Strategic Pitch & Pursuits Manager, Pitching Centre of Excellence page is loaded Strategic Pitch & Pursuits Manager, Pitching Centre of Excellence Apply locations London time type Full time posted on Posted Yesterday job requisition id R-101976 The Opportunity
Primary objectives:
- Defining and owning the firm's end-to-end best practice panel pitch process
- Delivering high quality, client focused panel 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
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; 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
- 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
- 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 mobilising 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 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 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 behaviours (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 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
Competencies
Personal Leadership
- Positively impacts those around them, makes quality decisions and develops themselves both personally and professionally
- Demonstrates sound knowledge in their field
- Anticipates potential problems and identifies a range of possible solutions
- Adapts their interpersonal style to suit different audiences in a genuine way
Builds Authentic Relationships
- Takes time to get to know people beyond their role
- Treats people with respect and in a fair and consistent way
- Recognises when colleagues are under pressure and volunteers to assist them where possible
Collaborates with others
- Works within teams and across boundaries to share knowledge and achieve results
- Identifies and builds relationships required to achieve the best outcomes for the firm
- Engages people with the right skills, knowledge and expertise to provide advice and assist with tasks
- Connects other people in the firm who have mutual interests or work objectives
- Generously shares their time, knowledge, expertise and talent to support others' success
Enhances the Client Experience
- Creates opportunities to enhance the experience of the firm's clients through their daily tasks
- Behaves consistently with the firm's values in their interactions with others
- Conducts themselves in a way that reflects positively on the firm's brand, both inside and outside the firm
Achieves Results
- Maintains focus and drive to achieve quality outcomes
- Focuses their time and efforts on issues that will have the greatest impact on agreed objectives
- Anticipates responses and plans their approach accordingly
- Looks for the most effective way to achieve outcomes
- Maintains perspective and optimism when faced with setbacks
About us
At Herbert Smith Freehills Kramer, we align your growth and ambition with ours. We invest in your personal and professional growth and support you to achieve your ambitions. And you share responsibility for playing a part in delivering the firm's growth and ambition too.
A leading global law firm, with over 6,000 people, we are in the world's largest markets, key financial centres and major growth hubs. We're recognised leaders in demanding contentious matters, exacting regulatory work and complex public and private transactions.
We're immersed in the many challenges facing our clients. We're invested and resourceful. We understand the part technology and digitalisation play in the delivery of legal services. We want to make a positive impact wherever in the world we operate. You'll have the opportunity to engage with an open mind and curiosity.
We are known for our diverse perspectives and renowned for our culture. Being human, bold and outstanding are more than our values: you'll discover they are our lived experience. And by being ambitious for your growth and ours, we'll achieve our goals together.
Herbert Smith Freehills Kramer: Your growth. Our ambition.
Diversity and Inclusion
We are committed to attracting people from all backgrounds and creating a respectful and inclusive culture where everyone thrives. We see this as essential to our success, including our ability to innovate and achieve sustained high performance. This is a key part of our Values-Human, Bold, and Outstanding.
Team
Business Development Working Pattern
Full time Location
London Contract type
Permanent Contract Diversity & Inclusion
We are committed to attracting people from all backgrounds and creating a respectful and inclusive culture where everyone thrives. We see this as essential to our success, including our ability to innovate and achieve sustained high performance. This is a key part of our Values-Human, Bold, and Outstanding.
About Us At Herbert Smith Freehills Kramer, we align your growth and ambition with ours. We invest in your personal and professional growth and support you to achieve your ambitions. And you share responsibility for playing a part in delivering the firm's growth and ambition too.
A leading global law firm, with over 6,000 people, we are in the world's largest markets, key financial centres and major growth hubs. We're recognised leaders in demanding contentious matters, exacting regulatory work and complex public and private transactions.
We're immersed in the many challenges facing our clients. We're invested and resourceful. We understand the part technology and digitalisation play in the delivery of legal services. We want to make a positive impact wherever in the world we operate. You'll have the opportunity to engage with this with an open mind and curiosity.
We are known for our diverse perspectives and renowned for our culture . Being human . click apply for full job details