Client Development Advisor - Public Sector - Nairobi at McKinsey & Company

Job Description

• Work with CST leadership to construct comprehensive client account plans and manage the client opportunity pipeline, as well as serve as a thought partner on growth strategy for target clients;
• Strengthen relationships with mid-level executives and procurement professionals at client organizations and create opportunities for McKinsey partners and consultants to build on these relationships;
• Create potential opportunities / task orders under existing framework agreements and IDIQs that we have access to by informing the vehicle to country-based clients and providing project concepts and best practices as white papers;
• Gather intelligence about upcoming procurements for which McKinsey might be well suited to compete; Develop opportunity-specific competitive intelligence analysis, along with relative strengths and weaknesses of competitors; Travel to target countries to meet with stakeholders for information gathering as needed;
• Identify partners with whom McKinsey could team up with for emerging procurements, prepare qualifications and corporate capability materials and draft potential scope of work McKinsey can focus on in collaboration with CST leadership and practice leaders, and negotiate McKinsey’s role to finalize teaming agreements.
• Proposal management and delivery (both as a prime and a sub)

You will:

• Understand the objectives and requirements of the RFP and formulate a view about what it will take for McKinsey to win the procurement;
• Coordinate with team members to ensure key aspects of client intimacy (e.g., salient win themes, relevant hot buttons) resonate through the proposal;
• Translate McKinsey qualifications, approaches and past examples into the client-ready materials;
• Create work plans and align resources to complete the work of drafting high-quality proposals on time, ensuring end-to-end coordination and delivery of proposals;
• Orchestrate communications/visual media specialists to produce high-end proposals. Also, create network of external communication and visual media specialists, to be pulled in on need basis for different proposal situations;
• Write select elements of proposals (e.g., value proposition, positioning vis-à-vis competition, etc.);
• Review proposals at different stages of the drafting process, and help the drafting team make course corrections where necessary. This includes challenging the proposal team and PuSH partners when appropriate;
• Ensure technical compliance of proposals – prepare and own submission of all technical compliance documents (e.g., registration certificates, etc.). Familiarity with the relevant regulations and procurement guidelines are a must;
• Work with PSP support team, CST leadership, and teaming partners to meet all contractual requirements and prepare financial proposals;
• Help the CST partners, consultants and client development advisors to prepare for oral presentations, including counseling colleagues on their objectives during the oral presentations and providing feedback on rehearsals.
• Knowledge codification

You will:

• Create and maintain a solid repository of ready-to-use ‘standard’ proposal ingredients;
• Codify client development best practices;
• Lead preparation of high-end proposal materials including ‘new-age’ qualification documents, CV books, case studies, videos, references library, etc.
• Contracts debrief: After McKinsey wins or loses procurements, participate in debrief sessions with internal and client personnel to identify opportunities for the CST and PuSH practice to improve