Role
This is an exciting role which forms an integral part of the United Kingdom, Ireland and Middle East (UKIME) Energy, Transport and Infrastructure (ETI) practice. The purpose of this role is to work with the Business Development Manager alongside the partner leads to deliver strategic objectives in relation to campaigns, proposals, events, legal directories, sponsorship management thought leadership and client relationship management and targeting.
The ETI team at Dentons covers the breadth of energy, transport, infrastructure, environment and non-contentious construction markets and is regularly recognised as one of the leading practices across UKIME and globally. Our clients rely on our understanding of the industries they work in to shape their businesses.
The role will focus on working with the Business Development Manager to develop opportunities arising from the combination of our strengths as a full service law firm and our leading reputation in these areas. It will help shape our response to market changes, trends and developments. The emphasis will be on new business from existing clients, warm and cold targets; lead generation and client pursuit; working closely with a bids team on sector and service line opportunities as well as running transactional proposals; creating/developing multi-channel, sector based marketing campaigns and taking these to market via our key client accounts.
This is an interesting and full mix role which includes responsibility for the running of go-to-market groups and supporting on key client activity, amongst a range of other activities. The successful applicant will have a strong background in proposals alongside systems improvement to ensure the efficient collation of information and intelligence. The role will also involve working closely with other members of the Clients Markets team to support various firm-wide global initiatives. The role offers the scope to be hands on and shape the strategy and tactics of the team going forward.
An understanding or a desire to reach an understanding of the practice area and industry sectors within which the group operates is key to ensure that the team's proposals exceed our potential client's expectations, in terms of team, price and experience.
Responsibilities
Proposals
- Project managing and producing proposals, including organising and facilitating meetings and ensuring that all deadlines are met, including the submitting of proposals on portals
- Creating high quality, tailored content and documentation that adds value and ensures the proposals are fully compliant and bespoke
- Working closely with compliance and pricing teams to ensure best practice approaches are reflected in proposals
- Gathering proposal feedback and acting on it accordingly to constantly improve the way in which we bid
- Ensuring the smooth delivery of commitments promised in successful proposals
- Maintaining the central proposals management system and process to ensure the efficient and timely production of proposals and reports
- Monitoring the process to capture and review content for proposals, including maintaining experience lists and CVs for the ETI practice
- Draft announcements of significant wins to be communicated internally
- Inputting into monthly reports to show the firms proposal performance against agreed targets. Ensuring that all opportunities are logged centrally will be a key element of this
- Inputting into the review on an ongoing basis proposal templates, structures and content to ensure consistency and best practice
- Drafting integrated campaign plans using the full range of communication channels
- Working alongside fee earners on the framing and development of content
- Drafting and designing marketing content (e.g. both client and internal communications, email and web content)
- Working with the digital marketing team for campaign roll-out online
- Ensuring on and offline marketing collateral is compliant with visual identity guidelines, working in conjunction with digital marketing and PR executives, brand and design teams
- Tracking ROI, and measuring and acting on feedback in relation to campaigns.
- Qualifying proposals for new events in line with our strategic objectives and our wider event programme
- Drafting invitations, creating bespoke target lists and feeding into InterAction processes for each event
- Organising all logistics (including Zoom set up where relevant), and running the event
- Sourcing client entertainment options and maximising hospitality opportunities through our ongoing sponsorships
- Ensuring that we maximise the client engagement opportunities afforded by these sponsorships
- Managing webinars and editing content for follow-up circulation
- Recording ROI in our CRM system following the event and ensuring leads are followed up on
- Assisting with input into client development plans and internal reporting
- Managing regular bespoke reporting to our clients and fulfilment of our relationship commitments
- Coordinating client team calls and ensuring action points are progressed
- Conducting research on sectors, organisations or individuals, liaising with the Intelligence and Insights team, and our library where necessary
- Identifying opportunities for us to solicit feedback from our clients
- Updating website and intranet content
- Monitoring business development spend against budget and ensuring payment of invoices relating MBD activity
Campaign Management
Assisting with the development, targeting and management of campaigns to promote our capabilities and thought leadership. These campaigns will be both UK and cross regional, focused on client needs and enable us to strengthen existing relationships and develop new client opportunities.
Events and sponsorship management
Planning and implementation of high-impact client events, both in person and virtual. This includes:
Client relationship management and client targeting
Assisting the Business Development Manager with the management and development of our most significant client relationships. This includes:
Other responsibilities
- Lead the preparation of directory and award submissions for the ETI practice with the appropriate fee earners
- Keeping up-to-date with market best practice
- Active involvement with appropriate sector and firm-wide projects as and when they arise
Requirements
Experience, Skills Knowledge
Technical Experience and Skills
- Excellent written and verbal communication skills, with strong attention to detail
- Previous experience of bids/tenders/proposals is essential
- Project management expertise
- Strong IT skills, especially Word, Excel and PowerPoint
- Interest in and experience with public sector tenders is a distinct advantage
- Previous experience in a professional services/partnership environment an advantage
- CIM or other relevant qualification an advantage
- Ability to work to short deadlines and in a non-directive environment
- Able to interact effectively at all levels and is a good team player
- A willingness to learn, be adaptable and comfortable with change
- Ability to project professionalism and enthusiasm at all times
Personal Skills / Attributes
Language Capabilities
We are a truly global law firm and as such, always welcome hearing from those with foreign language capabilities.
Originally posted on Himalayas
