Developing business for a global law firm

The need 

A global law firm with 20+ locations and 1,000+ lawyers were looking for interim business development support in their London office while recruiting for a permanent Client Development Manager.

What we did

Based on their requirements, we matched the firm with our Senior Manager, Caitlin Roxburgh, who provided consistent BD support across the Financial Services practice. This meant they had a single point of contact who could act as an experienced extension of their team. 

Caitlin played a crucial role in the delivery of major projects; notably project managing the largest free asset management conference in London, with over 1,200 attendees. Alongside ongoing BD support, she also took responsibility for several directory submissions, including Chambers & Partners, Legal 500, the firm’s first Legal 500 Green Guide submission, and IFLR 1000, successfully securing interviews with each of the relevant researchers.

Other activities included:

• Marketing materials review – auditing existing marketing materials and pitch documents for numerous jurisdictions, suggesting improvements in collaboration with partners and design team.
• Industry reports – managing production of a credit structuring report in conjunction with the global representative of the alternative investment industry.
• Competitor analysis – conducting market research and SWOT analysis, helping to strategically position the Financial Services Group and ensure stand out from competitors.
• Conference research – identifying speaking opportunities for the firm’s specialist ESG (Environmental, Social & Governance) investment lawyers, building profile and awareness.
• Podcast production – leading the launch of a new podcast for the Regulatory group (including designing the name), by managing multiple stakeholders. 
• Database management – assisting with maintenance of the international matter database across the financial services group, to ensure consistent and up-to-date information for the firm.

The outcome 

With experienced interim support from The BD Consultancy, the firm’s Client Development team were able to continue delivering key projects, maintain consistency for partners, and achieve important business development goals while carrying out a focused recruitment process.

Caitlin’s ability to hit the ground running, dealing with senior partners and managing multiple stakeholders across the firm globally meant that the firm’s BD work continued at pace, despite the gap in the team. Her experience with other firms in the sector also gave the Client Development team other ideas and awareness of what works in the wider sector.