Client Growth Specialist

SUMMARY:

At Barnes & Thornburg, change is relentless and so are we. In an evolving business landscape, we stand ready at a moment’s notice, adapting with agility and precision to achieve the highest goals for our clients. Similarly, our Client Growth and Marketing team serves its clients — 800 legal professionals across 50 practices in 26 markets — with the same energy and commitment.

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 Specialist will report to the Senior Client Growth Manager and will serve in a supportive role in the Client Growth and Marketing Department’s execution of the firm’s strategic growth plan. This position actively assists Senior Client Growth Managers and Client Growth Managers to execute on 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.

Primary duties and responsibilities necessary for successful job performance include:

1. Works proactively with assigned practice groups to support initiatives that help drive new business from existing clients and prospects and supports the Client Growth Manager(s) to adopt best practices across all supported groups.

2. 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.

3. Assists in driving business development goals of assigned groups, including support in identifying and executing conferences, events, seminars, webinars and thought leadership activities.

4. Works hand-in-hand with peers, and other team members including Communications, Public Relations, Event Management, and Graphic Design to identify ways to deliver the same information to different audiences.

5. Prepares pitches and proposals for the assigned groups to ensure that we are putting forward our best experience. Serves as QC to content and collected experience management of each area of support. Assists in the execution of RFP responses.

6. Leverages business intelligence and BD tools for basic research in support of attorney marketing and BD efforts, including compiling and succinctly presenting data on prospects, clients, industries, competitors and legal/sector trends.

7. Manages collection and categorization of legal experience for pitches and proposals for the assigned groups.

8. Manages the input of critical ROI data; including in conjunction with pitches, proposals, sponsorships, memberships, and other business development activity.

9. Assists Senior Client Growth Managers and Client Growth Managers with business development-related administrative reports and presentations.

10. Coordinates activities required to produce lawyer ranking submissions.

11. Coordinates industry/practice relationships in conjunction with Client Growth Manger and lead attorney for the supported practices in conjunction with outside sales professionals. Executes and provides consistent thoughtful contributions on determined plans for thought leadership, event, and sponsorship strategy.

12. Evaluates, processes and approves submitted attorney expenses for budget associated with each practice group and department.

13. Other duties and projects as assigned.

1. The position requires a minimum of three (3) years of increasingly responsible, directly related experience during which the necessary knowledge, skills and abilities were attained

2. The position requires a Bachelor’s Degree or commensurate experience in a professional services role

3. Strong business acumen

4. Demonstrated project management experience is an asset to this role

5. 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

6. Ability to adapt to changing priorities and maintain a productive and committed work effort, meeting deadlines and managing workload

7. Demonstrated ability to communicate persuasively, both orally and in writing, on a prepared and extemporaneous basis with clients, lawyers, and staff

8. Ability to leverage research and competitive intelligence to identify business opportunities and support go-to-market strategies

9. 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

10. 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.

Equal Employment and Opportunity 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.