Client Development and Communication Head at Armada Human Capital

Summary

Our Client is a well-established and highly respected local Financial Advisory Firm that deals in mergers & acquisitions and corporate finance.

Job Purpose

You shall be responsible for working with our client's member firms to grow business opportunities for each of the firms from the existing clients, develop awareness to the member firms of the opportunities to bring in new clients in line with each of the member firm's strategy and our client's strategy as a whole and to manage and implement business development campaigns/activities and projects necessary to grow our client and its member firms.

Primary Responsibilities

Planning and Strategy

• Drive our client's business development strategic plan
• Develop a development plan in conjunction with the partners of each of the firms
• Undertake research and analysis (trends and industry developments; competitor activity; and potential opportunities)
• Work with the partners of the member firms on developing and implementing innovative short and long term strategies, tactics and activities that will support our client in general and client growth.

BD Infrastructure

• Drive the development and implementation of innovative infrastructure systems to best support the BD activities of our client and its member firms. For example:
  • effective cross selling between the member firms
  • deal reporting system
  • pitch and credentials filing and reporting system
  • client management system

Campaigns/ Initiatives and Projects

• Develop, advise and support the implementation of BD initiatives, campaigns and projects in line with each of the firm's business development plans. These will all include elements of the following:
  • developing innovative "product offerings" by each of the firms;
  • providing content and formulating key messages that each of the firm's desire to send to clients from time to time;
• Profiling:
  • Advising partners and developing initiatives to raise both internal (identifying cross-sell opportunities, internal training) and external profile of our client and its member firms (e.g. newsflashes, seminars, commenting in the press);
  • identifying and evaluating which strategic conferences the firms should participate in or support (as speakers or delegates);
• Targeting:
  • Working with partners to identify strategies to win more work from existing clients
  • Working with partners on identifying and pursuing new client opportunities, market opportunities, and product development opportunities
• Client Briefing Notes initiative (CBN's):
  • Preparation of strategically important CBN
  • Training associates and managers in the member firms to produce CBN
• Training:
  • Provision of BD skills training to each of the firms with a view of creating individual BD capacity to each of the associates and managers of our client's member firms .
• Manage various firm-wide BD initiatives, either ongoing or ad-hoc.

Research/Analysis

• Identifying and analysing market research reports
• Developing and writing concise reports focused on supporting identified campaigns, initiatives and projects, as well as to inform potential BD opportunities.
• Analysing and developing trend reports to provide strategic insights into market developments, and working with the partners to develop strategies to provide this as a value add to clients

Pitches

• Provide insight on relevant intel needed to make informed decision on opportunities that member firms should consider pitching for, using various resources available (including internal and external networks, research tools, deal reports)
• To be custodians of relevant information in relation to member firms deals, C. V's for each of the partners, associates and managers and ensuring these are kept up to date
• Work with partners and actively participate in strategically important pitches, including messaging, value add, credentials, preparation, submissions and follow up
• Provide guidance, templates, and relevant information to persons in each of the member firms responsible for pitches

Client Relationship Management

• Assist with the role-out and implementation of the firm-wide client development program
• Implement core client development program at the company and firms' levels
• Manage and support assigned client teams with the development and execution of client plans
• Advise and support partners on client engagement best practice (including preparation strategies, meeting structures, client specific strategies)
• Drive cross-selling and client targeting initiatives
• Maintaining client database

Relationship Building

• Develop strong relationships with partners and other fee earners across the member firms so that he/she is viewed as a trusted advisor
• Work closely with the Head of Strategy to ensure alignment
• Building key relationships to support the client development and feedback programs
• Develop and manage strategic partnerships with other firms, clients, think tanks and professional services firms

Management and Leadership

• Support the Head of Business Development in managing the appointment, development and operation of an effective, high performing team BD team
• Have line management responsibilities, including appraisal reviews, objective setting and monitoring progress for all members of the BD team
• Work with the partners in building a high performing team to deliver on the BD Strategy.