We are looking for a BD manager to join the marketing team based in London. This is for a fixed term of 15 months. Candidates must have extensive experience of managing multiple bids and BD projects within a professional services firm. This varied role works alongside two other BD Managers to support seven practice groups and nine offices.
The role requires good inter-personal skills and the ability to manage multiple projects to strict deadlines.
The role supports individual partners, National Practice Groups (NPG’s) and regional offices with their business development activities. The seven NPGs, which include partners from across the firm, were created specifically to maintain and develop presence and seek new business growth in selected sectors. Working across the firm means the role is incredibly varied in terms of the type of new business opportunities that present, and the offices and sectors involved.
The key responsibilities of this role include the management and co-ordination of tender documentation including responding to an RFP/ITT, the drafting of core text where appropriate, the co-ordination of tender teams and helping with final presentations. The role will also involve conducting business development research, helping identify targets, working on subsequent campaigns and involvement in other ad-hoc business development projects. The role reports directly to the Head of Marketing and has frequent liaison with the firm’s partners. Travel to and work out of other UK offices may be required at times.
Working with the other Business Development Managers (based in Bristol and Manchester) to deliver the following and providing cover in times of absence or heavy workload:
Preparing partners for client fact-find meetings, through deciphering the ITT/RFP, preparing questions to ask, and conducting research on the panel/prospective firm. Writing tender content where appropriate, coordinating tender teams and their document input, sourcing appropriate document production when approved and ensuring all deadlines are met.
Coaching the bid teams in presentation rehearsals, preparing them for panel questions and giving necessary feedback on delivery where relevant.
Leading the tender feedback process, carrying out an independent debrief with the client/prospect following the tender results to identify areas for improvement and what we are doing well. Reporting the results back to the Head of Marketing and relevant partner/individuals to follow up on as appropriate and including any key points in the staff newsletter, so that those involved with tenders can learn from the experience.
Holding tender debriefs with partners following bid completion, to gather feedback on team’s performance, identify any improvement points, and better understand their future needs.
Collaborating with partners and staff to promote the continued and full use of the online tender system. Provide guidance and training to users when required. Educating the firm on tender best practice through various means – in the internal publication, through practice group presentations/meetings and one-to-ones with partners in the tender debriefs.
Proactively anticipate client needs, highlighting potential opportunities to partners, such as tender renewal dates.
Working with National Practice Groups and offices to identify and develop their targets.
Working with the Head of Marketing to deliver firm wide ad-hoc BD projects/campaigns including client satisfaction surveys.
Working with the Events Manager to ensure we capture opportunities arising from events, helping to co-ordinate the follow up and helping us to inform decisions on what events to focus on going forward.
Recording the win/loss rates of submitted tenders and reporting on this to management in the quarterly reports and detailed end of year report.
Understanding the partners’ needs/perspective, managing their expectations and pro-actively suggesting/designing BD solutions to meet individual needs.
Actively monitoring competitor marketing activity to review and develop the firm’s marketing and business development activity.
Building/maintaining strong relationships with colleagues and external suppliers.
The marketing department has 11 people and delivers a wide range of marketing and business development advice to the firm.
We offer accounting, audit and assurance, business advisory, corporate finance, forensic and litigation, outsourcing, tax and VAT services. We act for businesses and individuals both in the UK and internationally. Our staff work regularly and closely with their colleagues in our regional offices to provide a seamless service to clients, wherever they are located.
Our London office is home to more than 40 partners and 350 members of staff.
- Natural, confident people person and communicator
- Credibility and ability to influence others
- Absolutely must have attention to detail and excellent written English
- Able to identify stakeholders and develop relationships
- Friendly, team player
- Interpersonal and organisational skills
- Excellent written and oral communication skills
- Competent user of InDesign
- Analytical ability
- CIM qualified (desirable but not necessary)
Relevant marketing/business development experience in a professional services firm to include:
- Work on competitive tenders and pitches, including background research, coordination of document production, drafting and proof reading and post-tender evaluation
- Experience of being able to influence and challenge partners
- Basic commercial research techniques
- Strong business development experience
- Liaising with agencies and other marketing suppliers
- A 35-hour working week
- Flexible working arrangements (core hours) upon successful completion of probationary period
- Working from home allowance of £25 a month.
- Eligibility for the firm’s Profit Sharing Plan that runs from October to September each year. The scheme enables staff to share in the profits of the firm.
- Competitive annual salary depending upon experience.
- Eligibility for manager’s bonus scheme.
- Eligibility for firm’s private medical insurance upon successful completion of probation
- Twenty-five days annual leave (pro-rata).
- Option of a company car on salary sacrifice basis
- In addition, under the flexible benefits programme, employees are entitled to buy or sell up to five days holiday a year, subject to manager approval.
- Life assurance cover of four times salary
- Group Personal Pension scheme: you will be automatically enrolled into our Group Personal Pension scheme (4% employer contribution, 4% employee contribution)
- Interest free season ticket loan on completion of probationary period.
- Six-month probationary period
- Access to a number of other benefits with preferential rates under the flexible benefit programme, which include; health screening/GP support, critical illness cover and spouse life assurance.
- Reward gateway includes benefits such as discounted retail, travel & activities.