The Firm
HFW is a sector focused global law firm with a focus on shipping, aerospace, commodities, construction, energy and insurance. We also have legal services that run across all sectors including disputes, corporate, finance, regulatory and workplace relations. We have more than 700 lawyers working across 21 offices in Australia, Asia, Europe, Middle East and the Americas. We are dynamic, entrepreneurial and industry experts that think creatively and pragmatically to support our diverse range of domestic and international clients.
Our APAC business of more than 60 partners accounts for more than 30% global revenue and we continue on an exciting growth path to become a regional powerhouse.
We have reshaped our M&BD team in APAC to be regionally-focused to build profile, drive new business and delivery client excellence across our seven Asia Pacific offices (Melbourne, Sydney, Perth, Singapore, Hong Kong, Shenzhen and Shanghai). Our M&BD professionals engage with partners, challenge thinking, develop new ideas and have a seat at the table.
The Role
We are looking to bring on board an experienced, enthusiastic and commercially-minded manager to drive the firm's Accelerated Growth Strategy across the region, propelling the firm in growth in revenue and profitability in the world's fastest growing region. The role has responsibility for the day-to-day management of the M&BD tasks for the Perth office as well as work with the wider APAC M&BD team on other key sector initiatives.
You will work closely with your colleagues across APAC and globally to 'join the dots'. You will also work with other members of the global M&BD team.
Key Responsibilities
Clients and Strategy
- Work with the Head of M&BD APAC and relevant partners to deliver the firm's Global Key Client and Strategic Growth Client programme in the APAC region.
- Ongoing implementation of client plans, working closely with Client Relationship Partners and other BD colleagues.
- Facilitate increased referrals as well as the goal of institutionalising clients across the firm by working in partnership with partners to leverage their client relationships.
- Work with the global M&BD team and relevant partners to drive the firm's client listening programme in the region, take part in the interviews and follow up with clients.
- Help coach and advise partners and lawyers to enhance their client and BD skills.
Business Development
- Drive cross-selling and client targeting initiatives to support the APAC client strategy.
- Act as connector at HFW for both clients, partners and colleagues, identifying opportunities between sectors, clients and geographies, supporting multidisciplinary teams to pursue work together.
- Manage pitch documents and tenders for the Perth office and other APAC offices where necessary.
- Work with BD colleagues to provide any local support as needed across the firm's strategic global industry sectors.
Marketing & internal comms
As we move clients along the value chain, this role will:
- work with the Marcoms team to identify, create and deliver client engagement initiatives around content, events, sponsorships and industry partnerships
- ensure content is aligned to the client need and/or has a BD angle where possible
- drive campaigns of relevance and ensure they are leveraged with clients
- manage events for the Perth office which involves working with legal assistants/Perth office staff in the execution of events
- contribute to office updates and regional and global marketing reports and presentations as needed.
BD & Marketing Tools
- Work with the M&BD team, lawyers and legal assistants to promote the use of the firm's key infrastructure, including:
- InterAction (CRM database)
- Credentials database
- CV database
- Vuture (direct mail)