Business Development Specialist

2 weeks ago

Johannesburg, Gauteng, South Africa Allen & Overy Full time
Allen & Overy is a leading international legal practice with a truly global presence. The firm operates at the forefront of the legal industry. Our deals and cases often make headline business news.

With many of our partners acknowledged as leaders in their field, and with all our people demonstrating the highest levels of professionalism, we have a reputation for delivering excellence in all that we do.


  • We have developed a culture in which difference is positively valued, and our people are free to be themselves. We are in every sense one global team; supportive and collaborative, but also ambitious and driven. Our capacity to combine these qualities and provide a setting in which our people can thrive is what makes us different.
    Department purpose

Allen & Overy's global Business Development, Marketing and Communications team contributes to the setting and achievement of the firm's strategic business objectives.

This includes a structured and rigorous approach towards managing the firm's relationships with our key, global strategic clients via our global Client Relationship Management team, in conjunction with the relevant Global Relationship Partners.

This ensures we demonstrate our long-term commitment to those institutions, maintain strong existing relationships and identify opportunities to broaden those relationships in to new areas of business.


Role purpose

The Johannesburg BD team focuses on delivering on regional and global marketing priorities on the ground in Johannesburg, supporting our partners and other fee-earners.


Objectives

  • Develop a comprehensive understanding of the structure, operations and strategic direction of the clients you manage.
  • Build an understanding of how and where the firm can best position itself in relation to these clients, Identify opportunities to increase A&O revenues, share of wallet and profitability
  • Work alongside the META Relationship Partners to implement retention and targeting initiatives to strengthen the relationship between client and firm, aiming to progressively increase the client revenue streams or share of wallet and profitability.
  • Contribute to the broader firm wide approach to client management.
  • Ensure industry, sector client and competitor intelligence is captured and shared crosspractice areas for Priority and other key accounts, and used to develop value propositions to differentiate A&O on Priority Accounts and in key industry sectors,
  • Foster effective working relationships with partners to effectively implement client retention and targeting initiatives in order to strengthen the relationship between client and A&O.

Key relationships

  • Johannesburg Partners and Counsel.
  • Johannesburg BD and Marketing team.
  • Other teams such as finance, library & research, creative services, document production.

Role and responsibilities

Lead generation and winning work

  • Stay on point with current and emerging issues / trends that impact, or may impact, the office.
  • Support the BD team lead and Partners to prioritise identified key sector trends and issues and help develop strategic plans to ensure that the relevant sector groups capitalise on the opportunities.
  • Proactively assist in new business opportunity spotting and tracking including the coordination of updates to deal pipelines.
  • Lead/participate in large and complex client pitches working alongside the BD team lead and global client relationship managers.
  • Manage all business development aspects of panel appointments and renewals, including diversity reporting, coordination of value added service delivery.
  • Lead and contribute to the preparation of credentials statements and proposals (baseline documents for matter/panel pitches)

Client and regional targeting

  • Support the BD team lead with the execution of the SA BD strategy and assist with managing the SA priority client relationships, including building tailored plans where appropriate, creating meaningful touchpoints to efficiently deepen individual interactions and financial analysis.
  • Coordinate with key practices across the network to ensure crossselling tailored to SA priority and regional clients.
  • Ensure that SA priority clients experience a joined up and integrated A&O offering globally.
  • Support priority client listening sessions including capturing and driving completion of actions.
  • Support preparation for partner/counsel, BD Advisory Board calls, including building meeting agendas and tracking of actions.

External branding

  • Support BD team lead with the delivery of target marketing and thought leadership campaigns on key and emerging trends and issues relevant to the SA office.
  • Support BD team lead with crosspractice/office/sector marketing campaigns
  • Work in partnership with our PR local agency to manage a thought leadership calendar, tracking and driving actions such as generating ideas, briefing writers, liaising with external contributors, sourcing infographics, buil

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