Pitching Manager, Pitching Centre of Excellence

2 months ago

London, Greater London, United Kingdom Herbert Smith Freehills Full time

About Herbert Smith Freehills

We are a leading global law firm that advises many of the world's largest and most ambitious organizations across all major regions of the globe. With over 5,000 people, including 3,100 lawyers and over 2,000 business services professionals, operating from our global network of offices across Asia Pacific, Europe, the Middle East and North America, we are at the heart of the new global business landscape providing premium quality, full-service legal advice.

We recognize that the success of our business and our clients relies on the skills, knowledge and ideas of all our people. Our environment is one in which high performance is expected, in return, we will provide you with rewards and opportunities tailored to your personal and professional goals.

The Opportunity

Primary Objectives:

  • Define and own the firm's end-to-end best practice panel pitch process
  • Deliver high-quality, client-focused panel pitches at both document and presentation stages
  • Drive pitching infrastructure, systems and behaviors, including acting as a key stakeholder in embedding the QorusDocs pitching automation tool and Foundation credentials system across the firm

Key Internal Relationships:

  • Chief Client Officer, Practice Area Business Development, Office Business Development, Regional Business Development, Sector Business Development, Client Relationship Managers, Design, Marketing, Pricing, Research
  • Partners and lawyers in the pitch team, relevant Sector Lead Partners, Diversity & Inclusion, Pro Bono and Citizenship, Business Finance, General Counsel & Risk, Knowledge & Learning and other relevant subject matter experts

Key External Relationships:

  • Clients (legal and procurement contacts) and professional bodies focused on pitching, e.g. APMP

Key Responsibilities:

  • Scope opportunities effectively, and influence senior stakeholders, by embedding best practice processes such as qualification conversations and compliance processes
  • Initiate relevant client research – both internal and external
  • Define the strategy for each pitch and produce tailored win strategies, including persuasive value propositions and compelling sales messaging
  • Lead on all aspects of the pitch response to provide a client-focused and tailored response, including planning, structure, format, content, client-centric messaging, proofing and submission
  • Project manage the pitch response and ensure it is delivered on time
  • Engage and manage all other contributing functions, including pricing, compliance, knowledge, business development, client relationship managers
  • Coach to improve the performance of pitch teams – including preparing presentation materials, conducting rehearsals, providing critical challenge, agenda formulation and preparing the presentation team
  • Ensure diversity in the pitch team has been considered
  • Work with relevant stakeholders to ensure standard content in the QorusDocs is updated is current, relevant, aligned to the firm's key messages and in HSF-approved style
  • Record all pitch outcomes in the Pitch Log & Library and update panel information (as appropriate) in the Panel Tracker for accurate reporting
  • Proactively review and track forthcoming panel pitch opportunities and mobilize the client team to connect with the client ahead of time
  • Coach and train business development teams across the firm in relevant proposal processes to share best practice and ensure consistency
  • Conduct internal and external pitch debriefs (whether we win or lose) and disseminate information and lessons learned to relevant teams
  • Act as the engagement manager to on-board new panels where there is no CRM to ensure we are fully leveraging the opportunity
  • Drive and own the continuous improvement of our pitching infrastructure, systems and behaviors (QorusDocs, Foundation and Pitch Hub)
  • Embed the implementation and development of pitching best practice, infrastructure, systems, training and behaviors
  • Keep up to date with market best practice and developments in relation to proposals management and sharing this knowledge with the wider business development team

Key Performance Indicators:

  • Our panel pitch win rate meets or exceeds 70%
  • Embedding qualification conversations for each opportunity to determine whether we pitch and if so what level of effort/resource it merits
  • Embedding debriefs for each RFP
  • Relationship debriefs take place 6-12 months before a panel RFP is due
  • Best practice engagement with our pitching systems and behaviors (QorusDocs, Foundation and Pitch Hub)
  • Promoting pitching infrastructure, systems and processes to create more efficiency across the firm in how we manage the pitch process

Qualifications, Skills and Experience:

  • Experience of leading complex pitching opportunities in a global professional services environment
  • Ability to liaise confidently and build relationships with people of all levels
  • Has an agile approach to workload and demonstrates flexibility to meet the demands of an international law firm
  • Experience of liaising with procurement teams at clients
  • Sales-focused mind-set with a demonstrable desire to win profitable work
  • Well-developed persuasive and diplomacy skills with the ability to constructively challenge as needed
  • Ability to be self-sufficient but also able to leverage internal network as needed
  • Creative with a willingness to consider ways beyond the status quo
  • Coaching expertise to encourage partners and associates to think differently and truly put themselves in the client's shoes
  • Excellent writing skills, attention to detail and commitment to quality are pre-requisites

Team:

Business Development

Working Pattern:

Full-time

Location:

London

Contract Type:

Permanent Contract

Diversity & Inclusion:

We strive to create a diverse, innovative culture where high performance, client focus and highly engaged people are our differentiator. People at our firm come from a range of backgrounds and bring a wide variety of experiences and perspectives to their work with us. We recognize that our future success not only depends on being innovative and progressive in the changing legal market but, most importantly, on our people feeling highly engaged in meaningful work.

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