Most law firms’ work lies in research, litigation, and, when appropriate, trials. That said, just like most any business, a law firm needs to market itself to get its name and brand out, grow its business, and get and retain clientele.
The position of business development manager plays a central role in this aspect of a law firm. He or she typically heads up the firm’s marketing and public relations functions, which can range from sponsoring local events to advertising on all mediums to locating potential clients and winning and retaining them.
All of these aspects, and so many more, come together to form the overall business development strategy of a law firm. Right at the center is a team member who needs to be both creative and analytical: the business development manager.
Sample job description
Business development managers create plans for revenue growth and implement new target market initiatives. One role they play is that they conduct research to develop growth strategies. They also may build relationships with customers and offer support after transactions have taken place. Business development managers will be most effective when they have market knowledge and expertise when it comes to time management and planning skills. [Your Company name] is hiring experienced business development managers. A BS/BA in business administration, sales, or a relevant field is a great asset for a business development manager, but also if you have a proven sales track record, a position at our company may be a good fit for you.
Typical duties and responsibilities
- Develop and execute business development, marketing, and external communications programs
- Manage the development of client-specific pitch materials
- Plan and support business development events, including seminars, webinars, and dinners
- Provide strategic business development advice to law firm leadership and partners focused on the generation of new business leads, expansion of existing clients, and new projects and initiatives
- Manage and coordinate the firm’s website, newsletter, brochure, and other external communications
- Oversee and assist with the production of marketing materials
Education and experience
This position requires a bachelor’s degree in marketing, communications, or a related field; an MBA is preferred. Multiple years of experience in marketing and business development, and previous law firm experience is highly desirable.
Required skills and qualifications
- Highly organized
- Able to manage multiple tasks and projects concurrently
- Excellent communication and interpersonal skills
- Experience with — and a strong understanding of — marketing and advertising
- Ability to provide consistent and high-quality work under tight deadlines
- Proficiency with Microsoft Office Suite
- Excellent time management skills
- Keen attention to detail
Preferred qualifications
- 5+ years of management inside of a business
- Strong marketing knowledge
- Master’s degree in business administration or a related field
Average salary and compensation
The average salary for a business development manager is $61,000 in the United States. Position salary will vary based on experience, education, company size, industry, and market.
| Location | Salary Low | Salary High |
|---|---|---|
| Phoenix, Arizona | $129,300 | $174,900 |
| Los Angeles, California | $145,850 | $197,350 |
| Denver, Colorado | $121,550 | $164,450 |
| Washington, DC | $148,050 | $200,350 |
| Miami, Florida | $121,000 | $163,700 |
| Orlando, Florida | $111,600 | $151,000 |
| Tampa, Florida | $112,700 | $152,500 |
| Atlanta, Georgia | $118,250 | $159,950 |
| Chicago, Illinois | $135,900 | $183,900 |
| Boston, Massachusetts | $146,950 | $198,850 |
| Minneapolis-St. Paul, Minnesota | $117,150 | $158,450 |
| New York City, New York | $154,700 | $209,300 |
| Philadelphia, Pennsylvania | $125,950 | $170,450 |
| Dallas, Texas | $122,650 | $165,950 |
| Houston, Texas | $121,550 | $164,450 |
| Seattle, Washington | $141,450 | $191,350 |
| National Average | $110,500 | $149,500 |
Typical work environment
Most business development managers work within the offices of businesses that they are working for. Many work with several businesses at once, and as a result, they may travel to a few offices in a day and/or to conferences and conventions. Day to day, they find new leads, establishing relationships with potential and existing clients. They also connect with design teams and may train staff members.
Typical hours
The typical work hours for a business development manager are from 9 AM to 5 PM, Monday through Friday, in an office setting.
Available certifications
Most companies will need a business development manager to increase sales, so many institutions offer different certifications to help. Check out the following:
- Certified Business Development Manager. Administered by the AIBMC (The American Institute for Business Management and Communication), the CBDM allows employers to recognize your potential. You’ll be trained in management, which will help you move forward in your career.
- Certified Sales Professional (CSP). This program gives students a better scope of understanding in the sales process. From time management to territory management, to setting goals and creating quality leads, this will help you take your position to the next level and allow you to better lead any business you work for.
Career path
The path to becoming a business development manager begins with obtaining a bachelor’s degree in marketing or communications, or a related field. Beyond that, earning an MBA in one of those fields can help further one’s career possibilities, as can earning certification as a Certified Business Development Manager.
US, Bureau of Labor Statistics’ job outlook
SOC Code: 11-2021
| 2020 Employment | 293,700 |
| Projected Employment in 2030 | 323,100 |
| Projected 2020-2030 Percentage Shift | 10% increase |
| Projected 2020-2030 Numeric Shift | 29,400 increase |
Position trends
Business development personnel are essential to many businesses, and law firms are no exception. These employees play a valuable part in not only promoting the firm in general to the public but also in finding and retaining clientele.
According to ActiveCampaign, savvy Business Development Managers will need to keep abreast of an ever-expanding number of software options that can be useful to businesses. Also, there’s a definite trend to align a firm’s outbound development calls and communications with their marketing brand and voice, which should strengthen the impact on prospective customers.
Sample interview questions
- What experience do you have in business management?
- If an employee wasn’t doing what they were supposed to, how would you address it?
- Have you had to fire an employee? Are you comfortable doing this when needed?
- What is your typical management style?
- How well do you delegate tasks to other employees?
- What’s one thing you learned while managing other employees?
- Have you ever had a disagreement with an employee on your team? How did you manage this?
- If two people on your team are disagreeing, how do you bring them together as a manager?
- What’s the hardest part of being a business manager?
