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Pitching Manager, Pitching Centre of Excellence
3 months ago
About Herbert Smith Freehills
As one of the world’s leading law firms, we advise many of the largest and most ambitious organisations 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, Herbert Smith Freehills is at the heart of the new global business landscape providing premium quality, full-service legal advice.
We recognise 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:
Defining and owning the firm's end-to-end best practice pitch process
Delivering high quality, client focused pitches at both document and presentation stage
Driving pitching infrastructure, systems and behaviours including acting as a key stakeholder in embedding the QorusDocs pitching automation tool and Foundation credentials system across the firm
Reporting staff:
None
Key internal relationships:
Within BD: Chief Client Officer, Practice Area BD, Office BD, Regional BD, Sector BD, CRMs, Design, Marketing, Pricing, Research Across the firm: 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 expertsKey external relationships:
Clients (legal and procurement contacts) and professional bodies focused on pitching e.g. APMPKey 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 Draft bespoke pitches for clients, based on in-depth understanding of the practice group's offering and value proposition, as well as an understanding of clients’ needs and business 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; CRM Coaching to improve the performance of pitch teams – including preparing the presentation materials, conducting rehearsals, providing critical challenge, agenda formulation and preparing the presentation team Develop standard materials and infrastructure to support pitching activity for the corporate and finance practice areas. This includes developing key selling messages, ensuring credentials are collected in a systematic manner (using firm’s credential database “Foundation”) and creating standard form materials to be used as base for different types of pitches Ensuring diversity in the pitch team has been considered Working 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 Ensuring all pitch opportunities, proposal outcomes, marketing materials etc. are stored and captured in the appropriate repositories / databases Recording all pitch outcomes in the Pitch Log & Library and updating panel information (as appropriate) in the Panel Tracker for accurate reporting 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 Driving and owning the continuous improvement of our pitching infrastructure, systems and behaviours (QorusDocs, Foundation and Pitch Hub) Embedding the implementation and development of pitching best practice, infrastructure, systems, training and behaviours 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 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 Development of practice area pitching resources (including templates and content) to embed a self-service approach Best practice engagement with our pitching systems, infrastructure and behaviours (QorusDocs, Foundation and Pitch Hub) to create more efficiency across the firm in how we manage the pitch process Working with the Head of Pitching to ensure consistency in our pitches and materials globally.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 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 DevelopmentWorking Pattern
Full timeLocation
LondonContract type
Fixed Term ContractDiversity & Inclusion
At Herbert Smith Freehills you will be part of 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 strive to ensure that our inclusive environment means you feel valued and able to perform at your best by being your authentic self at work. We know 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.
We understand that you have commitments and personal interests outside of work and we strive to create a working environment based on mutual trust and respect, in which you can perform at your best whilst maintaining sustainable balance across your life.
