IBB offers all its staff exceptional opportunities in an exciting and supportive working environment. Our culture encourages our individuals to develop expertise and eminence in their own professional area. To do this requires the hard work and dedication of leading individuals throughout our Business Support teams.
As West London’s leading law firm, IBB enjoys a reputation for representing significant clients in complex legal matters. We are always looking for talented individuals with the ability, integrity, and initiative necessary to maintain these qualities and to ensure that our firm continues to be a stimulating and rewarding place to work.
What we look for
As a growing firm, we recruit professional business support staff at all levels. We look for individuals who
- flourish in a challenging professional environment
- actively seek to add value in all that they do
- are eager to work hard, learn new skills and take ownership of their career
- embrace the ethos of IBB and share our core values
- have a record of academic excellence and personal achievement
- are excited about the prospect of being a part of IBB
We value the skills, knowledge, expertise and relationships that quality individuals bring to the firm. At the same time, we are sensitive to the challenges involved in making a transition to a new firm, and we therefore invest considerable time and resources to facilitate your integration in to the firm. |
The role will report to the Marketig & Business Development Director and work closely to support the M&BD team to implement the Firm-wide and Group Marketing Plans and ensure timely delivery and budgetary control of assigned activities. To provide input and support for the development of marketing plans.
The role will involve high levels of interaction with all areas of the firm to increase the engagement in account management, providing guidance as well as hands on support on account management, pricing and client feedback programmes. |
Insight:
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Understanding of IBB’s vision, mission and business opportunities and develop the account management programme to support these.
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Understand IBB’s brand positioning and values, and ensure all BD activities reflect this
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Understanding IBB’s priority targets in order to generate ideas for individual communication plans to support these
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Identifying cross selling opportunities and ideas for new services and enhancements
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Understanding the full marketing mix and how account management supports brand building and revenue generation.
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In conjunction with the M&BD team create and develop account management programmes and projects
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Applying go-no go and prequalification for defensive bids.
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Providing insight to the practice on client feedback, analysing client data and account / portfolio performance.
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Providing guidance on pricing and profitability.
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Identifying hot topics and industry trends and developing Keep in Touch (KIT) and cross-selling activities in response.
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Making recommendations for improving systems and processes
Project management:
- Building relationships with stakeholders in the business to help drive activities.
- Building relationships with internal Business Support Group (BSG) teams and ensure their services and resources are used to support marketing and business development objectives.
- Acting as a champion of the CRM in the practice and updating for one’s self the CRM for key accounts and clients.
- Management of activities to quality expected using budget, resource and time. Communicating with stakeholders regularly on scope, exclusions and assumptions, delays and difficulties to ensure peace of mind.
- Providing adhoc support to other members of the M&BD team.
Business Development
Day to day management of the key account programme
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Using the IBB KAM process to create dynamic pipeline of opportunities.
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Developing account plans and implementing
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Targeting specific new product development opportunities to existing clients.
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Arranging key account management workshops.
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Initiating and arranging cross selling internal and external meetings (with support from the Account Executive).
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Ensuring effective discipline in follow-up post event or activity.
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Managing defensive bids and proposals, from initial awareness to debrief.
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Researching target companies, sectors and markets.
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Creating collateral for internal and external purposes.
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Helping fee earners learn and practice their account management skills.
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Managing and monitoring BD success through group and team meetings.
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Delivering metrics and measurement in support of our existing clients.
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Analysing and presenting data on client retention
Day to day management of the client feedback programme
- Facilitate the firm's key client review program.
- Support the partners in undertaking client reviews.
- Managing the post matter survey programme and mystery shopping programme.
- Managing the legal review sites and working with the online executive
- Reporting to senior management on progress to date for their relevant groups.
- Analysing and communicating client feedback findings to the business and in particular sharing common themes.
- Produce the internal communications to help support, develop and embed the client review process.
- Ensure that the correct systems and processes are in place.
Day to day management of the pricing programme (with support of the M&BD Director).
Insight:
- Understanding of IBB’s vision, mission and business opportunities and develop the account management programme to support these.
Project management:
- Building relationships with stakeholders in the business to help drive activities.
- Building relationships with internal Business Support Group (BSG) teams and ensure their services and resources are used to support marketing and business development objectives.
- Acting as a champion of the CRM in the practice and updating for one’s self the CRM for key accounts and clients.
- Management of activities to quality expected using budget, resource and time. Communicating with stakeholders regularly on scope, exclusions and assumptions, delays and difficulties to ensure peace of mind.
- Providing adhoc support to other members of the M&BD team.
Business Development
Day to day management of the key account programme
-
Using the IBB KAM process to create dynamic pipeline of opportunities.
-
Developing account plans and implementing
-
Targeting specific new product development opportunities to existing clients.
-
Arranging key account management workshops.
-
Initiating and arranging cross selling internal and external meetings (with support from the Account Executive).
-
Ensuring effective discipline in follow-up post event or activity.
-
Managing defensive bids and proposals, from initial awareness to debrief.
-
Researching target companies, sectors and markets.
-
Creating collateral for internal and external purposes.
-
Helping fee earners learn and practice their account management skills.
-
Managing and monitoring BD success through group and team meetings.
-
Delivering metrics and measurement in support of our existing clients.
-
Analysing and presenting data on client retention.
Day to day management of the client feedback programme
- Facilitate the firm's key client review program.
- Support the partners in undertaking client reviews.
- Managing the post matter survey programme and mystery shopping programme.
- Managing the legal review sites and working with the online executive
- Reporting to senior management on progress to date for their relevant groups.
- Analysing and communicating client feedback findings to the business and in particular sharing common themes.
- Produce the internal communications to help support, develop and embed the client review process.
- Ensure that the correct systems and processes are in place.
Day to day management of the pricing programme (with support of the M&BD Director).
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Attributes:
- Ambitious and motivated, proven completer/finisher.
- Strong team player.
- The confidence to work with senior individuals internally and externally, and happy to challenge views.
- Ability to manage and prioritise multiple projects and programmes.
- Enthusiasm for business development and marketing in general and providing client service in particular.
- Appreciation of good design.
Competencies:
Essential:
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Good knowledge of Microsoft word, Outlook Powerpoint
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Expert Excel user
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Good knowledge of PACE, SPIN or similar recognised sales management process.
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Good knowledge of bid management processes.
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Strong project management skills.
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Expert communication skills, including ability to write with influence, strong copywriting, proof-reading and editing ability and a ‘plain English’ approach.
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High level of visual accuracy and attention to detail.
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Good numeracy and reporting skills.
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Good knowledge of CRM systems.
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Good understanding of the legal profession.
Advantageous
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Understanding of new business development, legal directories, awards and industry sector programmes.
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Good working knowledge of social media and SEO.
Experience required:
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Degree educated.
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Experience at managing activities targeted toward senior business audience and private individuals.
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Experience of budget control.
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Professional Services experience is not required but is highly advantageous.
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Experience of telephone marketing or market research an advantage.
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