SUMMARY
Barnes & Thornburg's Client Growth team is focused on enhancing and enabling revenue creation for the firm and its attorney though inside sales and business development support throughout the sales lifecycle. The Client Growth Manager (CGM) – Intellectual Property will serve as a key professional in the Client Growth department in the execution of the firm’s strategic growth plan. This position leads business development projects for identified practice areas within the firm’s Intellectual Property Department. This individual will work alongside the Senior Client Growth Manager – Intellectual Property to determine the strategic objectives and key results necessary to help attorneys make efficient and informed decisions on how to target new business and cross-sell existing clients within the firm. This individual will have the support of a Client Growth Specialist dedicated to the Intellectual Property Department to assist with executing tasks and deliverables.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Primary duties and responsibilities necessary for successful job performance include:
- Works proactively with the small group of assigned Intellectual Property Department practice groups to develop and support initiatives that help drive new business from existing clients and prospects.
- Works with other CGMs to adopt best practices across all supported groups.
- Serves as the primary point of contact for attorneys that serve in leadership roles for the small group of assigned Intellectual Property practice groups in respect to client growth efforts.
- This individual will play a critical role in identifying important projects that require additional department and Firm support and will work alongside the Senior Client Growth Manager – Intellectual Property in advocating as necessary for appropriate strategic initiatives.
- Responsible for having a robust understanding of supported practice groups, including the products and services they offer to the firm's clients, to effectively relay this experience and identify potential synergies where existing experience can be applied to other clients and prospects including alignment and introduction of key practitioners able to meet niche needs.
- Consistently provide business development advice and guidance that demonstrates a sound understanding of the nature of the work and experience of the lawyers in the assigned practice groups and working groups including but not limited to coaching (holistically and for specific leads).
- Drives business development goals of assigned groups, including support in identifying and tracking business leads and opportunities, expanding existing client matters, and identifying and pursuing cross-selling.
- Participates in the creation of practice specific business development plans as required by the Intellectual Property Department’s administrative team and serves as the primary point of contact for the execution of all objectives and key results identified within that plan.
- Annually and as needed, help guide attorneys in setting strategy for increased exposure on the national stage, including with conference participation, speaking engagements, panel appearances and in-house client programs that have clear directives and methods for measuring return on investment.
- Invests significant support time in onboarding lateral attorneys to ensure access, resources, and coaching are provided, thereby ensuring immediate production of revenue by the new attorney.
- This includes participation as deemed appropriate by practice leadership in the direct interviewing of potential lateral candidates.
- Remains up-to-date on legal and industry trends to proactively identify ways for the groups to differentiate themselves within the marketplace and identify new, niche areas for the firm to explore.
- Prepares pitches and proposals for the assigned group to ensure that we are putting forward our best experience and pricing proposal.
- Serves as QC to content and collected experience management of each area of support.
- Executes RFP responses and provides post-response coaching on closing and panel awards.
- In many cases, this position will involve working with the firm's Communications, Public Relations, Event Management, and Graphic Design resources to identify ways to deliver the same information to different audiences.
- With department leadership, prepares strategy, guides the approval process, and executes investments that are aligned with firm strategic initiatives.
- Reviews and processes reimbursement requests for the Intellectual Property department.
- Other duties and projects as assigned.
The employee must be able to perform all essential job duties and responsibilities of this position satisfactorily and as outlined, with or without reasonable accommodations. Reasonable accommodation requests may be accommodated, absent undue firm hardship.
Knowledge, Skills And Abilities Required
The position requires a minimum of five (5) years of increased responsibility, directly related experience during which the necessary knowledge, skills and abilities were attained.
- Strong business and business development acumen.
- Demonstrated project management experience is an asset to this role.
- The position requires a Bachelor’s Degree or commensurate experience in a professional services role.
- A JD, MBA or other related advanced degree may substitute for required experience.
- Demonstrated ability to build strong working relationships across all levels of the organization and work effectively both independently and with others in a cooperative, enthusiastic and friendly manner to accomplish position functions and participate in team efforts.
- Ability to adapt to changing priorities and maintain a productive and committed work effort, meeting deadlines and managing workload.
- Demonstrated ability to communicate persuasively, both orally and in writing, on a prepared and extemporaneous basis with clients, lawyers, and staff.
- Ability to leverage research and competitive intelligence to identify business opportunities and support go-to-market strategies.
- Ability to appropriately delegate work to others to meet deadlines, goals and objectives, develop skills and knowledge of others, build capacity and productivity of department.
- Strong knowledge of and familiarity with legal and business environments.
The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of essential functions, responsibilities or requirement.
Working Conditions
Normal office environment with little exposure to excessive noise, dust, temperature and the like. On-site presence is required.
Equal Employment Opportunity and Diversity Statement
Barnes & Thornburg is committed to equal employment opportunity in both principle and as a matter of policy. We will recruit, hire, train, promote, compensate and provide benefits to all applicants and employees without regard to ancestry, sex, race, color, ethnicity, national origin, gender, age, religion, religious creed, mental and/or physical disability, medical condition, military and/or veteran’s status, genetic information, marital status, sexual orientation, gender identity and/or expression, or any other basis protected by applicable federal, state and local laws. This policy applies to all recruiting, hiring, promotions, upgrades, layoffs, compensation, benefits, terminations and all other privileges, terms and conditions of employment. The firm complies fully with all federal, state and local equal employment opportunity laws.
