Business Developent Job Opening: Richmond, VA

Larry Bodine Marketing has been retained to conduct the following search:

POSITION: Business Development Manager

COMPENSATION: $100,000 to $115,000 total compensation (base plus bonus).

LOCATION: Richmond, Virginia

DESCRIPTION:  DurretteBradshaw, a business and litigation boutique for corporate clients nationwide, is seeking an experienced business developer who will have primary responsibility to implement the sales aspects of the firm’s business development plan, working in partnership with the firm’s Director of Marketing. The BDM will support and direct the generation of new business for the firm by providing day-to-day practical business development support, market research and advice.

KEY RESPONSIBILITIES:

Working as a team and in partnership with the Marketing Director in:

1.    Client pitching: Developing an effective approach to seek out and draft competitive proposals, statements of qualifications, pitches and presentations. Ensuring that deadlines are met for new business proposals. Working in partnership with the Marketing Director to develop new business by growing existing clients, bringing in new clients, and developing client service initiatives for target and existing clients.

2.    Forming business development teams: Organizing teams of lawyers for business development purposes, tracking key client team activities to measure ROI, facilitating the flow of best practices information among the teams, and assisting in the development and execution of key client marketing plans.

3.    Choreographing presentations: Assembling teams to appeal to prospects, developing questions for presentations, and rehearsing the presenters in advance.

4.    Researching clients and prospects: Conducting research about target markets and clients.  Identifying market issues that may affect clients' businesses and advising on effective sales strategies to address these issues.

5.    Communicating the firm’s brand and conforming to the firm’s branding initiative in all presentations and business development activities.

6.    Strategic planning: building key practices, pursuing target clients, building a referral network with target allies, penetrating key organizations and business communities, and maximizing the firm’s membership in a network.

7.    Business Development discussion & review: Arranging and chairing meetings to review progress on business development projects and key client targeting, ensuring relevant information from these meetings is circulated internally.

8.    Being active in the statewide and national business communities: Regularly attending meetings and events hosted by the firm and other organizations. Supporting the maintenance of business development contacts for firm wide database.

9.    Structuring pricing: Proposing alternative, non-hourly fee arrangements as appropriate.

10.  Budget management: Managing the business development budget, including advising on the benefits and costs of any new significant project.

REPORTS TO: Board of Directors through the Marketing Partner.

DEGREE PREFERRED: Bachelor’s degree.  Additional training or degrees in business development or sales is a plus.

EXPERIENCE:

• 7+ years of experience in business development with another law, accounting, management consulting or other professional services firm. Good working knowledge of law firm services and terminology.
• A pragmatic “can do” approach.
• Ability to work in partnership with the Marketing Director, to handle multiple tasks simultaneously and to prioritize quickly.
• Ability to interface with lawyers (both partners and associates) and senior-level business executives.
• Superior writing, communication and interpersonal abilities.
• A solid track record of successes in business development.

Qualified candidates should e-mail their resumes, in strictest confidence to Lbodine@LawMarketing.com.