What does the role actually involve?
* Stakeholder management. This includes:
* Acting as right hand to the TMG Lead. Understands that there is an opportunity cost (£/resource) for every activity that the C&M team engage in – works with the TMG Lead closely to ensure the role is focused, effective and efficient
* Co-chairs TMG meetings, adds insights and challenges partners appropriately, making recommendations
* Ensures services across all offices are all effectively collaborating with the Target Market Groups
* Actively seeks to involve and mentor assistants and trainees in C&M as appropriate, giving them opportunities to drive C&M initiatives and raise their profile in the firm
* Collaborates with the wider C&M team, and with other operations teams to deliver effectively
* Strategy, planning, and reporting. This includes:
* Market knowledge: Has a deep understanding of the relevant market, proactively reading and attending events to immerse themselves. Undertakes market trend analysis. Confirms key competitors and benchmarks against them. Works with the TMG Lead to ensure they are invited to appropriate meetings to develop this knowledge
* Service knowledge: Has a deep understanding of our services, and their proposition for the particular target market across the offices
* Strategy development: in conjunction with the TMG Lead and Group, develops the TMG strategy and offer to clients. Ensures that this is in line with firm strategy, and differentiating, and includes all services, offices, and international, as appropriate
* Planning: Develops an implementation plan, ensuring budget and resource are focused, not scattergun, and benefiting many lawyers to maximise ROI. Prioritising outcomes & collaboration, rather than activity. Doing less, better, and thinking commercially
* Monitors the TMG financials, and knows which services are most profitable across our offices - working with the TMG lead to determine and resolve profitability and efficiency issues, adjusting implementation as appropriate
* Monitors bid win/loss rates and advises on appropriate improvements
* Inputs into sector/client pricing discussions. This requires a thorough understanding of pricing.
* Reviews marketing effectiveness & ROI – then recommends what we should do differently, and stop doing
* Reporting: succinct TMG reports to provide insight and recommendations - it should be clear what change should result in order to be more effective/efficient
* Implementation, in line with firmwide and TMG strategy. This includes:
* Client retention & development (prioritising clients on the Client Programme)
* Helps to manage the Framework panel arrangements
* Ensures that the Client Partner is correct and actively working to improve revenue and profitability. This could include improving efficiency
* Determines appropriate actions for each client on the Client Programme (including cross- selling actions; clients to be interviewed, ensuring that client feedback is swiftly actioned; and value-add etc.)
* Supports the Bids team in developing content for materials and pitches, using sector knowledge and target insights to successfully tailor bids. Ensures bids are innovative and focus on the client issues
* Driving appropriate actions for unprofitable clients
* New business development (priority TMG target clients & intermediaries):
* Identifies opportunities, and provides pro-active, expert BD advice on how we can best target specific new business opportunities, promoting our services and brand
* Feedback from clients, potential clients, and secondees:
* Working with the bids team and client relationship team, ensures that feedback is gained, that Client Partners are acting on individual feedback, and that key themes are distilled for each TMG and the firm periodically (at least annually)
* Product conception and development
* Profile raising / promotion to the target market, including:
* TMG and Cross-TMG campaigns in line with strategic priorities
* PR: Ensures that there are clear target publications (national, local and industry), and works with the PR team to ensure the strategic priorities and key messages are reinforced
* Social Media: ensures each post is useful for our clients, and engaging, e.g. championing client initiatives that others can learn from; timely legal updates; examples of client challenges and our solutions via compelling storytelling
* Internal Comms: ensures internal comms supports cross-selling, enabling everyone throughout the firm to give examples of the services we provide for our clients and what they have achieved with our support
* Directories: reviews submissions to ensure they are in line with firm and TMG strategy.
* CRM: Ensures the effective management of TMG InterAction lists, and that lawyers are prompted to keep contacts up to date (especially priority clients, targets and intermediaries)
* Design: Ensures all deliverables are on-brand, in line with our ‘national powerhouse’ positioning.
* External events: ensures that we are involved with the key events for the market –focus on speaker and networking opportunities, with follow up
* Browne Jacobson events: Ensures focus, in line with strategy, and that every initiative benefits multiple lawyers, and that there is effective follow up
* Website:
* Ensures that lawyers are designated as keeping particular sections of the website up to date
* Determines SEO initiatives if appropriate, based on strategy
* Budget management, ensuring that projects are delivered on time and to budget
* Legal compliance, including GDPR
* Any other duties that may be reasonably requested from time to day
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