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Manager, Business Development – California

Location: Northern California

Reports To: Director, Business Development – California

Industry: Alternative Dispute Resolution / Legal Services

Company Overview

Our client is one of the nation’s leading alternative dispute resolution (ADR) providers, delivering mediation, arbitration and related services to law firms, businesses and individuals. Having built a leading ADR platform in California, the organization is expanding its presence across major markets throughout the United States. Pasted text

The company’s model is built around supporting highly accomplished neutrals—including mediators, arbitrators, retired judges and experienced attorneys—as they develop and grow their individual practices. Each neutral operates much like an entrepreneurial professional practice supported by the organization’s brand, infrastructure, technology, marketing, business development and operational resources.

The Opportunity

Our client is seeking a Manager of Business Development – California to support the long-term success and growth of its neutrals throughout Northern California and, as appropriate, the broader California market.

This is not a traditional sales role. The Manager will serve as a hands-on business development partner to an assigned group of neutrals, helping them grow their practices, strengthen referral relationships and capitalize on the resources available through the organization.

A particular focus will be supporting established neutrals who join the organization with existing books of business. The Manager will help create awareness of their move, maintain and deepen important relationships, identify new opportunities and translate an established practice into continued growth on the new platform. Pasted text

The successful candidate will be part strategist, part relationship manager and part operator. This individual will work closely with senior professionals while executing the day-to-day business development activities necessary to grow their practices.

Key Responsibilities

• Partner with the Director of Business Development to develop customized business development and practice growth strategies for assigned neutrals.
• Develop a deep understanding of each neutral’s practice, capabilities, existing book of business, referral sources, target markets and growth objectives.
• Support established neutrals joining the organization and help successfully transition their practices to the platform.
• Develop targeted networking and market engagement strategies designed to build awareness and generate new opportunities.
• Identify and cultivate relationships with law firms, corporate counsel, trial attorneys and other important referral sources.
• Help neutrals execute relationship-building, networking, speaking, thought leadership and market-positioning strategies.
• Conduct regular business development meetings with assigned neutrals focused on opportunities, pipeline development, activity and performance.
• Identify conferences, bar association programs, sponsorships and other high-value market opportunities.
• Coordinate and execute professional events, including CLE programs, roundtables, receptions, conferences and other networking initiatives.
• Represent the organization and its neutrals at key industry and legal-market events.
• Monitor practice performance, business development activity and follow-through, identifying opportunities and challenges early.
• Develop action plans to support practices that are underperforming or have untapped growth opportunities.
• Partner closely with Marketing, Creative, Events, Operations and Recruiting to coordinate business development initiatives.
• Maintain accurate CRM records and track referral relationships, events, opportunities and other business development activity.
• Develop repeatable processes, playbooks and best practices for supporting neutral growth and localized market development.
• Evaluate the effectiveness of business development initiatives, events and sponsorships and recommend improvements. Pasted text Pasted text

Ideal Background

The ideal candidate will bring 5+ years of experience in business development, practice management, client advisory, professional services, marketing, customer success, business consulting or a related field.

Candidates should have a general understanding of the legal industry, law firms, practice areas and the professional-services environment, along with demonstrated success developing relationships with senior professionals, executives, attorneys or other sophisticated stakeholders.

Additional experience should include several of the following:

• Legal or professional-services business development
• Practice management or practice development
• Supporting attorneys, partners, advisors or other professionals in growing their individual practices
• Developing and maintaining professional referral networks
• Building relationships with law firms, corporate counsel and trial attorneys
• Developing and executing networking and business development plans
• Planning professional events, conferences, CLEs, webinars, roundtables and sponsorships
• Managing multiple senior-level relationships and initiatives simultaneously
• CRM, pipeline management and business development analytics
• Working within a high-growth or entrepreneurial professional-services organization
• Strong knowledge of the Northern California legal and business community

Direct experience within ADR, litigation services or legal business development is highly desirable but not required. Candidates from other relationship-driven professional-services environments may also be considered. Pasted text

Leadership & Personal Characteristics

The successful candidate will be highly relationship-oriented, organized and proactive, with the ability to earn credibility with accomplished professionals. This person should enjoy helping others grow their businesses and be comfortable moving between strategy and hands-on execution.

The role requires someone who can manage numerous relationships, events and initiatives simultaneously, influence stakeholders without direct authority, and consistently follow through on commitments.

Travel

Periodic travel throughout Northern California and, as appropriate, elsewhere in California will be required for neutral meetings, conferences, sponsorships, events and business development activities. Regular presence in Northern California offices and at market events may be expected based on business needs.