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Job Description | Business Development Manager The Role Department: Business Development Location: Europe Role: Business Development Manager

The Firm Clyde & Co is a global law firm with 400 partners, 2000 legal professionals and 3600 staff in
over 40 offices across six continents. Its core global sectors position it at the heart of global
trade and commerce: insurance; marine, natural resources and energy; projects and
construction; aviation. Our vision is to be our clients' first choice for complex, multi-
jurisdictional matters in our chosen sectors by investing in our core practice areas in chosen
locations, serving an international client base and build a network of offices in key trading
zones. Our key focus is also to become the “go to” firm in emerging markets, running
ourselves professionally by attracting and developing the best people.

The Team The global leadership team sets the strategy in consultation with the Global Strategy Board.
The BD teams (comprising Communications, Marketing, Business and Client Development
experts) are led by regional heads of business development who are aligned to our regional
boards: Asia Pacific, Middle East Africa, North America, UK, Europe. Our strategy seeks to
manage and develop clients and profile in our global sectors; adopts a content and product
led approach in taking our practice groups to market; prioritises the use the integrated digital
marketing channels; and positions our most senior staff as advisors to the business, supported
by expert execution teams. Our principles dictate that the highest value clients and
opportunities command the highest value BD attention and bespoke tactics.

The Role The overarching responsibility of this role is to bring the European regional offices together in
their collaborative development and pursuit of clients. This will be achieved by leveraging our
global network; facilitating the sales process; originating and coordinating high value
marketing and communications activity; and enabling the European BD team to provide quality
advisory and execution services to the European business. Shaping and implementing global
initiatives, tailored to regional nuance will be key to the success of this role. This role receives
execution support from centralised Business Development and Marketing Executive teams.

The role reports to the Global Head of Business Development Function. At Clyde & Co we view diversity as critical to the international nature of our business and have created a working
environment where people from different backgrounds can thrive. It is the Firm's policy to treat all employees and job
applicants fairly and equally regardless of their gender, gender identity, marital or civil partnership status, race, colour,
national or ethnic origin, social or economic background, disability, religious belief, sexual orientation, or age.

Please consider the environment before printing this job description.



Fluency in European languages is critical: German, French, Spanish according to the location
of the role; and English. Location The role will be based in Hamburg, Dusseldorf, Paris or Madrid (depending on the candidate);
will work closely with the European board and European office management teams; and the
Global and Regional Business Development leadership teams.

Key Responsibilities Engage with contacts at clients and targets (Marketing & Communications activity)  Engagement Management - Executes the given tactics in marketing plans to best practice
and actively uses analytics to identify and track leads.  Content, Products and Thought leadership (“Tools”) - Support partners in the use of
products and content for client engagement purposes.  Marketing Channel Management - Execute and manage the use of all marketing
channels as set out in marketing plans to best practice and is able.  Measurability and Analytics - Use analytics to identify and track leads and monitor
performance of activity for maximum ROI, report back on effectiveness. Evaluation by clients and targets of our capability and appropriates to instruct (Client

and Business Development activity)  Research and Intelligence - Undertake prescribed analysis of internal and external data
sources to meet client team, practice and sector needs.  Matter description management - Drive the collation of matters descriptions through pitch
and legal directories, internal communications, inter alia, and save these to the matter
database in accordance with established BD and risk best practice.  Legal directories - Support the legal directories process including research and content
management tasks. Conversion of opportunities to instructions (Client and Business Development activity)  Country/office strategic pitch - Facilitate access to pitch best practice tools and content;
coordinate contribution of pitch stakeholders.  Client meeting preparation - Prepare internal and external source research and
necessary supporting material including marketing assets.  Partner pipeline review meetings - Support preparation for Pipeline Review Meetings
including accurately maintaining systems which hold engagement and pipeline data.  Individual client relationship management and development - Support client/business
development client leads by preparing and tracking tactics; reporting on ROI for further
opportunity identification



