Director of Business Development and Client Growth

Job Summary:

The Director of Business Development and Client Growth provides strategic and operational leadership for the firm’s Business Development and Proposals teams in support of the firm's practice groups. Reporting to the Deputy Managing Partner, the Director partners with firm leadership, Practice Group Leaders, Practice Group Directors, and attorneys to develop and execute business development strategies that support revenue growth, client retention, cross-practice collaboration, and the firm’s broader strategic priorities.

The Director leads the firm’s business development planning, proposal and pursuit strategy, client growth programs, market intelligence, systems, reporting, and team operations. The position is responsible for building a high-performing, service-oriented team and establishing consistent processes, tools, and performance measures across the Business Development function.

Working collaboratively with Marketing, Pricing, Finance, Recruiting, Human Resources, Knowledge Management, Information Technology, and other business professional functions, the Director translates the firm’s strategic priorities into practical business development programs and measurable results. The Director also manages the Business Development budget and provides recommendations regarding resources, technology, and investments needed to support the firm’s growth objectives.

Essential Job Duties:

Strategic Leadership & Firm Growth

• Develop and execute a comprehensive business development strategy that supports the firm's strategic plan, growth objectives, and market positioning.
• Serve as a trusted advisor to firm leadership, Practice Group Leaders, and Practice Group Directors on client development, market opportunities, competitive positioning, and revenue growth initiatives.
• Partner closely with Marketing leadership to ensure business development strategies are coordinated with the firm’s market positioning, communications, campaigns, events, and thought leadership initiatives.
• Partner with firm leadership to identify opportunities for expansion into new markets, industries, service offerings, and client segments.
• Develop and implement firmwide and practice-specific growth initiatives designed to increase revenue and client retention.
• Drive operational excellence and innovation across all business development functions, ensuring alignment with firm priorities and industry best practices.
• Collaborate closely with Practice Group Leaders, Practice Group Directors, Marketing, Pricing, Finance, Recruiting, Human Resources, Knowledge Management, and Information Technology teams, leading cross-functional business development initiatives where applicable.
• Stay informed of legal industry trends, competitive developments, emerging technologies, and business development best practices.
• Leverage market intelligence to inform strategic decision-making and growth initiatives.
• Travel as required to support business development efforts across the Firm’s offices.

Business Development Team Leadership

• Provide direct leadership to the Business Development and Proposals teams, including Business Development Managers, Specialists, and Coordinators, with responsibility for work allocation, performance management, coaching, talent development, succession planning, and recommendations regarding hiring and staffing.
• Establish departmental goals, priorities, service standards, and key performance indicators.
• Foster a collaborative, client-focused, and results-oriented culture that emphasizes team accountability, professional development, continuous improvement, and ensuring alignment with firm goals.
• Recommend and implement, with appropriate leadership approval, changes to the Business Development organizational structure, staffing model, and resource allocation.
• Guide and support the Business Development Managers in compiling competitive intelligence reports, creating business development plans for each practice group and individual attorneys, focusing on client development, retention, and deepening relationships with key accounts.

Practice Group and Attorney Collaboration

• Partner closely with Practice Group Leaders and Practice Group Directors to develop, implement, and monitor strategic business development plans for each practice group and industry team to align business development strategies with Firm objectives and market opportunities.
• Collaborate with attorneys to identify client growth opportunities, strengthen client relationships, and support cross-selling initiatives.
• Participate regularly in practice group leadership meetings and strategic planning sessions, providing business intelligence, market analysis, and recommendations to support the development, refinement, and execution of business development plans.
• Support attorney business development efforts through individual coaching, planning, training, and thought leadership initiatives.
• Ensure business development priorities remain aligned with evolving client and market needs.

Business Development Operations

• Oversee all business development operations, systems, tools, reporting, and processes across the firm.
• Establish and maintain best practices related to opportunity management, pursuit tracking, client targeting, pipeline management, competitive intelligence, and business development reporting.
• Evaluate, implement, and optimize technologies and platforms that support business development and client growth initiatives.
• Establish business development KPIs and oversee executive-level reporting and dashboards that measure activity, pipeline, proposal performance, client growth, and return on investment, providing actionable insights to firm leadership.

