Head of Business Development

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At Brodies LLP, we value and respect all colleagues as individuals. As a UK law firm headquartered in Scotland, we believe that the experiences and perspectives of a diverse workforce that reflects our communities, and the clients we serve, allows us to see the world through many lenses.

As the largest firm in our jurisdiction measured by income, directory rankings, and lawyer numbers, the progress we continue to make is testament to the commitment of our colleagues.

In the last three years, our firm's revenue has grown by 20%, and we have welcomed almost 100 new colleagues. Today, we have more than 800 colleagues and offices in Aberdeen, Edinburgh, Glasgow, Inverness, London, Abu Dhabi and Brussels.

JOB TITLE

Head of Business Development

Based in Edinburgh or Glasgow. Our hybrid working approach allows the opportunity to combine working from home as well as in our offices, yet the leadership element envisaged in the role will mean the majority of time will be spent in the office with colleagues.

REPORTING TO

Business Development & Marketing Director

JOB PURPOSE

This is an exciting role for a results-driven individual to play a critical part in supporting our lawyers in designing and implementing strategic growth plans. The successful candidate will combine a strong understanding of the broad legal market with a drive to understand our clients and deliver integrated solutions. This position requires a blend of strategic thinking, creativity, and hands-on execution to achieve our business growth objectives, as well as the ability to lead a talented team. Additionally, the role will play a leading role in helping the firm achieve its ambitious growth plans in the UK and internationally.

As a key member of the Business Development and Marketing leadership team, reporting to the Business Development and Marketing Director and leading a talented team, the role holder will work closely with our partners across the firm, other professionals in the Business Development and Marketing team and other business services colleagues.
The Business Development and Marketing team, totalling over 40 colleagues, is split into five specialisms: business development; bids; clients, sectors, and international; marketing; and communications. The team provides a wide range of services that assist the firm in implementing our ambitious strategic plans, currently in the second year of a 3-year strategic business cycle. Client engagement and brand perception are at the heart of everything we do. Our goal is to ensure every interaction with Brodies leaves clients and contacts feeling enriched and eager for further engagement.
The role holder will be instrumental in ensuring that business development is regarded by partners as a critical aspect of their business and a key tool in maintaining and increasing Brodies' profitability.

CORE TASKS

• Collaborate with the Business Development and Marketing Director and Business Development and Marketing leadership team to drive (and develop) the firm's ambitious UK and international growth strategy.
• Lead, mentor, and develop the Business Development team, fostering a culture of client-focused opportunity-spotting, cross-selling, 'joining the dots', excellence and quality control.
• Develop methodology and approach to business development that empowers the function in proactively and strategically supporting the partners and business to grow profitable revenue across sectors and key markets.
• Embrace technological advances and develop structure, tools and new approaches to enhance client experience, create efficiencies, create consistencies in content development delivery, increase market share, boost profile, and engage with clients, contacts and colleagues.
• Take a lead role on working with the marketing and I&T teams to enhance, integrate and maximise ROI on the CRM infrastructure, including the firm's CRM system and technology platforms to help track and manage client relationships and provide reporting to measure ROI on all BD and Marketing activities.
• Drive innovation and change, creating a firmwide culture where business development and more importantly, the client experience is at the heart of activity and on everyone's agenda.
• Implement clear financial and activity reporting processes, informed by data and insight.
• Use data and feedback to inform business strategies, decision-making, and assess and report on ROI.
• Maintain and build strong relationships with key stakeholders, contacts, partners, and influencers to identify opportunities and build the firm's reputation.
• Challenge underlying strategic issues, question existing concepts, and influence the implementation of new strategic ideas in partner meetings.
• Foster cross-practice integration by leveraging innovative ideas and encouraging best practices in business development.
• Build and maintain a flow of client-focused market intelligence to partners and lawyers, and coordinate targeting activity.
• Work with the Business Development and Marketing Director to manage the Business Development budgeting process.
• Deliver a structured and tailored programme of training on business and client development across the firm and play a key role in training business development colleagues.
• Be aware of Brodies' information security policies and protect information assets from unauthorised access, disclosure, modification, destruction, or interference at all times.

PERSON SPECIFICATION

Excellent leadership, team management, communication and relationship building skills, enabling effective collaboration and influence.

• Proven experience in business development for professional services at a senior level, preferably in the legal or professional services sector.
• Results driven and commercially minded with a passion for driving business growth.
• Ability to innovate, challenge and implement new initiatives and approaches to deliver best practice and support the objectives and ambitions of the firm.
• Knowledge of CRM tools and experience of driving forward CRM initiatives to advocate for client satisfaction, loyalty, and revenue growth.
• Proven ability to plan and manage budgets, monitor ROI, and provide regular reporting on KPIs to internal stakeholders.
• Ability to work autonomously, find solutions and action ideas.
• A qualification in marketing, business, or a related field, beneficial but not essential.

SKILLS

• Experience in selling concepts and presenting up to Board Level.
• Proven track record of achieving strategic business objectives and using this experience to assess people and financial resources required for specific projects.
• Excellent interpersonal and influencing skills - with partners, key lawyers, and business development colleagues, clients and suppliers.
• Excellent communication skills - both written and oral.