Retention of existing clients, and expansion of relationship to other offices and
practices (Client and Business Development activity)
 Client relationship management and development - Support client/business development

client leads by preparing and tracking tactics; reporting on ROI for further opportunity
identification  Client insight: Relationship reviews - Ensure metrics from client interview are recorded in
appropriate systems.  Client insight: Matter/satisfaction reviews - Support reporting and analysis needs. Operational Management  People - Take responsibility for personal and team deliverables ensuring deliverables
meet agreed scope and output is of the highest quality. Ensure senior manager remains
apprised of new and work in progress, is consulted on barriers to timely delivery and
unclear elements of work; and has the opportunity to approve and refine work before it is
delivered.  Process - Conform to global standards and best practice, and their development or
continuous improvement.  Data - Contribute routinely and accurately to BD systems and safeguard data integrity;
proactively use data in the analysis and continuous improvement of our programmes.  Technology - Ensure team members use BD technology in a timely manner as processes
and activity command.

Essential Skills & Experience  Proven experience of working as a business development practitioner at management
level within a fast-paced professional services environment, preferably within the legal
industry.  Experience of formulating and managing budgets and overseeing the monitoring of spend
and any associated reports  Able to work closely with partners and associates and possesses the ability to influence
key partners and decision making groups and manage the implementation of outcomes
from these groups  Strong organisational skills and the ability to handle multiple priorities within tight
timescales  Able to work to very tight deadlines under pressure and to assimilate information quickly  Strong interpersonal skills including confidence, positivity, diplomacy and the ability to
gain credibility quickly  Excellent verbal and written communication skills  Demonstrates attention to detail with a high level of accuracy



Business Services Competencies Clyde & Co is committed to providing extensive, personal and professional development
opportunities for our people enabling them to be highly effective in their current role as well as
assisting them to fulfil their career aspirations.

The competencies are used to inform all aspects of Business Services career development.
They vary across levels and different business areas and fall under the following areas:  Technical Excellence  People and Team  Client/Stakeholder Relationships  Service Delivery and Commercial Awareness  Personal Effectiveness
Job Description | Business Development Manager The Role Department: Business Development Location: Europe Role: Business Development Manager

The Firm Clyde & Co is a global law firm with 400 partners, 2000 legal professionals and 3600 staff in
over 40 offices across six continents. Its core global sectors position it at the heart of global
trade and commerce: insurance; marine, natural resources and energy; projects and
construction; aviation. Our vision is to be our clients' first choice for complex, multi-
jurisdictional matters in our chosen sectors by investing in our core practice areas in chosen
locations, serving an international client base and build a network of offices in key trading
zones. Our key focus is also to become the “go to” firm in emerging markets, running
ourselves professionally by attracting and developing the best people.

The Team The global leadership team sets the strategy in consultation with the Global Strategy Board.
The BD teams (comprising Communications, Marketing, Business and Client Development
experts) are led by regional heads of business development who are aligned to our regional
boards: Asia Pacific, Middle East Africa, North America, UK, Europe. Our strategy seeks to
manage and develop clients and profile in our global sectors; adopts a content and product
led approach in taking our practice groups to market; prioritises the use the integrated digital
marketing channels; and positions our most senior staff as advisors to the business, supported
by expert execution teams. Our principles dictate that the highest value clients and
opportunities command the highest value BD attention and bespoke tactics.

The Role The overarching responsibility of this role is to bring the European regional offices together in
their collaborative development and pursuit of clients. This will be achieved by leveraging our
global network; facilitating the sales process; originating and coordinating high value
marketing and communications activity; and enabling the European BD team to provide quality
advisory and execution services to the European business. Shaping and implementing global
initiatives, tailored to regional nuance will be key to the success of this role. This role receives
execution support from centralised Business Development and Marketing Executive teams.

The role reports to the Global Head of Business Development Function. At Clyde & Co we view diversity as critical to the international nature of our business and have created a working
environment where people from different backgrounds can thrive. It is the Firm's policy to treat all employees and job
applicants fairly and equally regardless of their gender, gender identity, marital or civil partnership status, race, colour,
national or ethnic origin, social or economic background, disability, religious belief, sexual orientation, or age.

