The posting
Our Business Development & Marketing team plays a critical role in enhancing the Firm’s reputation, expanding its client base and driving revenue growth. This team develops and implements strategic marketing plans to promote the Firm’s legal services, leveraging digital and traditional marketing channels to reach target audiences. They conduct market research to identify industry trends and client needs, positioning the Firm competitively within the legal marketplace. The team also manages client relationships, orchestrates business development initiatives, and seeks opportunities for partnerships and networking. Through compelling content creation, event planning and public relations efforts, they ensure that the Firm maintains a strong market presence and continues to attract and retain clients.
Position Summary
Given the Firm’s business strategy and the growth of the Americas Corporate practice, the primary role of the Proposals Manager is to provide support to the Corporate partners in the US as well as broader support on strategic proposals. This is a high-profile role that will allow you to influence and motivate partners, whilst providing a platform to help drive the implementation of the Firm’s strategy, drive growth, and support client targeting activities in US.
The role will report to the Associate Director, Business Development, Corporate - M&A. The Proposals Manager will lead in the creation of compelling responses to RFPs for complex, cross-border and high value matters across the US from the world’s largest financial institutions, financial sponsors and corporations, as well as help in the implementation of a range of strategic initiatives.
Strong organizational and research skills, a proven ability to work to tight deadlines, juggle multiple projects and deliver under pressure together with excellent written and verbal communication skills and an ability to convey departmental procedures and objectives in a professional and tactful manner are essential.
Although the role is based in New York, it includes a significant international dimension coordinating pitching opportunities across the White & Case EMEA, the US and Asia office network.
Key Responsibilities
Primary responsibilities will include, but are not limited to:
- Taking a leading role in managing and driving the preparation of pitches, proposals, and other client presentations for the Americas Corporate/M&A partners (and globally as necessary), ensuring that the client team deliver these pitches to the highest of standards and to deadline
- Co-ordinating the preparation of smaller pitches and capability statements with BD Specialists and Coordinators and providing advice and support as necessary
- Provide Americas Corporate practice area support on significant global panel proposals run by the Head of Proposals and take the lead on smaller panel RFPs originating in the US where your high-level skills are most relevant to lead
- Taking responsibility for managing and reporting on RFP activity in the group and producing regular reports on pitch volumes and success rates. Expected to track potential issues and raise concerns with the Associate Director/Partners
- Working with the relevant partners and client team on beauty parade rehearsals - developing tactics and strategy with the team, preparing placemat content and liaising with the Design team to create and print
- Co-ordinate the gathering of competitor intelligence to inform key RFP responses
- Taking ownership of the pitching proposal process, including Stop/Go decisions and proposal feedback to instil Firm best practice and make constant improvement and drive improvement
- Ensuring all new pitch and proposal opportunities are recorded on the firm’s CRM system and appropriately updated during the course of the proposal, including for wins and losses and that proposal systems are in place and applied to ensure effective and timely calculation and capture of pitch and proposal metrics, win/loss ratios and reasons for success or otherwise across the US region (recognizing that responsibility for implementing these systems will lie with all members of the wider Corporate BD team)
- Attending proposal kick-off and progress meetings and preparing and updating proposal timetables, preparing meeting agendas, attending meetings and distributing meeting summaries and action lists to proposal core team members
- Working with the Associate Directors/Directors and, where relevant, the global Head of Proposals, to conduct high-level pitch feedback reviews with the client on high-value/complex matters, as well as analysing and presenting relevant data at US partner meetings
- Working with the relevant global BD teams and the BD/Marketing Operations team to ensure content in the firm’s proposal management system is current, relevant and in approved style
- Liaising with BD teams globally and the Head of Proposals to share best practice and to ensure we have a consistent approach to proposals
- Coordinating the development and maintenance of the Americas Corporate section proposal infrastructure across the Americas region, to include proposal collateral (boilerplate text, pitchbook & credentials and bio bank) and the creation of Americas-wide materials as appropriate
- Actively facilitate the sharing of information and development of best practice with practice development/marketing colleagues across the Firm’s network, including supporting any firmwide pitch related initiatives and projects
Qualifications and Skills
- Experience of working with relationship partners, fee earners and senior support management in an international law firm or professional services firm on proposal activities
- Understanding of the products and practices of an international professional services firm - experience of working in a law firm environment is essential
- Strong track record of experience and achievement in a manager level role
- Strong influencing, negotiating and coaching skills at a partner level
- Prior experience of working within a Corporate practice would be an advantage
- Excellent communication skills – written and oral, with exceptional attention to detail
- Advanced attention to detail and ability to create accurate work product
- Track record of project management and delivering pitches and proposals
- A proactive and assertive approach
- Flexible, committed and enthusiastic
- A proven ability to work to tight deadlines, juggle multiple projects and deliver under pressure
- Experience project managing and coordinating production of multi-jurisdictional and multi-practice proposals (including Panel and matter-specific RFPs)
- Ability to take initiative and to work both independently and in a team environment with a customer service focus
- Confident in handling confidential and sensitive information with appropriate discretion
- A proactive and assertive approach, tenacity, commitment and enthusiasm
- Team player – this is a high performing, very supportive team with a strong team ethos
- Degree-educated
- 4 or more years’ relevant experience within a professional services firm, preferably legal
- High competency in systems and database skills including Word, Excel, PowerPoint and CRM applications
Location, Hours, and Compensation
- This is a full time role based in the New York office
- Base Compensation range being: $135,000-$190,000
This role reports to
Senior Manager, Business Development, Corporate - M&A
Equal Opportunities
White & Case is an Equal Employment Opportunity (EEO) employer and is committed to creating a fair workplace. It is our Firm’s policy to recruit, employ, train, compensate and promote without regard to race, color, religion, creed, national origin, age, gender, sexual orientation, marital status, military or veteran status, disability, genetic information, or any other category protected by applicable law.
Applicants who are interested in applying for a position and require an accommodation during the process should contact [email protected].
Benefits at White & Case
White & Case LLP offers a comprehensive suite of benefit programs to all eligible employees, including medical, dental, and vision insurance, life and disability coverage, 401(k) retirement savings, vacation time, and leave programs (including parental leave). Exempt roles are also performance bonus eligible.
The Firm may modify and amend any job description at any time in its sole discretion. Nothing herein creates a contract of employment or otherwise modifies the at-will nature of employment.
The above is only a general description of the essential duties associated with this position and does not represent an exhaustive or comprehensive list of all duties.
Note to Recruitment Agencies
Our internal Recruitment team manages all aspects of lateral hiring. All agencies must have signed terms of business—specific to the relevant office—before submitting any candidates. CVs or applications sent directly to White & Case partners or employees will also not be considered formal introductions. If you have questions, please contact the relevant Recruitment team. We work with our preferred suppliers when engaging agencies.
