Pursuits Manager

Kennedys is looking for a Pursuits Manager to join our Business Development team. This senior level role within the global Business Development department will manage and constantly improve the pursuits' function and global processes for pursuits. This will involve responding to incoming requests, as well as coaching lawyers on proactive targeting and the end-to-end pursuit process.

The Pursuits Manager will work closely with the Head of Pursuits to coach and upskill the pursuits team and global BD colleagues, so they in turn can provide tailored high-quality advice, challenge and support to partners and their teams. This to be provided throughout the entire client journey, from promoting pre-pursuit proactive client engagement, through to conducting client debriefs and assisting with contract implementation/honouring of pursuit promises.

As a result, the Firm will maximise the return on its time and costs investments and achieve its retention and new business goals.

Team

Kennedys' global Business Development team promotes Kennedys' services and supports the firm's global growth ambition and our key clients and markets.

The UK Business Development team consists of the following sub-teams: Clients & Markets, Client Development Systems, Pursuits and Marketing & Communications, which encompasses Brand & Design, Content Marketing/Publications and Campaign Planning, Digital, External and Internal Communications and Events.

The majority of the Business Development team is located in London, but we also have a BD presence in ten other offices, in the UK and globally.

Key responsibilities

• Operate as a respected and proactive internal consultant and project manager, coaching partners and others involved in winning new business in the art and science of developing competitive, commercial propositions. through the introduction of creative concepts and market-leading methods of pursuit-delivery
• Proactively work closely with the Clients & Markets and global BD teams to promote a "pipeline" culture and prepare for new/renewal opportunities. Engage the Clients & Markets team to motivate partners pre-tender and to provide support during the pursuit process with client knowledge, content drafting etc. Also work with the Clients & Markets team to ensure tender/SLA promises are embossed into client relationship plans and are delivered on
• Promote quality of thinking and story telling that truly adds value to each pitch proposition, differentiates Kennedys and improves win rates
• Manage the effective adoption of and compliance with a 'best practice' pursuit model including 'Go/No go' criteria
• In consultation with the Head of Pursuits, agree annual key performance indicators, and report on progress
• Motivate and engage colleagues in other Business Services teams to deliver better, more joined-up support for pursuits e.g. HR, IT, Finance, Facilities
• Engage with BD colleagues globally to ensure quality and consistency in how Kennedys faces the market e.g. lawyer's CVs on the website, latest cases, product group descriptions etc.

Required experience

• Strong experience of business development in pursuits or sales roles, preferably in the professional services sector
• Strong track record of helping win new business through pitches and tenders
• Good understanding of 'best practice' in winning new business in the marketplace in which Kennedys operates today
• Well-developed interpersonal and coaching skills
• Experience in objectively evaluating - and helping others to evaluate - the merits/demerits of progressing each new business opportunity
• Gravitas to influence at partner level and ability to challenge thinking
• Flexible and adaptable, comfortable with change
• Excellent business writing and communication styles, adaptable to various situations
• Business benefit, results and service delivery focused
• Service delivery focussed
• Strong people management skills
• Practical and hands-on, yet able to take a proactive, imaginative and strategic view about the services being provided
• Strategic and pragmatic; committed to 'trusted adviser' status
• Highly organised and able to prioritise workloads, manage multiple projects and negotiate deadlines
• Ability to manage projects and people cross-site and in virtual teams
• Comfortable working often to short deadlines, under pressure and in a non-directive environment
• Exceptional team player, not afraid of being visible on a project
• Good numeracy skills
• Enthusiastic and optimistic attitude; commitment to profitable growth by Kennedys
• Good understanding of the insurance industry desirable
• Creative approach to meeting challenges and opportunities desirable
• Good understanding of the various pressures lawyers work under desirable
• Able to apply knowledge of modern pitch processes, systems and psychologies desirable.

Please let us know if you require any additional support or adjustments to be made in order to submit your application to Kennedys.

*where a level of experience is indicated, this is a guideline only and represents the amount of time we would usually expect a candidate to accumulate the requisite level of experience. This does not preclude applications from candidates with more or less experience.