Proposal, Pitch & Pursuit Leadership

• Lead the firm’s proposal, pitch, and pursuit strategy, including the coordinated development of RFP responses and significant client presentations that reflect the firm’s strategic priorities and value proposition.
• Oversee the Proposals team and establish processes that ensure the delivery of compelling, client-focused, and competitive responses.
• Collaborate with attorneys, Practice Group Leaders, Pricing, and Marketing teams to develop and execute pursuit strategies for significant opportunities.
• Continuously improve proposal content, templates, processes, and knowledge management resources to enhance efficiency and effectiveness.
• Monitor proposal success rates and implement strategies to improve win percentages and client conversion.

Client Development & Client Experience

• Lead the firm’s client development initiatives, key client programs, and client relationship management strategies, working with attorneys and practice leadership to deepen relationships with priority clients and expand existing engagements.
• Partner with Marketing, Pricing, Finance, practice leadership, and relationship attorneys to identify opportunities to improve client value, service delivery, pricing approaches, and the overall client experience.
• Lead the firm’s client feedback program, present findings to firm and practice-group leadership, and translate feedback into client-specific and firmwide action plans.
• Promote a culture of client-centered service excellence across the Firm through providing ongoing business development coaching and training to firm attorneys.

Budget & Financial Management

• Develop, manage, and oversee the annual Business Development department budget.
• Provide strategic input and recommendations during the Firm's annual budgeting and planning process.
• Evaluate departmental investments, technology expenditures, vendor relationships, and resource allocation to maximize return on investment.
• Monitor departmental financial performance and ensure responsible stewardship of Firm resources.
• Partner with Accounting and Firm leadership to assess growth initiatives, investment opportunities, and business development performance.

Minimum Requirements:

• Bachelor's degree in Business, Marketing, Communications, or a related field required; advanced degree preferred.
• Minimum of 10 years of progressively responsible business development, client development, marketing, or professional services leadership experience.
• A minimum of five years of experience leading and developing business development professionals, including managers or other people leaders, strongly preferred.
• Significant experience leading business development functions within a law firm or other professional services organization, preferred.
• Strong understanding of the business of law and law firm economics, strategic pricing, profitability models, and client relationship management.
• Demonstrated success developing and executing business development strategies that contributed to measurable improvements in revenue growth, client retention, pipeline development, proposal success, or profitability.
• Experience overseeing departmental budgets, financial planning, and resource management.
• Experience mentoring, training, and providing professional development opportunities to business development professionals.
• Ability and desire to work collaboratively with and influence other business professional teams including Practice Group Directors, Marketing, Pricing, and IT teams.
• Exceptional executive communication, presentation, project management, and organizational skills, with the ability to manage competing priorities and deliver high-quality work in a fast-paced professional services environment.
• Experience with proposal automation platforms such as QorusDocs, CRM systems, business intelligence and reporting tools, and Microsoft 365 applications, including PowerPoint, Excel, Power BI, and SharePoint.
• Willingness and ability to travel.
• Must be able to perform all essential duties.

Other Requirements:

The requirements described below are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Equipment Operated:

This position requires extensive use of a computer and telephone. This position also requires the use of printing, copying, faxing and scanning equipment.

Physical Requirements:

While performing the duties of this job, the employee is occasionally required to sit; stand; talk; see; and hear.

Mental Requirements:

Ability to communicate effectively, verbally and in writing, with a diverse group of people.

Work Environment:

While performing the duties of this job, the employee may be exposed to weather conditions while traveling. The noise level in the work environment is usually moderate.

The above statements are intended to describe the general nature and level of work being performed in this position. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

Ice Miller is committed to recruiting, developing and retaining talented attorneys and professional staff from all backgrounds. To succeed, we take great pride in a culture where everyone at Ice Miller feels respected, is treated fairly, and has the opportunity to perform to their highest potential.

Candidates must have permanent authorization to work in the United States.

Ice Miller LLP is an Equal Opportunity Employer.