Business Development Manager

The Varnum team is much more than a partnership of lawyers

We face the challenges of our profession with the strong support of a dedicated, committed staff. Like any organization our size, we often consult with outside professionals on issues such as strategic planning, technology, and internal management. These consultants uniformly tell us that Varnum is unique among larger law firms in the quality, efficiency and tenure of our staff. Where other firms struggle with the challenges of employment turnover, Varnum has benefited from the commitment and dedication that our team orientation fosters.

We offer significant opportunity for continuing education of our staff. The 17th floor of the Grand Rapids office includes a multipurpose room that is regularly used for staff “Lunch ‘n Learn” sessions led by outside experts or by other firm members. We also encourage our staff members to take advantage of seminar opportunities and other training.

Our commitment to the team approach runs deep. Where other companies preach the “team” as a corporate value, at Varnum we live it. Join us and see for yourself.

Varnum LLP seeks a Business Development Manager to support, create and implement business development strategies and activities for the firm's transactional practice areas, with a primary focus on the Corporate/M&A, Banking & Finance, and Venture Capital & Emerging Companies practices.

This role reports to the Chief Marketing Officer and will be based in the firm's Birmingham office
, with expected regular travel to additional offices as needed. This role will work collaboratively with the Marketing and Business Development team, practice teams and the firm's business departments in furtherance of Varnum's growth.

The ideal Business Development Manager candidate will demonstrate business acumen and awareness in the context of professional services firms, with a forward-looking mindset that enables alignment and partnership with practice teams and individual attorneys alike.

• Proactively identify, develop and implement effective marketing and business development strategies for assigned transactional practice groups, including Corporate/M&A, Banking & Finance, and Venture Capital & Emerging Companies.
• Collaborate with CMO and practice teams to develop and refine go-to-market strategic planning, including client targeting programs and pursuit strategies.
• Create relevant key messages and general marketing materials, including the development of new practice profile descriptions, deal lists and matter lists.
• Manage RFP process for assigned practice groups in its entirety, working with stakeholders to create key messaging points, draft responses, and presentations.
• Identify and facilitate cross-selling opportunities across the firm's practices and offices, leveraging the full breadth of Varnum's capabilities.
• Conduct industry research and develop knowledge about the firm's referral sources, clients, competitors and industries relevant to the transactional practices.
• Monitor industry organizations for upcoming events, identifying potential speaking and sponsorship opportunities.
• Manage legal directory submissions and award and ranking opportunities for assigned practices, leading the drafting of practice-specific submissions to ensure strong results.
• Oversee the planning and execution of practice-related seminars, CLE presentations, client-facing events and other targeted marketing activities.
• Collect and organize lists of clients, representative matters, and representative experience for use on the firm's website, rankings submissions, and other marketing materials.
• Track progress against business development goals and report outcomes to firm leadership.
• Identify and recommend new products and processes to assist in business development efforts.
• Ad hoc projects as assigned.

• Bachelor's Degree required; MBA, JD or other advanced degree preferred.
• 7+ years' experience in law firm, professional services, management consulting or banking industries, with an emphasis on marketing, business development or strategy. Experience supporting transactional practices is highly valued.
• Demonstrated ability to…