IMS Legal Strategies

Research Analyst

• Enters firm and client information into IMS’ proprietary database
• Leverages a variety of research strategies to gather intelligence on potential cases to pursue
• Assesses expert relationships and case history to identify targeted litigating matters for experts to be presented to
• Evaluates existing business to identify opportunities to expand service offerings on the case
• Conducts legal research using various legal tools and google browser to identify targeted cases with high grossing revenue potential for venues in both the United States and Internationally based
• Reviews legal documents (primarily complaints and scheduling orders) to determine case relevance and validity and exercises independent judgment on whether the case should be added for pursuit or not
• Lead conversion trends and developments reports
• Performs conflict checks (searching various databases to determine if a potential case we are pursuing overlaps with any existing cases we have worked on) prior to adding any of the case data into our CRM and Lead database
• Reviews and analyzes case information to identify key data needed and enters the relevant case information into IMS’ CRM and Lead database
• Conducts research to provide the Sales leadership team updates on the legal industry (both domestic and abroad) to include industry trends by practice area, firm updates, and attorney moves
• Serves as a backup to the RevOps team by conducting conflict checks on new matters originated by our Sales and Consulting professionals
• Tracks all targeted cases (case progression and timelines) added into the CRM and Lead Database until the case closes or IMS lands the work
• Supports Revenue Operations leadership as needed on strategic business development initiatives
• Monitors legal news of targeted firms and cases to identify targets to add to IMS’ CRM and Lead Database
• Confirms accuracy of reported case milestones and firm/attorney involvement
• Tracks and reports on case pursuit conversion report to Sales leadership and professionals respectively
• Retrieves documents from WestLaw and Monitor Suite for distribution to sales professionals as needed
• May be pulled into other RevOps Team initiatives as needed

Case Research Specialist

Business Development Rep

• Develop new business opportunities via telephone and electronic communications
• Initiate sales process by cold calling, strong emphasis on outbound phone calls
• Develop a complete understanding of the organization’s structure and key buying influences of appropriate C-Level decision makers
• Follow up on suspect opportunities and conduct research to identify and further quality potential prospects
• Conduct a thorough needs analysis and determine prospects budget, decision makers, need, and timelines (BANT)
• Build and cultivate potential prospect relationships by initiating communications and conducting follow-up communications to BANT qualify opportunities for the sales organization
• Work with the client managers to ensure an ideal handoff of BANT qualified prospects
• Work with the Sales Integration Manager to develop and grow the sales pipeline with highly qualified sales opportunities
• Manage data for new and prospective clients in database, ensuring all communications are logged, information is accurate, and documents are attached
• Participate in training designed to complement the needs of the role
• Prepare and analyze lead pipeline reports and dashboards

Business Development Specialist

Sales

• Demonstrate and uphold IMS Core Values: Ownership Thinking, Humble Confidence, Quality & Excellence, Honor the Relationship, and Operate as One
• Develop territory and account strategies to grow relationships with targeted law firms and attorneys across firm sizes and practice areas
• Promote and sell all IMS service lines with confidence and clarity
• Conduct daily field visits to meet face-to-face with current and prospective law firm clients
• Build strong, lasting relationships through relationship-based sales: scheduled in-services, lunch-and-learns, and IMS-initiated or sponsored events
• Tailor presentations and discussions on the unique needs of large law firms, regional firms, and boutique litigation firms that could benefit from IMS services
• Increase awareness and preference for IMS through consistent outreach using phone calls, email, social media, and coordinated marketing campaigns
• Partner with internal teams to initiate and support new matters while ensuring a seamless client experience
• Represent IMS at industry conferences, bar association events, and firm programs to enhance brand visibility and generate new opportunities
• Complete comprehensive training across all IMS departments and service offerings to effectively cross-sell and position the full IMS portfolio
• Develop and implement tactical plans to achieve sales quotas and territory goals
• Execute required outreach and meeting activity with accuracy and consistency
• Conduct in-depth research on firms and litigators to identify opportunities and tailor outreach
• Meet productivity expectations and case initiation targets
• Function as the client’s advocate while collaborating with internal teams to meet case and project needs

Sales Solution Consultant

• Lead execution of IMS' growth strategy by achieving individual and team revenue targets
• Develop and implement annual sales plans aligned with corporate objectives
• Drive disciplined pipeline management, forecasting accuracy, and performance accountability
• Monitor and report on key performance indicators to ensure attainment of revenue and growth goals
• Recruit, develop, and mentor a high-performing sales team
• Conduct regular one-on-one coaching, quarterly business reviews, and monthly performance assessments
• Maintain an active in-market presence (approximately 50% travel, including conferences and client meetings)
• Build and deepen executive-level relationships with attorneys, law firms, and corporate clients
• Collaborate with service delivery, consulting, recruiting, and marketing leaders to advance revenue-generating initiatives

Director of Business Development

Events

• Develop and implement event marketing strategies to support business growth and brand positioning.
• Oversee the planning, execution, and budgeting of conferences, exhibits, sponsorships, webinars, CLEs, IMS-hosted events, and promotional items
• Collaborate with the Content Strategist to create compelling event promotional plans
• Manage event marketing collateral, promotional products, and branded materials
• Ensure event logistics, staffing, and execution align with company goals and industry best practices
• Track and analyze event performance metrics, providing insights for optimization
• Work with internal stakeholders to manage speaking engagements and CLE opportunities at key events
• Maintain vendor relationships with event coordinators, industry groups, and logistics providers
• Lead post-event evaluations, providing feedback and recommendations for future improvements
• Support brand transitions and event marketing strategies for acquired companies
• Collaborate with digital, social media, and content teams to maximize event reach and engagement
• Ensure compliance with brand architecture and style guides across all event-related materials
• Represent IMS at select events, fostering relationships with key partners and clients as needed
• Lead, support, and mentor a team of two direct reports
• Up to 20% of travel required

Case Research Specialist

Business Development Specialist

Sales Solution Consultant

Director of Business Development

Events Marketing Lead