Client Growth Specialist

Summary

At B&T, 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 23 markets — with the same energy and commitment.

B&T's Client Growth team is focused on enhancing and enabling revenue creation for the firm and its attorneys though inside sales and business development support during the sales lifecycle. The Client Growth Specialist will report to one of our Senior Client Growth Managers and support the team's execution of the firm’s strategic growth plan. This position actively assists the managers on the projects that help attorneys make efficient and informed decisions on how to target new business and cross-sell existing clients within the firm.

Essential Duties And Responsibilities

• Work proactively with assigned practice groups to support initiatives that help drive new business from existing clients and prospects and help managers adopt best practices.
• Understand assigned practice groups, including the products and services they offer to the firm's clients, to effectively identify potential synergies with other clients and prospects.
• Assist in driving business development goals of assigned groups, including the identification, recommendation and execution of conferences, events, seminars, webinars and thought-leadership activities.
• Collaborate with Client Growth and Marketing team leaders, peers, and administrative departments, including Marketing Communications, Regional Marketing, and Business Intelligence and Innovation to execute projects.
• Prepare group pitches and RFP responses for assigned groups and serve as quality control for the collected content.
• Conduct research related to clients, prospects, industry segments and competitors.
• Manage collection and categorization of experience for group pitches and RFP responses.
• Input critical ROI data into the firm’s CRM database for pitches, RFP responses, sponsorships, memberships, and other business development activity.
• Assist managers with business development administrative reports and presentations.
• Coordinate activities required to produce both practice group and individual attorneys' ranking submissions.
• Evaluate, process and approve submitted attorney expenses for budget associated with each practice group and department.

Knowledge, Skills And Abilities Required

• Minimum of three (3) years of increasingly responsible, directly related experience during which the necessary knowledge, skills and abilities were attained.
• Bachelor’s degree or commensurate experience in a professional services role.
• Strong business acumen and demonstrated project management experience.
• 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.
• Ability to adapt to changing priorities and maintain a productive and committed work effort, meeting deadlines and managing workload.
• Demonstrated ability to communicate persuasively, both orally and in writing, on a prepared and extemporaneous basis with clients, attorneys, and staff.
• Ability to leverage research and competitive intelligence to identify business opportunities and support go-to-market strategies.
• 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. B&T currently offers a comprehensive benefit package, including health and life insurance, 401k/Roth and Profit Sharing, and paid time off. Salary will be commensurate with experience in this role.

Equal Employment Opportunity and Diversity Statement

B&T 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.

Qualifications

• Minimum of three (3) years of increasingly responsible, directly related experience during which the necessary knowledge, skills and abilities were attained
• Bachelor’s degree or commensurate experience in a professional services role
• Strong business acumen and demonstrated project management experience
• 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
• Ability to adapt to changing priorities and maintain a productive and committed work effort, meeting deadlines and managing workload
• Demonstrated ability to communicate persuasively, both orally and in writing, on a prepared and extemporaneous basis with clients, attorneys, and staff
• Ability to leverage research and competitive intelligence to identify business opportunities and support go-to-market strategies
• 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

Benefits

• B&T currently offers a comprehensive benefit package, including health and life insurance, 401k/Roth and Profit Sharing, and paid time off
• Salary will be commensurate with experience in this role

Responsibilities

• The Client Growth Specialist will report to one of our Senior Client Growth Managers and support the team's execution of the firm’s strategic growth plan
• This position actively assists the managers on the projects that help attorneys make efficient and informed decisions on how to target new business and cross-sell existing clients within the firm
• Work proactively with assigned practice groups to support initiatives that help drive new business from existing clients and prospects and help managers adopt best practices
• Understand assigned practice groups, including the products and services they offer to the firm's clients, to effectively identify potential synergies with other clients and prospects
• Assist in driving business development goals of assigned groups, including the identification, recommendation and execution of conferences, events, seminars, webinars and thought-leadership activities
• Collaborate with Client Growth and Marketing team leaders, peers, and administrative departments, including Marketing Communications, Regional Marketing, and Business Intelligence and Innovation to execute projects
• Prepare group pitches and RFP responses for assigned groups and serve as quality control for the collected content
• Conduct research related to clients, prospects, industry segments and competitors
• Manage collection and categorization of experience for group pitches and RFP responses
• Input critical ROI data into the firm’s CRM database for pitches, RFP responses, sponsorships, memberships, and other business development activity
• Assist managers with business development administrative reports and presentations
• Coordinate activities required to produce both practice group and individual attorneys' ranking submissions
• Evaluate, process and approve submitted attorney expenses for budget associated with each practice group and department