Chicago - Business Development Manager - Capital Markets, Funds and Real Estate

ABOUT US

At Winston Taylor, we set the standard, together.
Winston Taylor is a transatlantic law firm built for the businesses, people, and markets driving capital and innovation. Here, you're in the room. In the action. Sleeves rolled up. You'll work with leading clients. Disruptors. Fast-growth companies. And help them to stay one step ahead of the moment and make critical decisions that shape their future. We're present in the U.S., U.K., Europe, Latin America, and the Middle East, combining the scale and speed that clients demand. You'll be trusted with real responsibility from the outset and build experience through hands-on work. We take your progression personally. We provide the platform. You shape the work around your goals and aspirations. Step into the moments that matter. Join Winston Taylor.

POSITION SUMMARY

The Business Development Manager (BDM) plays a key role in helping the firm's partners drive revenue by supporting and facilitating targeted business development (BD) initiatives, including strategy development and target identification. Each BDM is assigned a portfolio that may include practice groups, industry groups, and client teams ("collectively, referred to as "portfolio"), and serves as a primary point of access to the full range of services offered by the BD Department.

This position is part of a collaborative BD team within a firm where attorneys actively engage with team members to pursue growth opportunities. The BDM is well-positioned to contribute to innovation within the BD Department, which-along with the firm as a whole-places a strong emphasis on professional development.

This BDM role will manage BD and marketing initiatives for the Capital Markets, Funds and Real Estate practices.

DUTIES AND RESPONSIBILITIES

• Strategic Planning : Collaborate with the Practice Operations-and firm, practice, and Industry leadership-to proactively develop and implement strategic initiatives for portfolio as well as strategic plans. Ability to quickly understand the firm's goals, services, culture, and strategic goals and objectives and to develop aligned initiatives.
• Pitch, RFP Response, & Presentation Support : Provide thorough and initiative-taking presentation and pitch/RFP response support and coaching to the lawyers within their portfolio. This may include assisting with identifying firm talent for an opportunity; helping to steer the strategy and content for written pitch, RFP response, and presentation materials; scoping any necessary research and review/analysis of research results; drafting and defining of pitch meeting scripts and roles; vetting and crafting questions for the pitch/RFP response/presentation audience; ensuring coordination of other firm operational departments' contributions to the final materials; and more. Motivated, self-starter who exhibits a commitment to going the extra mile to ensure work product meets firm standards.
• Practice/Industry Knowledge : Further develop industry and practice group knowledge to be positioned to exceed expectations of BD support, including asking questions and actively listening to lawyers to bolster knowledge of practice and industry nuances and provide added strategic value in pitches, RFP responses, presentations, and other projects, including developing strategic plans and BD and client opportunity spotting, for portfolio.
• Client Development Coaching & Strategy : Guide lawyers in identifying and pursuing BD prospects, along with maintaining and fostering growth of existing client relationships, including providing insight as to relationship expansion opportunities as well as overseeing conflict (legal, business, and positional) issues and other potential BD challenges for portfolio.
• Intelligence Gathering & Metrics : Oversee the collection of competitive intelligence following each pitch, RFP response, presentation or other marketing or BD opportunity and initiative, including, in collaboration with the lawyers, gathering lawyer-solicited client feedback as to portfolio's successes, shortcomings, and areas for improvement in the pitch process, including information as to how and why the hiring decision was made. Track opportunities via both subjective feedback and objective metrics for portfolio.
• Research & Analysis : Work with the BD Research team to proactively deliver client, prospect, competitor, and industry research to meet the portfolio's BD needs as outlined in BD and strategic plans. Develop and maintain an understanding of the portfolio's market for legal and associated services as well as a keen understanding of the relevant competitive landscapes.
• Management & Leadership : Oversee, manage, and mentor junior team members, including drafting and editing pitches, RFP responses, and client presentations; managing events, thought leadership, sponsorships, and BD opportunity spotting for the portfolio; and ensuring appropriate follow-up and collection of feedback and ROI metrics. Leverage strong organizational and project management skills to prioritize competing deadlines, coordinate with busy internal stakeholders, and work effectively with senior firm leadership. Operate independently or lead cross-functional teams as needed, applying strong analytical and creative problem-solving skills.
  
