The Senior RFP Manager leads the RFP Team and is responsible for management, intake, development and delivery of the firm’s prospect and client requested RFI and RFP Responses and enhancing the Pitch and Proposal Function. The Senior RFP Manager is responsible for developing and leading proposal/pitch strategy to maximize the success of client requested RFI and RFP Response, Pitches and Proposals. The Senior Manager will also be charged with implementing extensive process and quality improvement... more details
We are a Firm where people truly believe in what they do and strive to achieve the highest standards of performance and success.
General Description:
The Senior RFP Manager leads the RFP Team and is responsible for management, intake, development and delivery of the firm’s prospect and client requested RFI and RFP Responses and enhancing the Pitch and Proposal Function.
The Senior RFP Manager is responsible for developing and leading proposal/pitch strategy to maximize the success of client requested RFI and RFP Response, Pitches and Proposals. The Senior Manager will also be charged with implementing extensive process and quality improvements, adopting and implementing technological solutions that support the process as appropriate.
This resource will collaborate closely with attorneys, practice group leaders, and marketing professionals to craft tailored pitches that effectively communicate the firm's value proposition and expertise to clients. The Senior RFP Manager will manage the RFP Team and provide guidance to other teams involved in the Pitch and Proposal process. The Senior RFP Manager will develop, maintain, and ensure delivery of all RFI and RFP Responses, and assist with Pitch and Proposal content and delivery.
This role requires exceptional strategic thinking, change management, collaboration, project and process management skills, and the ability to thrive in a fast-paced, client- centric, dynamic environment focused on achieving business development success.
Key Responsibilities and Essential Job Functions:
- Develop and implement a strategy for RFIs, RFPs, pitches and proposals that aligns with the firm's overall business objectives and targets key markets and clients.
- Lead and oversee the end-to-end RFI, RFP; from initial request through final submission, ensuring that all deadlines are met, and materials are of the highest quality.
- Identify and lead implementation of opportunities to build the infrastructure and streamline and improve the RFI, RFP, pitch and proposal processes, including using standardized templates, technology and automation tools for tracking and content management.
- Monitor industry trends relating to RFI, RFP, pitches and proposals and integrate relevant changes into our processes to improve our success rates.
- Coach, mentor, and support other members of the Marketing & Business Development team on best practices.
- Working with the communications team, ensure consistency in professional design, grammar, and presentation and compliance with Firm standards for the final production of materials for client delivery.
- Track all RFI, RFP, pitch and proposal responses to evaluate pipeline, wins/losses, and trends by client type, practice, industry, and geography and report results to department leadership.
- Working with the business development and communications teams, develop the value proposition and relevant practice group messaging to present a compelling offering to the target.
- Collaborate with marketing and communications teams to ensure consistency of messaging and branding across all RFI, RFP, pitches and proposals materials.
- Working with the firm’s Competitive Intelligence team, conduct market research and analysis to identify emerging trends, client needs, and competitive positioning to inform business development and response strategies.
- Build strong relationships with key stakeholders, including attorneys, BD, firm leadership, and clients, and communications team to ensure that the firm has compelling content that differentiates the firm in the marketplace, including executive summaries, firm descriptions (overviews, DEI, Pro Bono, etc.), matter descriptions, case studies, bios, and service descriptions.
- Coordinate with attorneys and BD subject matter experts to tailor messaging to specific client needs and preferences.
- Foster a collaborative and innovative team culture focused on continuous improvement and excellence in client service.
- Lead, mentor, and inspire a team of proposal writers, RFI, RFP, pitches and proposals delivery resources and other professionals to deliver high-quality materials on time and within budget.
- Connect RFI, RFP, pitches and proposals teams with relevant business professionals in areas such as Pricing, Innovation, and Document Production.
- Integrate the evolving experience collection and updated data and statistics, including case studies and case descriptions (in collaboration with practice group marketing teams and other firm departments as needed) to include in pitch materials.
- Lead effort to conduct client debriefs, to capture feedback.
- Special project and duties as assigned.
Required Skills:
- Strong project management skills, with the ability to manage multiple priorities and deadlines in a fast-paced, deadline-driven environment and effectively work virtually with team members across the firm to produce compelling and quality proposals and pitches.
- Excellent written and verbal communication skills, with a keen attention to detail and the ability to distill complex information into clear, concise messaging.
- Strong interpersonal skills including maintaining collaborative relationships with attorneys, staff, team members, marketing professionals, client development executives, pricing staff, etc.
Required Qualifications & Education:
- Bachelor’s degree in marketing, Communications, Business Administration, or related field.
- Minimum of 8-12 years of experience in business development, marketing, or proposal management, preferably within the legal or professional services industry.
- Significant law firm expertise relating to law firm client RFI, RFP, pitches and proposals design, development and delivery.
- Proven track record of successfully leading RFI, RFP, pitches and proposals activities.
- Demonstrative quantitative results in directly securing material new business opportunities.
- Demonstrated leadership and team management experience, with the ability to motivate and develop a high-performing team.
- Strategic thinker with the ability to develop and execute innovative solutions to drive business growth and client engagement.
- A proven track record of change management, i.e., taking new and collaborative ideas, developing knowledge, while leveraging internal and external resources, to drive innovation in client pursuits.
- Proficiency in Microsoft Office Suite and proposal management software; experience with CRM and database systems such as Foundation is a plus.
Preferred Qualifications & Education:
- Advanced degree or JD preferred.
- Experience in law firm or professional services business development is a plus.
This position may be filled in New York. In accordance with the New York State Pay Transparency Law and New York City Human Rights Law, New York State is $117.4k - $211.2k/yr and New York City is $140.8k - $211.2k/yr. These ranges are specific to these locations and may not be applicable to other locations. An individual's actual compensation will depend on the individual's qualifications and experience.
Benefits: Our goal is to promote a work environment in which individuals have access to the resources they need to be at their best both professionally and personally, which includes resources that encourage individuals to focus on their health and well-being. Below is a list of just some of the benefits we offer: generous paid time off; eleven paid holidays per year; time off for bereavement or jury duty; paid leave for new parents; comprehensive medical (PPO and HDHPs), dental and vision plans including coverage for domestic partners; life and AD&D insurance; short and long term disability insurance; tax-advantaged accounts for health care expenses, including FSA or HSA; FSA for dependent care; supplemental AFLAC policies for medical care; excess liability coverage; health advocacy services; behavioral health and counseling resources for all family members; 401(k); profit sharing; pre-tax transit and parking program; backup care for children and adults; senior care planning support; and resources for individuals with development disabilities and their caregivers.
Benefits may vary by position and office.
Holland & Knight is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity Employer, making decisions without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability status, age, marital status, protected veteran or any other protected class.
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