Purpose of role
The Business Development Manager TMT will work closely with the Senior BD Manager to lead, drive and advise on business development activity across our market-leading TMT group in the UK and Ireland. The role will focus on client pursuit, acquisition, and relationship management, as well as generating compelling campaigns and taking these to market.
In addition, the role will lead business development activity for our market-leading Retail group and TMT sub-practices, developing and supporting the implementation of the strategic priorities to expand client relationships, target new clients and raise the market profile of the teams.
With 70+ dedicated partners and fee earners based in London, Milton Keynes, Glasgow and Dublin, Dentons has one of the largest specialist TMT groups, acting as preferred or exclusive technology counsel for some of the largest companies in the UK and globally.
Leading transactional and strategic proposals for the TMT practice, together with the proposals team or Senior BD Manager, as appropriate.
Producing high quality responses to win new business and generate tangible revenue.
Ensuring qualification and scope exercises take place, developing value propositions, challenging stakeholders on approaches, coaching on presentations and leading client on-boarding plans.
Provide direction on team formations; draft, create, review and edit content; ensure adherence to branding requirements; ensure adherence to pricing procedures.
Develop high quality materials for use in proposals to convey region positioning, experience and sales messages to clients and targets. Ensure that this content is replicated in appropriate systems and all communication channels.
Act as practice and sector ambassador for proposal to ensure understanding and compliance of the proposal process.
Support the monitoring of panel appointments.
Develop, target and manage campaigns to promote our capabilities and thought leadership. These campaigns will be both UK and cross regional, and enable us to strengthen existing relationships and develop new client opportunities.
Drafting integrated campaign plans using the full range of communication channels.
Working alongside fee earners on the framing and development of content.
Drafting and designing marketing content (e.g. both client and internal communications, email and web content).
Working with the Digital marketing team for campaign roll-out online.
Ensuring on and offline marketing collateral is compliant with visual identity guidelines, working in conjunction with digital marketing and PR executives, brand and design teams.
Tracking ROI, and measuring and acting on feedback in relation to campaigns.
Client relationship management and client targeting
Developing business growth strategies and implementation plans that enable deeper client relationships, enhance client experience and drive top line revenue growth.
Business Development responsibility for the Retail group and TMT sub-practices, working closely with the lead partners to support the implementation of the strategic priorities of the group to expand client relationships, target new clients.
Assist with input into client development plans and internal reporting.
Managing regular bespoke reporting to our clients and fulfilment of our relationship commitments.
Coordinating client team calls and ensuring action points are progressed.
Conducting research on sectors, organisations or individuals, liaising with the Intelligence and Insights team, and our library where necessary.
Identifying opportunities for us to solicit feedback from our clients.
Events and sponsorship management
Working with our Marketing and Business Development teams you will work on the planning and implementation of high-impact client events, both in person and virtual.
Qualifying proposals for new events in line with our strategic objectives and our wider event programme.
Drafting invitations and creating bespoke target lists for each event.
Organising all logistics (including Zoom set up where relevant) and work with Practice Support Executives to carry out the event.
Sourcing client entertainment options and maximising hospitality opportunities through our ongoing sponsorships.
Ensuring that we maximise the client engagement opportunities afforded by events and sponsorships.
Managing webinars and editing content for follow-up circulation.
Recording ROI in our CRM system following the event and ensuring leads are followed up on.
Lead and develop high quality responses to leading legal directories for categories with the TMT group.
Working with the Clients & Markets DBSE team to co-ordinate contributions and input into business development systems including InterAction, Creds Bank, proposals and CV databases for supporting initiatives such as events, our key client programme, proposals, experience statement compilation and legal directory submission.
Updating website and intranet content with the DBSE team.
Monitoring business development spend against budget and ensuring payment of invoices relating MBD activity.
Required experience, skills and attributes
Significant business development experience, preferably in a professional services environment
Experience of working in a legal and/or professional services environment
Understands when to act and when to ask
Builds trust amongst fee earning teams and wider stakeholder community
Understands the need and has the ability to manage expectations
Strong attention to detail
Strong written and oral communication skills
Willingness to take on additional responsibility and deputise for their line manager when required
Sound working knowledge of Word, PowerPoint and Excel
Dentons is the world’s largest law firm, delivering quality and value to clients around the globe. Dentons is a leader on the Acritas Global Elite Brand Index, a BTI Client Service 30 Award winner and recognized by prominent business and legal publications for its innovations in client service, including founding Nextlaw Labs and the Nextlaw Global Referral Network. Dentons’ polycentric approach and world-class talent challenge the status quo to advance client interests in the communities in which we live and work. .
Diversity & Inclusion
Essential to our success as a global law firm is our ability to attract and retain the best talent from a diverse range of backgrounds. We want a work environment where everyone can reach their potential and we have an inclusive culture which respects individual differences.
We undertake and support a number of internal and external initiatives aimed at increasing diversity within the profession and we encourage all our partners and staff to get involved. We welcome you to about diversity and inclusion at Dentons.