Experience

HF

• United Kingdom
• Legal Services
• 400 - 500 Employee

• Director of Business Development

  • Nov 2022 - Present



DWF

• United Kingdom
• Law Practice
• 700 & Above Employee

• Global Head of Business Development and Bids

  • Sep 2017 - Oct 2022

  Responsible for generating £millions potential revenue sales through formal bids, proposals and lead generation. Delivering conversation ratios in excess of 80%.• Development of global bid and BD strategy. • Management of the firms global bid function – have increased the bid functions conversion ratios from 50% to above 80% for both value and volume.• Delivering operational and cost efficiencies – realignment of team and policies/processes to reduce cost/overheads and increase outputs.• High Value Bid Management - developing national and international bids on behalf of the business. Focusing on high value bids either in respect of financial return or brand value. Current individual win rate in excess of 70% by value and volume. Bid value ranging from £200k to £40+ million across UK, Ireland, European and Asia regions.• Pitch development and training - increase the forms capability and skill set in regards to pitching for work and ensure competitive advantage is gained through pitch approach and execution.• Staff management - implemented considerable change having developed an effective resourcing model based on reduced cost and increased return.• Influencing/Negotiating Senior Stakeholders/Management - collaborate with leaders across the business to develop compelling propositions and win new business.• Negotiation of contracts/Sales - build external long term relationships with key decision makers to both negotiate and close sales opprtunities.• Pricing strategy - develop clear pricing strategies and work with the businesses financial analysts, Finance Director, Business Group Heads and Team leaders to ensure such strategies are profitable and competitive.• Lead Generation/Follow-up - undertake debriefs and feedback following pitches;• Client Development/CRM - mentor in respect of key account management;• Training – deliver bid and pitch to enhance sales process. Show less

• Head of Bids

  • Apr 2013 - Sep 2017



Hill Dickinson LLP

• United Kingdom
• Law Practice
• 700 & Above Employee

• National Head of Bids

  • Dec 2009 - Apr 2013

  Sole bids manager for the both the national and international offices within the Hill Dickinson network, with direct responsibility for managing 2 business development executives and one senior business development executive, to ensure effective delivery of bids on behalf of the business. I am proud that I have increased the firms tender win rate from less than 29% to more than 50% in my first 12 months. Key responsibilities include: • Drive tender and bid strategy for the business in support of the firms overall business development objectives; • Develop a formal bid process to ensure best value and success; • Manage bids across the business delivering creative ideas and approaches making use of commercial best practice; • Deliver pitch and bid training to a range of professionals within the business to enhance the firms offering; • Undertake debriefs and feedback following pitches and communicate key learning’s across the business for future development; • Coach and mentor in respect of pitching and help to shape pitches and develop key messages from a client perspective including shaping and advising on the pitch team; • Chair and facilitate bid launch meetings and pricing meetings with senior personnel to help drive bid strategy and deliver effective and winning proposals; • Mentor in respect of key account management and relationship development following a successful bid to support ongoing success; • Challenge the business to do things differently; • Report to senior management in respect of bid success/loss and key themes; • Develop competitor analysis; • Implement an effective tender pipeline tool to ensure any new opportunities can be planned effectively in advance; • Work with other specialist support teams to enhance our overall offering and develop new products both from an IT perspective and service delivery perspective to ensure we remain competitive and innovative. Show less



Weightmans

• United Kingdom
• Law Practice
• 700 & Above Employee

• Business Development Manager

  • Dec 2006 - Dec 2009

  Working within the national Business Development and Marketing team based in Liverpool, reporting to the Head of Business Development and Marketing Director. Key responsibilities include: • Working with the Practice Area heads of Police and Healthcare to develop national business development and marketing plans, produce effective budgets, implement cross selling initiatives, marketing activity, national targeting initiatives, review and monitor budgets and implement a sector focus. • Working with senior partnership to complete bids and selling documentation. • Influence the partnership on effective use of budgets and the marketing mix. • Sourcing, managing, developing and following up on tenders across public sector practice areas. • Providing guidance on approach to a pitch/presentation as part of this process. I have worked on a number of key tenders including local government, healthcare and police, property, commercial and employment tenders. I have been responsible for several key wins for these sector teams. • Developing and implementing regional and office targeting and key account management programmes across specific practice areas. • Managing and developing key account relationships through the partnership. Driving key client plans forward and developing new ideas for increasing fee generation from existing client base. • Developing PR initiatives following successful tenders and to support the wider marketing activity. Liaison with an external PR agency to develop ideas and implement initiatives and identify effective media for production purposes. • Development of ideas for seminar and events programmes and liaison with the comms manager to ensure effective implementation and delivery. • Cold calling exercises on behalf of the partnership where there is no previous relationship held. I also liaised with external procurement professionals regarding tender exercises and following appointment. Show less



RSM UK

• United Kingdom
• Accounting
• 700 & Above Employee

• Business Development Manager

  • Nov 2005 - Nov 2006

  Business Development Planning and Strategy - develop and implement Business Development Plans for the 5 offices in the North West. Member of the regional management team. Bid Management/Sales Pitch development - project manage all formal bids across the region. Managing Budgets - specific responsibility for the NW marketing budget (in excess of £200k), including individual office spend. Targeting Implementation - implementing regional and office targeting and key account management programmes. Relationship Building - developing a key intermediary programme across the region. Managing External Agencies - liaise with and manage an external telemarketing agency to undertake cold calling on behalf of the region. Lead Generation - cold calling exercises on behalf of the partnership Training - organising all BD training for the northern region. Monitoring the BD training budget and liaising with HR on training needs. Staff Management - I am part of a management team, which leads 6 marketing execs and 3 marketing assistants, as well as 2 external consultants that advise across the Northern region. Show less



PwC

• Professional Services
• 700 & Above Employee

• Regional Business Development and Marketing Executive

  • Jun 2004 - Oct 2005

  Responsible for managing all business development and marketing activity within the North West and Yorkshire regional tax offices. Member of the national marketing team. • Managing and challenging the Partnership - working with Partners and Directors to develop their marketing and business development practice for each part of the tax practice. • Marketing Planning and Implementation - developing regional marketing strategy for the tax practice within Manchester, Liverpool, Leeds, Sheffield and Hull. Benchmarking practice against other regions and help develop the national strategy year on year. • Targeting Implementation - implementing regional and office targeting and key account management programmes. • Implementation/development of national initiatives – driving national strategy and activity forward within my assigned regions. • Management of Budget - managing and working to a budget in excess of £70,000 across each office. • Event Planning - developing a strong events programme. Managing the events budget and organisation of individual events. • Publication development - working with Graphic Designers and central marketing team to deliver effective marketing documentation and communications to clients. Show less