Client Strategy & Engagement Lead; Director – Business Strategy & Transformation

Description

At 1898 & Co., part of Burns & McDonnell, we partner with clients to drive enterprise‑wide transformation through innovative business strategy, operational excellence, and change leadership. Our Business Strategy & Transformation (BS&T) team helps organizations align strategy to execution, improve performance, modernize operations, and successfully navigate complex change initiatives across critical infrastructure markets.

• Develop and manage strong, trusted relationships with new and existing clients within assigned markets or accounts.
• Lead client‑focused engagement strategies that align Business Strategy & Transformation services with client priorities and business objectives.
• Identify, qualify, and advance opportunities by understanding client challenges related to strategy, operations, organizational performance, and transformation.
• Establish and maintain long‑term client partnerships that drive repeat business and sustained account growth.
• Leverage existing internal relationships and prior project delivery to generate warm leads and expand client footprint.
• Meet or exceed financial goals by advancing opportunities through the sales pipeline and ensuring client satisfaction.

• Effectively position and present consulting services to prospective and existing clients.
• Lead clients through the full sales lifecycle, from initial discovery and needs assessment through proposal development and contract execution.
• Partner with practitioners and Offering Leaders to shape solution scope, delivery approach, staffing models, and pricing.
• Lead or support responses to RFIs and RFPs, including value proposition development, win strategy, and proposal content.
• Maintain accurate opportunity and pipeline data to support forecasting and strategic decision‑making.
• Collaborate with broader sales, marketing, and leadership teams to penetrate new accounts and grow existing ones.

• Partner with delivery leaders to ensure proposed solutions align with client expectations, delivery capabilities, and quality standards.
• Help define current‑state assessments and future‑state transformation visions during pre‑sales and early engagement phases.
• Support successful project transitions from sales to delivery, ensuring clarity around scope, outcomes, and success measures.
• Serve as an escalation point for client concerns related to scope, expectations, or overall engagement health.
• Champion client value realization and long‑term impact across strategy and transformation initiatives.

• Collaborate with BS&T Offering Leaders to provide market and client feedback that informs service refinement and offering evolution.
• Support the adaptation of value propositions, case studies, and messaging to reflect evolving client needs and market trends.
• Contribute to the continuous improvement of sales, proposal, and client engagement processes.
• Maintain current knowledge of BS&T methodologies, tools, and industry trends relevant to client needs.

• Partner closely with project managers, consultants, and subject matter experts to support pursuits and active engagements.
• Collaborate with marketing, business development, and business line leaders to strengthen 1898 & Co.’s market presence.
• Support talent development by sharing client insights, mentoring team members as needed, and reinforcing client‑centric behaviors.
• Promote adherence to QA/QC standards and foster a culture of continuous improvement and accountability.

Other duties as assigned.

• Demonstrated experience in client engagement, consulting sales, or account management within management consulting, strategy, or transformation‑focused environments.
• Proven success in cultivating executive‑level client relationships (e.g., Director, VP, CXO), acting as a trusted advisor, and leading strategic business development efforts.
• Eight (8) or more years of consulting experience in the U.S. electric and gas utilities sectors.
• Demonstrated experience leading multidisciplinary pursuits and teams.
• Strong understanding of…