experience

Project management

Business development

Client relationships

Communication skills

Legal industry knowledge

Education

Bachelor's degree or commensurate experience

Job description

Summary

At Barnes & Thornburg, change is relentless and so are we. In an evolving business landscape, we stand ready at a moment’s notice, adapting with agility and precision to achieve the highest goals for our clients. Similarly, our Client Growth and Marketing team serves its clients — 800 legal professionals across 50 practices in 26 markets — with the same energy and commitment.

Summary

At Barnes & Thornburg, change is relentless and so are we. In an evolving business landscape, we stand ready at a moment’s notice, adapting with agility and precision to achieve the highest goals for our clients. Similarly, our Client Growth and Marketing team serves its clients — 800 legal professionals across 50 practices in 26 markets — with the same energy and commitment. Barnes & Thornburg's Client Growth team is focused on enhancing and enabling revenue creation for the firm and its attorney though inside sales and business development support throughout the sales lifecycle. The Client Growth Specialist will report to the Senior Client Growth Manager and will serve in a supportive role in the Client Growth and Marketing Department’s execution of the firm’s strategic growth plan. This position actively assists Senior Client Growth Managers and Client Growth Managers to execute on the strategic objectives and key results necessary to help attorneys make efficient and informed decisions on how to target new business and cross-sell existing clients within the firm.

Essential Duties And Responsibilities

• Works proactively with assigned practice groups to support initiatives that help drive new business from existing clients and prospects and supports the Client Growth Manager(s) to adopt best practices across all supported groups.
• Responsible for having a robust understanding of supported practice groups, including the products and services they offer to the firm's clients, to effectively relay this experience and identify potential synergies where existing experience can be applied to other clients and prospects including alignment and introduction of key practitioners able to meet niche needs.
• Assists in driving business development goals of assigned groups, including support in identifying and executing conferences, events, seminars, webinars and thought leadership activities.
• Works hand-in-hand with peers, and other team members including Communications, Public Relations, Event Management, and Graphic Design to identify ways to deliver the same information to different audiences.
• Prepares pitches and proposals for the assigned groups to ensure that we are putting forward our best experience. Serves as QC to content and collected experience management of each area of support. Assists in the execution of RFP responses.
• Leverages business intelligence and BD tools for basic research in support of attorney marketing and BD efforts, including compiling and succinctly presenting data on prospects, clients, industries, competitors and legal/sector trends.
• Manages collection and categorization of legal experience for pitches and proposals for the assigned groups.
• Manages the input of critical ROI data; including in conjunction with pitches, proposals, sponsorships, memberships, and other business development activity.
• Assists Senior Client Growth Managers and Client Growth Managers with business development-related administrative reports and presentations.
• Coordinates activities required to produce lawyer ranking submissions.
• Coordinates industry/practice relationships in conjunction with Client Growth Manger and lead attorney for the supported practices in conjunction with outside sales professionals. Executes and provides consistent thoughtful contributions on determined plans for thought leadership, event, and sponsorship strategy.
• Evaluates, processes and approves submitted attorney expenses for budget associated with each practice group and department.
• Other duties and projects as assigned.

Knowledge, Skills And Abilities Required

• The position requires a minimum of three (3) years of increasingly responsible, directly related experience during which the necessary knowledge, skills and abilities were attained
• The position requires a Bachelor’s Degree or commensurate experience in a professional services role
• Strong business acumen
• Demonstrated project management experience is an asset to this role
• Demonstrated ability to build strong working relationships across all levels of the organization and work effectively both independently and with others in a cooperative, enthusiastic and friendly manner to accomplish position functions and participate in team efforts
• Ability to adapt to changing priorities and maintain a productive and committed work effort, meeting deadlines and managing workload
• Demonstrated ability to communicate persuasively, both orally and in writing, on a prepared and extemporaneous basis with clients, lawyers, and staff
• Ability to leverage research and competitive intelligence to identify business opportunities and support go-to-market strategies
• Ability to appropriately delegate work to others to meet deadlines, goals and objectives, develop skills and knowledge of others, build capacity and productivity of department
• Strong knowledge of and familiarity with legal and business environments

Equal Employment And Opportunity Statement

Barnes & Thornburg is committed to equal employment opportunity in both principle and as a matter of policy. We will recruit, hire, train, promote, compensate and provide benefits to all applicants and employees without regard to ancestry, sex, race, color, ethnicity, national origin, gender, age, religion, religious creed, mental and/or physical disability, medical condition, military and/or veteran’s status, genetic information, marital status, sexual orientation, gender identity and/or expression, or any other basis protected by applicable federal, state and local laws. This policy applies to all recruiting, hiring, promotions, upgrades, layoffs, compensation, benefits, terminations and all other privileges, terms and conditions of employment. The firm complies fully with all federal, state and local equal employment opportunity laws.

Compensation Range: $75K - $95K