As a regional law firm operating in West London, the Thames Valley and northern home counties, IBB Solicitors enjoys a reputation for representing its clients in complex legal matters. Our practice areas span commercial, real estate, private client, wealth management and community legal services such as criminal defence and personal injury. The firm and its partners are ranked highly by independent legal guides Chambers & Partners and Legal 500.
We have approximately 230 people, ranging from lawyers to support staff, over two main offices. We are keen that our people enjoy working at IBB and take pride in being part of a modern, diverse, thoughtful and supportive team. We don’t like to stand still and our aim is to continue building our client base, reputation as well as career opportunities for our people.
IBB prides itself on making the law work for our clients, understanding what our clients want and delivering bolder solutions, with better people, for a brighter outcome. For that reason we focus a great deal on delivering high client service standards and enjoy a stable client base of organisations and people who return to use our services regularly |
The Marketing and Business Development Team
The Marketing and Business Development Team (M&BD) guides and supports the efforts of the partners and practices through the application of brand, communications (PR and internal communications), marketing, online and direct marketing, event management, sponsorship, business development, research, campaign management, design, account management, client listening programmes as well as business development training and coaching.
The team is led by the Marketing Partner, a professional, non-lawyer, marketer with 30 years of sales and marketing experience.
Building on the success of the team and the increasing importance of business development in the firm’s strategy, the jobholder will be responsible for two business development executives and will jointly manage a team of seven BD & Marketing people alongside the Head of Marketing. The jobholder will oversee the business development activities across the two offices and will be expected to build credibility, trust and the confidence of the partners in the firm. The role will cover all areas of business development work and involve contributing to wider marketing activities.
Job Purpose
- The Head of Business Development is responsible for the business development activities of the firm across the entire practice.
- These objectives will be achieved by applying the IBB sales and account management process, guiding and supporting lawyers in building effective new and existing client opportunity pipelines.
- The Head of Business Development reports to Abby, but is expected to build strong relationships with partners, to ensure effective collaborative working, underpinned by high levels of mutual trust and confidence, and to achieve high levels of partner participation in all aspects of business development.
- The Head of Business Development must have the skills and capabilities to help the firm expand its service offering to clients, enhance its reputation for service and expertise, developing new channels and new strategic partnerships.
- The Head of Business Development must also have the skills to select and work effectively with external suppliers
- The Head of Business Development must maintain a strong sense of the ROI delivered from projects undertaken and commitments made. Always putting the firm’s strategic and operational wellbeing at the forefront of decision making.
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Leadership and Management
The Head of Marketing will manage the Firm’s business development resources, so that they operate effectively and efficiently. In this respect the Head of Business Development will:
- Develop and manage business development plans (firm, group, team and individual), working in collaboration with the Head of Marketing, Abby and the Practice Group Heads.
- Recruit, train, supervise and continuously develop the business development resources and make sure there is the appropriate level of resource to support the Firm’s marketing and business development activities;
- Currently direct reporting responsibility is for two Business Development Executives, plus a dotted line to the Marketing and BD Assistant. You are expected to work closely with the Head of Marketing to manage the whole team of seven (one of whom is a part-time consultant).
- Develop the annual marketing budget with the Head of Marketing; manage the budget and advise on the benefit and costs of any new significant project proposed, in consultation with Abby and the Finance Director.
The Head of Business Development will:
- Undertake appropriate analysis and research in order that relevant market trends are identified and exploited;
- Guide the business development activities of the partners in line with the business strategy. Through the business development resource support the BD and marketing efforts of the lawyers.
- Manage, develop and continuously improve, in line with the firm’s strategies, the key areas currently focused upon by the firm:
Capability
Including
- Identify opportunities
- Support partners
- Carry out own BD efforts
- Report on performance
Measure of success
- Develop stable revenue streams of profitable work
Capability
Including
- Identify opportunities with new and existing clients
- Create propositions
- Support partners
- Manage the process
- Report on performance
Measure of success
Capability
Including
- Identify trends
- Identify accounts
- Manage process
- Support partners
- Report on performance
Measure of success
- Increased revenue from existing clients
- Increased profitability from existing clients
Capability
Including
- New solutions/products
- New markets/sectors
- New Channels/ geographies
Measure of success
- Design and bringing to market in a speedy manner new solutions, to new markets via new channels as required by the demands of the business strategy.
Capability
Including
- Monitor and report on the pipeline and portfolio.
- Make adjustments and transitions of partners as needed
Measure of success
- Developing the portfolio in line with the firm strategy
- Effectively transitioning clients and networks to minimise loss
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Education
- Good educational track record with a first relevant degree, plus a marketing/BD qualification
Experience
- Legal experience is not a prerequisite, but professional services experience is advantageous
- Demonstrable knowledge of PACE, SPIN or similar recognised sales management process.
- Demonstrable knowledge of bid management processes.
- Experience across the full BD mix from KAM to pitching.
- Experience at managing activities targeted toward senior business audience and private individuals.
- Budget control.
- Extensive experience of managing a BD function or team
- Extensive experience building and maintaining networks in the market.
Skills / Attributes
- Ambitious and motivated, proven completer/finisher.
- Strong team player.
- Strong Stakeholder management – the ability and confidence to build credibility, influence and challenge senior stakeholders
- Confidence to deal with people at all levels within and outside the firm, and to act as an ambassador for the firm.
- Strong consultative and collaborative style
- Strong project management skills ( a project management qualification a distinct advantage)
- Expert communication skills, including ability to write with influence, strong copywriting, proof-reading and editing ability and a ‘plain English’ approach.
- High level of visual accuracy and attention to detail.
- Good numeracy and reporting skills.
- Expert knowledge of Microsoft word, Outlook, Excel and PowerPoint.
- Good knowledge of CRM systems.
Other
- For some of the Firm’s events, the applicant will require the use of a car so a car owner / driver is essential as is a valid clean driving licence.
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