Client Development Manager, NA Boards Practice

CLIENT DEVELOPMENT MANAGEMENT ROLE

The Client Development Manager leads key business development support and operations, facilitating the creation of insightful, differentiating pitch content and market insights and enabling a firmwide culture of knowledge sharing and collaboration. The primary role of the Client Development Manager (CDM) is to partner with the NA Board Practice and its members on strategic ‘hands on’ business development and content-creation. The CDM works in close collaboration with consulting teams as well as other client development colleagues and cross-functional teams to enable world-class business development and opportunity pursuit.

KEY RELATIONSHIPS

Reports to

Director of Development and Operations, NA Board & CEO Practice
North America Board Practice Leader
 

Partners Closely With
Board Practice Analysts

Client Development Managers and Analysts across Industry and Functional Practices.

Other Key Relationships

Director of NA Analysts

Consultants

Board Practice Associates

Marketing Team

Position Location

North America, preferably an East Coast office or Chicago

KEY RESPONSIBILITIES 
Business Development and Opportunity Pursuit        

• Serve as go-to resource and the “face” of client development for the NA Board Practice, partnering with consultants and client development colleagues on BD efforts (e.g., driving competitive pursuits, launching strategic campaigns to grow the practice, etc.).  

• Partner closely with Board Practice and relevant industry consultants to design pitch strategies and create supporting materials. 

• Quarterback pursuit teams in preparing for client meetings, ensuring preparation and rehearsal meetings are scheduled, meeting objectives and timelines are shared and well understood, and content-plan is co-created in a manner that satisfies the internal stakeholders and ultimately the external stakeholders.

• Create insightful, customized qualifications packs and pitch materials for new business development opportunities.  Orchestrate regular updates of key materials with the support of the practice team.

• Manage the workflow and quality of deliverables of the Board Analysts leading and/or contributing to quals development.

• Partner closely with Board Practice Leaders and Consultants across practices doing board work to develop content/materials for specific strategic client situations/meetings (e.g., pitch, annual/quarterly review, relationship-building).

• Identify opportunities to leverage and build knowledge/insights/ data/analytics to enable BD and pursuit activities. 

Content Creation, Sharing and Management

• In partnership with Practice Leadership and the Client Development team, redefine and continuously improve the Board go-to-market narrative – incorporating new service lines and evolving solutions.

• Translate and tailor firm-level intellectual capital strategy/ themes being driven by Marketing and other client development teams, ensuring dots are connected.    

• Gather learnings from pitches and business development to share internally to ensure we are continuously refining and improving our processes, responsiveness, and pitch effectiveness.

• Actively contribute and participate in the global client development community by sharing insights, ideas and best practices with fellow CDMs.

• Create approach and direct Board Analyst team to maintain, curate, and regularly update practice templates for pitch content/materials on Ampler, SharePoint and the Board Practice Connect site.

• Create and identify best-practice pitch content/materials to regularly share with Practices and firm.

• In close collaboration with Practice Leadership, develop communication strategy for syndicating pitch content to/across Practice and Firm.

Practice Operations

• Develop approaches, leveraging Quest tools as possible, to assess the board opportunity pipeline and analyze win/loss outcomes and stats on a regular basis.

• In close collaboration with the Board Analyst team, maintain tools to support search execution and current data/statistics related to the practice; oversee specialized research for F500/F1000 CEO and CFO mappings, priority/emerging director archetypes, BD target lists and other KPIs.

• Work with initiative teams to leverage new technologies and evolve processes.

• Identify new sources of data that are easily integrated into our daily operations