Director – Client Development – Strategy Execution
| Company | Goodwin |
|---|---|
| Location | Boston, MA, USA, Santa Monica, CA, USA, Washington, DC, USA, San Francisco, CA, USA, Los Angeles, CA, USA, Philadelphia, PA, USA, New York, NY, USA, Mountain View, CA, USA |
| Salary | $200000 – $270000 |
| Type | Full-Time |
| Degrees | |
| Experience Level | Expert or higher |
Requirements
- 12+ years of experience designing and deploying scaled client development programs, preferably within a professional services firm.
- Prior experience leading and managing a strategic initiatives team within a client development organization, ideally within a law firm or consulting firm environment.
- Deep understanding of leading practices to identify, qualify, and progress client relationships and opportunities based on opportunity funnel from awareness to win.
- Demonstrated success in designing, implementing, and deploying scaled programs to build enduring client relationships and drive profitable growth in a professional services industry, with a particular focus on illustrative initiatives outlined in the responsibilities section.
- Strong leadership presence and the ability to influence at all levels, including partners, senior attorneys, and firm leadership.
- Collaborate with senior stakeholders to prioritize use cases, optimize workflows, and implement changes with the data and technology team. Focus on best practices in process redesign, technology, and change management for client development tech stack, including CRM, campaign/event management, SEO optimization, client feedback, and emerging technologies like AI.
- Brings relevant experience from global law firms, consulting or similar professional services, ideally with depth in one of more sectors across private equity, technology, life sciences, real estate, and financial services.
- Capability to form relationships across various levels and establish trust efficiently. Demonstrates strategic thinking and analytical skills to recognize business growth opportunities, foresee client needs, and propose innovative solutions.
- Analyze complex issues, identify challenges, and propose effective solutions aligned with client goals and firm capabilities. Have exceptional synthesis, storyboarding, and analytics skills to pull together materials for executive consumption.
- Demonstrate high emotional intelligence, including empathy, self-awareness, and effective relationship management.
- Exhibit executive presence and market expertise to guide and advise partners, helping them prioritize and achieve realistic goals.
- Exercise sound judgment in handling sensitive and confidential information.
- Effectively manage multiple projects while maintaining organization and delegating as needed. Show initiative, independence, and creativity in problem-solving and collaboration at all levels.
- Proficient in core Microsoft suite (Word, Outlook, Excel, PowerPoint), and stays abreast with new evolving technologies.
Responsibilities
- Lead a portfolio of complex firm-wide strategic initiatives aligned to firm priorities across demand generation, client conversion, client relationship management, and operational efficiency from conception to completion. Illustrative projects could include strategic account management, designing and deploying firmwide client targeting efforts, pursuits strategy, client feedback, and attorney business development capability building program.
- Integrate leading practices and approaches into tool-kits/playbooks and cascade leading practices, collaborating with the existing CD leaders and teams to ensure cross-pollination of leading practices.
- Synthesize and present a cohesive and compelling story around the imperative, approach, successes and lessons learned across the portfolio of initiatives. Establish appropriate metrics and communication approach for a wide range of stakeholders to demonstrate impact, drive adoption, and effective change management.
- Engage and be aware of growth priorities, initiatives, and activities across different business units and groups to proactively identify client connections and deploy leading practices – with ability to balance consistency with flexibility for each group.
- Conceptualize and optimize current infrastructure as it relates to scope of the programs, including process mapping & optimization, tech enablement, policy updates, and overall change management.
- Serve as a trusted advisor and thought partner to the CCRO and other CD leaders to ensure alignment across priorities and initiatives.
- Integrate complex and diverse inputs from project teams and resolve conflicts to meet program goals.
- Partner with leaders in Marketing, Client Development, Practice Management, Technology, and Knowledge Management to align client strategies with broader firm priorities and capabilities.
- Establish KPIs and reporting frameworks to assess the impact of client development initiatives and inform ongoing strategic decisions.
Preferred Qualifications
- MBA or equivalent degree a plus