Pitching Manager, Pitching Centre of Excellence
4 weeks ago
About Herbert Smith Freehills
We are a leading global law firm with a strong presence in the Asia Pacific, Europe, the Middle East, and North America. Our team of over 5,000 professionals, including 3,100 lawyers and 2,000 business services professionals, provides premium quality, full-service legal advice to our clients. We are committed to delivering exceptional results and building long-term relationships with our clients.
The Opportunity
We are seeking an experienced Pitching Manager to join our Business Development team. As a key member of our team, you will be responsible for defining and owning our end-to-end best practice panel pitch process. You will deliver high-quality, client-focused panel pitches at both document and presentation stages, driving pitching infrastructure, systems, and behaviors. You will also act as a key stakeholder in embedding the QorusDocs pitching automation tool and Foundation credentials system across the firm.
Key Responsibilities
- Scoping opportunities effectively and influencing senior stakeholders by embedding best practice processes such as qualification conversations and compliance processes.
- Initiating relevant client research – both internal and external.
- Defining the strategy for each pitch and producing tailored win strategies, including persuasive value propositions and compelling sales messaging.
- Leading 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 managing the pitch response and ensuring it is delivered on time.
- Engaging and managing all other contributing functions, including pricing, compliance, knowledge, BD, and CRM.
- Coaching to improve the performance of pitch teams – including preparing presentation materials, conducting rehearsals, providing critical challenge, agenda formulation, and preparing the presentation team.
- Ensuring diversity in the pitch team has been considered.
- Working with relevant stakeholders to ensure standard content in the QorusDocs is updated, current, relevant, aligned to the firm's key messages, and in HSF-approved style.
- Recording all pitch outcomes in the Pitch Log & Library and updating panel information (as appropriate) in the Panel Tracker for accurate reporting.
- Proactively reviewing and tracking forthcoming panel pitch opportunities and mobilizing the client team to connect with the client ahead of time.
- Coaching and training BD teams across the firm in relevant proposal processes to share best practice and ensure consistency.
- Conducting internal and external pitch debriefs (whether we win or lose) and disseminating information and lessons learned to relevant teams.
- Acting as the engagement manager to on-board new panels where there is no CRM to ensure we are fully leveraging the opportunity.
- Driving and owning the continuous improvement of our pitching infrastructure, systems, and behaviors (QorusDocs, Foundation, and Pitch Hub).
- Embedding the implementation and development of pitching best practice, infrastructure, systems, training, and behaviors.
- Keeping up to date with market best practice and developments in relation to proposals management and sharing this knowledge with the wider BD 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 legal 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 networks 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
At Herbert Smith Freehills, we strive to create an inclusive environment where our people feel valued and able to perform at their best. We recognize that our future success depends on being innovative and progressive in the changing legal market, and we are committed to building a diverse and inclusive culture.
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