POSITION:  Marketing & Business Development Specialist

COMPANY:  Goulston & Storrs

LOCATION:  Boston, MA

SUMMARY

The Marketing & Business Development Specialist will:

  • Prepare marketing/sales materials for meetings with prospective and current clients
  • Assist in responding to proposal opportunities, including approach strategy and follow-up
  • Maintain and report on various sales metrics that will help improve the efficiency of the firm’s business development efforts
  • Maintain record of business development activities in CRM and experience databases
  • Support attorney business development goals, including monitoring progress of their efforts
  • Manage practice and attorney biography updates within the firm’s experience management database and across various practice marketing materials
  • Coordinate with team members to provide integrated practice BD support

JOB TITLE Marketing & Business Development Specialist
DEPARTMENT: Business Development
SUPERVISOR: Director of Marketing & Business Development

BUSINESS DEVELOPMENT DEPARTMENT MISSION

The Goulston & Storrs Business Development Department is fast-paced, fast moving, exciting and entrepreneurial. Our goal is to set the standard for law firm business development departments. We will achieve this through our relationships externally and internally. Our collective commitment, as a team, is to:

  • Provide education to our client (firm members)
  • Infuse best practices thinking into all areas of sales and service
  • Use analysis as the foundation for our approach to the market
  • Create innovative targeted marketing materials and initiatives
  • Support and enable the firm as a business and community leader

PRINCIPAL RESPONSIBILITIES:

  • Manage and coordinate RFP go/no go process
  • Draft proposal portions such as introduction, overview, project approach, attorney biographies, and cover letter
  • Regularly maintain and review current experience for inclusion in marketing materials
  • Regularly analyze and review practice marketing collateral to ensure effective and consistent messaging on the practice/industry/geography and firm-wide levels
  • Build and refine the firm’s inventory of response materials that cover the firm, specific legal practices, lawyer capabilities and client services
  • Work closely with Knowledge Services team to keep current on all relevant market and competitive intelligence
  • Participate in networking events and industry meetings alongside our attorneys and business professionals.
  • Coordinate and participate in opportunity debrief sessions to identify areas of strength and areas for improvement
  • Communicate and collaborate directly with BD team members, lawyers, and other stakeholders in connection with proposals and related business development projects.
  • Facilitate cross-selling and cross-serving initiatives.
  • Maintain opportunity tracker and proposal win/loss.
  • Maintain the library of past and current proposals
  • Work with other members of the business development team, as well as outside consultants, to prepare and submit strategic practice-related and attorney rankings, directory submissions, industry awards, and surveys
  • Work with BD team members on various projects including implementing new marketing & business development processes and tools
  • Assume additional responsibilities as requested

KNOWLEDGE, SKILLS AND ABILITIES REQUIRED:

  • Legal, business and competitive intelligence reporting skills
  • Use of CRM tools and experience databases
  • Experience preparing proposal (RFP) responses and pursuit materials
  • Highly proficient in MS Office suite (Excel, Word, PowerPoint)
  • Ability to prioritize ongoing tasks and significant projects, as well as manage expectations of attorneys in relation to these projects
  • Strong customer service ethic and outstanding interpersonal skills, capable of working seamlessly with high level partners, business development team, and colleagues on other business operations teams
  • Highly organized, efficient and extremely detail oriented, with superior fact checking skills

EDUCATION/EXPERIENCE:

  • Bachelor’s degree required plus 4-6 years’ experience in professional services with understanding of law firm sales cycle and professional services business development best practices
Apply Here

8/1/19

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