Manager, Business Development, Finance - Project Development & Finance

Firm Summary

White & Case is an elite global law firm serving leading companies, financial institutions and governments worldwide. Our long history as an international firm means we are perfectly placed to help our clients resolve their most complex legal challenges wherever they may be.

With lawyers and staff operating from more than 47 locations, working in virtually every country of the world, we have invested heavily in building a high-quality full-service practice competing at the top of the market. We are distinguished by our on-the-ground presence in the world’s key financial markets and our strengths in handling complex cross-border work.

It’s not just about our global network of offices and shared services centers; it’s the global interconnectedness of the Firm that our people, and our clients, value most. We work well together across geographic and practice boundaries. It’s one of the reasons we attract and retain cross-border work. 

Our lawyers are globally minded, enterprising, collaborative and committed to excellence. Our people represent 90 nationalities and speak 80 languages.

Position Summary

This role supports the Americas EIPAF Section in developing and implementing business development initiatives aimed at building client relationships, identifying new business opportunities, winning new work and positioning and profiling the Firm as one of the pre-eminent Project Development & Finance practices in the region. Although the role is based in New York, it includes a significant international dimension to ensure that BD activities and initiatives are coordinated across the White & Case Americas and international office network.

Responsibilities

Business development

• Work with the greater Americas EIPAF BD team and partners to help drive the implementation and development of the Global and Americase EIPAF business plan, associated marketing plans and identified key initiatives.
• Provide concrete, actionable ideas to the Senior Manager regarding Americas business development and marketing efforts
• Identify new business opportunities and work with the relevant partners and associates to convert these opportunities into new business for the Firm
• Working with the Senior Manager and the larger Marketing and BD teams to help drive the implementation of client plans, business plans and to identify and pursue cross-selling opportunities
• Coordinate the collecting of competitor intelligence to ensure proper differentiation and positioning of White & Case

Materials, pitches and proposals

• Oversee and manage responses to Requests for Proposals and preparing presentations to clients in a timely manner and to an appropriately high standard, as well as tracking wins and losses, the reasons for each and, in appropriate circumstances, encouraging, arranging and attending follow-up meetings with clients to discuss reasons for a win or loss
• Maintain up-to-date materials about the office’s capabilities and experience, including lawyers’ biographies, deal lists, brochures and capability statements 
• Management of, and strategic input into, key pitches and proposals
• Help support appropriate infrastructure for a global EIPAF pipeline of business opportunities and initiatives
• Prepare and submit directory and award submissions related to the EIPAF practice
• Ensure regular logging in of all pitches, proposals and business opportunities in InterAction, including pitch win/loss ratio and reasons for success/failure

Marketing communications (Internal and external)

• Reporting to the Senior Manager against progress on all key EIPAF BD/marketing initiatives 
• Working with the Firm’s Communications team to proactively suggest ideas to improve the profile and positioning of the practice both internally and externally
• Work with the partners to identify the key sales messages for dissemination via appropriate media outlets locally, as well as promoting the capability and expertise of the EIPAF practice both internally across the network and externally.
• Drafting submissions for legal directories and award entries (Chambers and Partners, IFLR 1000, The Legal 500 and others), coaching lawyers for directory interviews, providing feedback and reporting on rankings
• Over