Spencer Stuart

Director

• Serve as strategic client development partner to consultants and the “face” of client development for the global LAS Practice, partnering with consultants on BD efforts
• Partner closely with LAS consultants to design pitch strategies and create supporting materials
• Quarterback pursuit teams in preparing for client meetings, ensuring preparation and rehearsal meetings are scheduled, meeting objectives and timelines are shared and well understood, and content-plan is co-created in a manner that satisfies the internal stakeholders and ultimately the external stakeholders
• Curate high-impact insights, credentials, case examples, data points, and market themes that help consultants bring a sharper point of view to client conversations
• Partner with Practice Operations and Marketing to connect LAS campaigns, thought leadership, convenings, and service-line priorities to practical BD activation
• Identify opportunities to leverage knowledge/insights/data/analytics to enable BD and pursuit activities
• Develop and activate repeatable BD plays that help consultants open conversations earlier, position LAS more strategically, and widen the funnel beyond active pursuits
• In partnership with Practice Leadership, redefine and continuously improve the LAS go-to-market narrative – incorporating new service lines and evolving solutions
• Translate and tailor firm-level intellectual capital strategy/themes being driven by Marketing, ensuring dots are connected
• Gather learnings from pitches and business development to share internally to ensure we are continuously refining and improving our processes, responsiveness, and pitch effectiveness
• Actively contribute and participate in the global community, by sharing insights, ideas and best practices with fellow CDT colleagues
• Create approach and direct analyst team to maintain, curate, and regularly update pitch content/materials
• Create and identify best-practice pitch content/materials to regularly share with Practices and Firm
• In close collaboration with Practice Operations Leader, develop communication strategy for syndicating pitch content to/across Practice and Firm
• Develop approaches, leveraging Pipeline tools as possible, to assess and analyze “win rates”
• Work with initiative teams to leverage new technologies and processes
• Lead a dedicated global team who are aligned by industry practice
• Provide oversight to and develop Analysts when partnering with them on tasks and/or projects
• Guide Analysts as needed on creation of BD deliverables
• Direct Analysts in creating and maintaining current data/statistics in the areas of relevant engagements lists/case studies, BD target lists, win rates and other key BD related KPIs

Client Development Director – Global Leadership Advisory Services