Please consider the environment before printing this job description.



Fluency in European languages is critical: German, French, Spanish according to the location
of the role; and English. Location The role will be based in Hamburg, Dusseldorf, Paris or Madrid (depending on the candidate);
will work closely with the European board and European office management teams; and the
Global and Regional Business Development leadership teams.

Key Responsibilities Engage with contacts at clients and targets (Marketing & Communications activity)  Engagement Management - Executes the given tactics in marketing plans to best practice
and actively uses analytics to identify and track leads.  Content, Products and Thought leadership (“Tools”) - Support partners in the use of
products and content for client engagement purposes.  Marketing Channel Management - Execute and manage the use of all marketing
channels as set out in marketing plans to best practice and is able.  Measurability and Analytics - Use analytics to identify and track leads and monitor
performance of activity for maximum ROI, report back on effectiveness. Evaluation by clients and targets of our capability and appropriates to instruct (Client

and Business Development activity)  Research and Intelligence - Undertake prescribed analysis of internal and external data
sources to meet client team, practice and sector needs.  Matter description management - Drive the collation of matters descriptions through pitch
and legal directories, internal communications, inter alia, and save these to the matter
database in accordance with established BD and risk best practice.  Legal directories - Support the legal directories process including research and content
management tasks. Conversion of opportunities to instructions (Client and Business Development activity)  Country/office strategic pitch - Facilitate access to pitch best practice tools and content;
coordinate contribution of pitch stakeholders.  Client meeting preparation - Prepare internal and external source research and
necessary supporting material including marketing assets.  Partner pipeline review meetings - Support preparation for Pipeline Review Meetings
including accurately maintaining systems which hold engagement and pipeline data.  Individual client relationship management and development - Support client/business
development client leads by preparing and tracking tactics; reporting on ROI for further
opportunity identification



Retention of existing clients, and expansion of relationship to other offices and
practices (Client and Business Development activity)
 Client relationship management and development - Support client/business development

client leads by preparing and tracking tactics; reporting on ROI for further opportunity
identification  Client insight: Relationship reviews - Ensure metrics from client interview are recorded in
appropriate systems.  Client insight: Matter/satisfaction reviews - Support reporting and analysis needs. Operational Management  People - Take responsibility for personal and team deliverables ensuring deliverables
meet agreed scope and output is of the highest quality. Ensure senior manager remains
apprised of new and work in progress, is consulted on barriers to timely delivery and
unclear elements of work; and has the opportunity to approve and refine work before it is
delivered.  Process - Conform to global standards and best practice, and their development or
continuous improvement.  Data - Contribute routinely and accurately to BD systems and safeguard data integrity;
proactively use data in the analysis and continuous improvement of our programmes.  Technology - Ensure team members use BD technology in a timely manner as processes
and activity command.

Essential Skills & Experience  Proven experience of working as a business development practitioner at management
level within a fast-paced professional services environment, preferably within the legal
industry.  Experience of formulating and managing budgets and overseeing the monitoring of spend
and any associated reports  Able to work closely with partners and associates and possesses the ability to influence
key partners and decision making groups and manage the implementation of outcomes
from these groups  Strong organisational skills and the ability to handle multiple priorities within tight
timescales  Able to work to very tight deadlines under pressure and to assimilate information quickly  Strong interpersonal skills including confidence, positivity, diplomacy and the ability to
gain credibility quickly  Excellent verbal and written communication skills  Demonstrates attention to detail with a high level of accuracy



Business Services Competencies Clyde & Co is committed to providing extensive, personal and professional development
opportunities for our people enabling them to be highly effective in their current role as well as
assisting them to fulfil their career aspirations.

The competencies are used to inform all aspects of Business Services career development.
They vary across levels and different business areas and fall under the following areas:  Technical Excellence  People and Team  Client/Stakeholder Relationships  Service Delivery and Commercial Awareness  Personal Effectiveness
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