Business Development Executive

IBB is Heathrow’s closest major law firm and a Thames Valley heavyweight. It is a full-service firm, working for clients all over the South East of England. IBB has three offices, one in each of Uxbridge and Reading for corporate, charity, employment, IT/IP, real estate, private client and community legal services, the other in South Bucks for private clients. IBB boasts one of the region’s largest real estate teams outside of London and a corporate team working with UK headquarters of multinationals and large SMEs based in the South East. IBB handles complex work with great attention to detail and high quality client service. The firm has a clear vision to understand what our clients want and to deliver the best service possible through our legal professionals, support staff and technology. IBB’s partners are recommended in the legal directories as leading individuals in their fields and there are six accredited commercial mediators and one accredited family mediator within the firm. IBB is also ISO 9001:2000 and Lexel-accredited.

The role will report to the Head of BD and work closely to support the M&BD team to implement the Firm-wide and Group campaigns and ensure timely delivery and budgetary control of assigned activities.

 The role will involve high levels of interaction with all areas of the firm to increase the engagement in new business development, providing guidance as well as hands on support on new business development campaigns, industry, collateral creation, award submissions and directory submissions

Insight:

• Understanding the full marketing mix and how new business development campaigns supports brand building and revenue generation.
• In conjunction with the M&BD team create and develop BD campaigns and projects.
• Identifying hot topics and industry trends and developing new business development, Keep in Touch (KIT) and individual pursuit activities in response.

Project management:

• Building relationships with stakeholders in the business to help drive activities.
• 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 ad hoc support to other members of the M&BD team.

Business Development

• Developing the New Business Development campaigns and implementing internally and through external suppliers.
• Support the BD efforts of the lawyers.
• Targeting specific new business development opportunities.
• Driving new business direct marketing activities.
• Driving LinkedIn activities of lawyers.
• Supporting the Key Account Management, pricing and product development efforts.
• Day to day management of Sector Campaigns.
• Developing industry knowledge and value projects.
• Management of the Chambers and Legal 500 submissions.
• 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.
• Acting as a champion of the CRM.
• Day to day management of the client feedback programme.
• Day to day management of the pricing programme.
• Managing defensive bids.
• Providing guidance on pricing and profitability.

Attributes:

• Ambitious and motivated, proven completer/finisher.
• Strong team player.
• The confidence to work with senior individuals internally and externally; happy to challenge views.
• Ability to manage and prioritise multiple projects and programmes.
• A Dynamic approach to sales.

Competencies:

• Good knowledge of PACE, SPIN or similar recognised sales management process.
• Good knowledge of bid management processes.
• Strong project management skills.
• 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.
• Good understanding of the legal profession.
• Understanding of key account management, client portfolio analysis, pricing and client feedback programmes.
• Good working knowledge of social media and SEO.

Experience required:

• Degree educated.
• Experience across the full BD mix from KAM to bidding.
• Experience at managing activities targeted toward senior business audience and private individuals.
• Experience of budget control.
• Professional Services experience is required.
• Experience of working within an industry sector is an advantage.