Manager, Client Development

Who We Are and What We Do

Since 1994, The Family Business Consulting Group has worked with over 3,000 enterprising families in 70 countries to achieve one common goal: protect the integrity of the family and the enterprise for future generations. We share a core belief that multi-generational family enterprises are precious and vitally important to the economies and social fabric of the world and deserve the best care and counsel.

Located across North America, our team is the largest and most experienced group of its kind, with unmatched expertise and a passion for helping family firms. We facilitate clarity and balance between sensitive family issues and critical business decisions. FBCG consultants practice disciplines that include strategy, management, finance, governance, psychology, leadership development, communication, conflict resolution, succession planning, and family education. Our people-centered approach helps families work together more effectively to secure their legacy and continue to grow across generations.

Position Summary

The Manager, Client Development stewards each family's first experience of FBCG. Reporting to the President & CEO, this role leads the firm's approach to developing new client relationships and is accountable for the new client relationships that come to the firm directly. The role manages the Client Services Project Administrator and works closely with marketing, consultant services, and the firm's consulting team.

This role is often the first touchpoint families have with FBCG. It calls for deep listening and evaluation to determine fit with FBCG's offerings and to provide a seamless, thoughtful handoff to the right consultant(s). The Manager also builds new client relationships through ongoing connection with referral partners and family principals.

In addition, this role supports consultants and the client experience by guiding use of the firm's client development tools and by monitoring and reviewing firmwide engagement measures. The Manager oversees new client relationships from first conversation through engagement, including keeping CRM records accurate and current. Success requires credibility with highly experienced consultants and the ability to influence without direct authority.

Responsibilities

Welcoming and matching new client families

• Serve as the first point of contact for families exploring FBCG, reflecting the firm's care, discretion, and professionalism from the first conversation.
• Lead thoughtful conversations to understand each family's circumstances, goals, readiness, and fit with FBCG's work.
• Introduce families to the consultant(s) best suited to their needs based on expertise, style, and availability, and ensure a seamless transition.
• Recognize early when an engagement may not serve the family or the firm well, and raise concerns before it moves forward.

Referral partner and family relationships

• Hold accountability for new client relationships and first engagements that come to the firm directly.
• Cultivate long-term relationships with family principals and with trusted advisors to family enterprises, including attorneys, wealth advisors, family offices, and accountants.
• Partner with marketing to set quarterly goals for new family inquiries, and report which sources bring families who are a strong fit.
• Track firmwide relationship development measures by source (firm, consultant, referral partner, marketing), and identify where the family experience can be strengthened.
• Represent FBCG at industry gatherings and in meetings with families and advisors, and make sure each conversation receives timely, thoughtful follow-up.

Relationship stewardship and planning

• Steward each new client relationship so every family receives timely, attentive follow-through.
• Keep CRM records accurate, current, and reliable enough to guide decisions.
• Prepare a quarterly outlook on new client relationships and review it with the President & CEO.

Consultant partnership

• Support consultants in using the firm's client development approach, tools, and resources.
• Hold regular relationship reviews with consultants, with particular attention to those onboarding with FBCG.
• Partner with Consultant Services to support onboarding consultants as they establish their practice with FBCG.
• Continue refining the firm's client development approach, and encourage its use by explaining why it matters and modeling it.

Team leadership

• Lead, manage, and develop the Client Services Project Administrator, including priorities,…