Head of Client Solutions, Alternative Legal Services (ALT),UK,US&EMEA
Herbert Smith Freehills
London - Canary Wharf
31d ago

The opportunity

Key responsibilities will comprise the following :

Relationship building :

  • Build relationships with internal clients to help build a strong reputation for ALT and identify opportunities for expansion or diversification of products and services provided, including client listening, targeting and thought leadership initiatives
  • Develop equally strong relationships with key stakeholders, with a particular focus on collaboration with IT, Innovation & Technology, Legal Operations and Business Development
  • Strategy & planning

  • Working closely with ALT senior management and colleagues in Business Development, develop a clients and sectors plan, including :
  • o Market segmentation and client targeting

    o Business and marketing plans

    o Thought leadership to create opportunities for existing and new clients

  • Lead projects and initiatives to develop and expand our suite of products and services through process and / or technology driven innovation
  • Working closely with the ALT finance team and Heads of Practice, think creatively about pricing (e.g. by analysing data to understand and predict the costs of delivering work), including drafting of pricing aspects of commercial agreements and pitches
  • Pitches, proposals and tender submissions

  • Working closely with the ALT management teams, Partners and BD colleagues, draft transactional and panel pitches
  • Project manage ALT's contribution to tender responses and pitches
  • Develop strong selling messages
  • Provide coaching and feedback to ALT teams
  • Manage communications including the debrief process internally and externally
  • Client relationship management

  • Manage client feedback processes
  • Keep abreast of client issues to enable proactive identification of business opportunities
  • Project manage and participate in client events
  • Build capability and raise awareness of client issues and client relationship management within ALT
  • Management of information, projects and budgets

  • Explore and leverage opportunities to optimise the use of firm databases and systems to support ALT's business development strategy
  • Project manage the development of marketing collateral with design and production teams, including oversight of our marketing budget
  • Risk management

  • Ensure the business is aware of potential risks and that appropriate risk assessment is part of the process for taking on new work, working closely with the firm's General Counsel and Risk and New Business Intake teams
  • Skills, experience and qualifications

  • Highly experienced business development professional with strong academic record; experience of product design and development desirable
  • Commercially astute with a demonstrable track record as a business leader
  • Proven skills in business growth and planning, able to spot and develop business opportunities
  • Strong stakeholder management up to and including Board level, with ability to build relationships and influence at all levels
  • People management skills in a law firm or commercial legal environment managing senior staff and other staff in and out of region
  • Experience in resourcing, project managing and motivating teams to tight deadlines, including coordination of inputs from team who are not directly managed and may have competing priorities
  • High level of attention to detail, but can also step back from the detail and see problems, opportunities and trends
  • Strong creative and analytical ability, coupled with sound judgement
  • Strong IT literacy
  • Understanding of law firm economics and fee models desirable
  • Group / Team

    Alternative Legal Services

    Group / Team description

    The Alternative Legal Services business delivers high quality, cost-efficient legal services for document or information intensive, defined process work.

    The team works in a complementary and seamless way, offering a combination of legal expertise, process efficiency and client technology solutions to our clients.

    The key products and services of our Alternative Legal Services business include document review, regulatory claims assessment, due diligence, verification commercial contracts, funds' repapering, client technology services (including advisory and document review software) and asset management for real estate clients.

    The Head of Client Solutions, ALT (UK, US & EMEA) will fulfil a senior strategic role with responsibility for developing and leading the implementation of our clients and sectors strategy, including client targeting for the ALT business.

    They will also lead on product development and innovation and technology initiatives / projects that enhance the ALT proposition, ensuring alignment with our vision for ALT and the firm's Beyond 2020 strategy.

    Diversity & Inclusion

    We aim to have a diverse, innovative culture where high performance, client focus and highly engaged people are our differentiator and where we celebrate the uniqueness of our people.

    Our firm is made up of people with a range of experience and backgrounds. We strive to ensure that our inclusive environment means our people feel valued and able to perform at their best by being their authentic selves at work.

    We know that our future success not only depends on being innovative and progressive in the changing legal market but, most importantly, on our people feeling engaged.

    We understand that our people have commitments and personal interests outside of work and we strive to create an agile working environment based on mutual trust and respect, in which people can perform at their best whilst maintaining sustainable balance across their work and non-work lives.

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