  
• Lateral Integration : Serve as primary contact for new lateral partners who join portfolio, managing BD onboarding and continued integration, including drafting and implementing an integration plan. Coordinate efforts with Talent and Firm Development.
• Marketing Collateral & Lawyer Biographies : Determine needs and oversee to completion the creation and maintenance of print and digital collateral and content (website) for portfolio. Collaborate with Marketing Communications team on messaging, design, and visual storytelling.
• Directories & Surveys : Manage team's response to directories and surveys such as Chambers and Legal 500 , among other select awards and rankings. Make recommendations as to directory, survey, and award competitions to which the portfolio should respond.
• Value-additive Content & Events : Lead the creation and distribution of client alerts and newsletters, and the production of webinars, podcasts, and other value-additive programs for portfolio, ensuring alignment with firm branding and seamless execution in collaboration with lawyers and marketing communications and technology teams.
• Knowledge Management : Oversee team's collection of information for use in BD systems and reporting tools, including key experience, client and target BD opportunities and results, lawyer biographical information, lawyer and group honors and awards, and other useful practice area and lawyer information, including metrics, for portfolio. Ensure that all content is fully leveraged.
• Budgets & Expenses : Develop and manage BD budget for portfolio, including processing expense approvals, ensuring compliance with firm guidelines and processes, and making recommendations as to approval of new and unexpected expenditures.
• Internal & External Communications : Collaborate with Marketing Communications team to raise the visibility of portfolio, in alignment with BD and strategic plans and ensuring brand compliance, by identifying valuable speaking, sponsorship, seminar, expert commentary, article placement, and other profile-raising opportunities. Utilize strong written and verbal communication skills and present a credible and confident presence in performing all job responsibilities.
• Practice Operations : Serve as primary point of contact for the Director of Practice Operations supporting portfolio, including advising the DPO as to how they may support execution of BD and marketing initiatives and sharing information relevant to their area of responsibility.
• Special Projects : Assist supervisor(s) with special projects (e.g., lateral recruiting pieces, firmwide materials, internal trainings, etc.), as requested.

BASIC QUALIFICATIONS

• Bachelor's degree required, preferably in a discipline requiring writing, research and analysis, strategic planning, and/or marketing or business development. J.D. or M.B.A. or other relevant master's degree a plus.
• 7 + years of marketing, business development, or client service experience required.
• Must live within a commutable distance to the firm office with the ability to come into the office 3-4 days per week.

• Experience with strategic/business planning, conceiving and implementing BD and marketing initiatives, and budgeting/ROI analysis. Ability to build strong client relationships.
• Strong project management skills; experience developing persuasive pitch materials and RFP responses; experience drafting directory and award submissions; understanding of CRM/databases; and a focus on operational efficiency and process improvement. High proficiency in Microsoft Office Suite.
• Experience analyzing multiple, competing factors to make sound decisions and the ability to work independently and creatively to solve complex business challenges.
• Excellent communication and interpersonal skills, with a focus on building and maintaining strong client relationships and fostering a collaborative team environment.
• Ability to mentor, coach, and develop junior staff and foster a positive and inclusive team environment.

BENEFITS

Winston offers comprehensive benefits that provide a full spectrum of coverage and support for our full-time employees and their families. Additional information about benefits and rewards can be found here.

SALARY

Illinois applicants only : The target annual salary range for this role is currently $135,000-$155,000 based on a regular, full-time schedule. The amount of compensation offered will be determined by several factors, including but not limited to experience, qualifications, market data and internal equity. Total compensation includes a comprehensive healthcare benefits package, yearly retirement contribution, and may include an annual discretionary merit bonus.

New York applicants only : The target annual salary range for this role is currently $155,000-$175,000 based on a regular, full-time schedule. The amount of compensation offered will be determined by several factors, including but not limited to experience, qualifications, market data and internal equity. Total compensation includes a comprehensive healthcare benefits package, yearly retirement contribution, and may include an annual discretionary merit bonus.