Pitch and Pursuits Manager

Pitch and Pursuits Manager

Purpose of the Role

To lead and manage pitches and related pursuits which contribute to winning work for the MEA region.

The Role

Responsible for the generation and success of pitches which enable the firm to achieve a more profitable return on investment in this area, both financially and through client perception of Clyde & Co.

The candidate will support the wider team and business to create, maintain and improve pitch resources and infrastructure such as directory submissions, credentials databases, pitch standard wording and case studies as well as delivering training where needs are identified.

Key Responsibilities

• Review RFP requirements to facilitate go/no-go discussions and develop appropriate pitch strategies.
• Set a high standard for pitch documents and produce commercially focused, compelling content that conveys the capabilities of the firm and demonstrates a clear understanding of the client and their market.
• Manage the production and delivery of major bids and tenders, working in partnership with the relevant partners, BD staff and support teams such as design and translations.
• Project management and appropriate planning of each stage of the pitch process - from receipt of RFP to submission of the final proposal.
• Builds a rapport with the individual partners and develops a clear and detailed understanding of the pitch and the partner's expectations, ensuring requests are carried out whilst keeping teams informed of progress.
• Coordinate and develop pitch and related materials that stands out from our competitors and differentiates the offer from Clyde & Co.
• Coach and rehearse relevant lawyers for beauty parades in conjunction with Client Development Managers where relevant, guiding participants through their presentation content and approach, overseeing the management of rehearsals and the production of compelling presentation material.
• A sound awareness and adherence to the firm's risk management processes and internal procedures so all risks are identified at an early stage and that the partners concerned and senior management are fully appraised of any potential risk to the business.
• Coordinating and conducting debriefs on bid wins and losses gaining feedback from both clients and partners. Keeping the wider team informed of new approaches in areas such as – presentation approach, structure of pitch documents and pricing options, so that the team's awareness of other pitch approaches and client feedback improves.
• Records regular and accurate management information on bids through InterAction, and other pitch team management information systems.
• Create, maintain and improve pitch resources such as credentials database, standard wording and case studies.
• Demonstrate an understanding of the full range of the firm's products, services and capabilities.
• Prepare and contribute to legal directory and awards submissions ensuring that content is disseminated into pitch resources.
• Contributing to regional and global projects designed to improve efficiency and competitiveness of proposals.

Candidate Profile

The ideal candidate will have:

• A proactive, self-motivated approach and be a team player who can also demonstrate strong communication, attention to detail and priority setting skills.
• Strong organisational and project management skills with the ability to handle multiple priorities within tight timescales.
• Outstanding communication and written skills.
• Considerable experience of working as a BD Pitch practitioner at manager level within a fast-paced professional services environment, preferably within the legal industry.
• Knowledge of managing complex tender processes with several information streams.
• Experience of considering how client, practice and sector strategies should be applied to individual proposals.
• A track record of pitching to Government entities.
• Commercial thinking to understand the potential client's needs and business issues and awareness with the ability to grasp the key aspects of our business proposition and how the firm can achieve a profitable return on the services it provides.
• Strong copy writing skills and a good understanding of branding and design in the production of bid responses with experience of working closely with a design team.
• Experience of preparing directory and award submissions.
• Effective negotiation skills and the ability to work closely with partners and associates and possesses the ability to influence key partners and decision makers.
• Strong IT skills with experience of CRM systems (preferably InterAction), Outlook, Word, Excel and PowerPoint.
• Able to work to very tight deadlines under pressure, to assimilate information quickly and ability to bring together a cohesive document from different sources of information.
• Strong interpersonal skills including confidence, positivity, diplomacy and the ability to gain credibility quickly.
• Attention to detail with a high level of accuracy.