Manager, Business Development

Location: Chicago, IL

Department: Business Development

Type: Full Time

Min. Experience: Mid Level

Summary

The Business Development Manager (BDM) is responsible for the creation and editing of proposals for new business and sales presentation, well as assessing market opportunities and developing strategies to generate business leads in concert with in-house consultants. The BDM is responsible for tracking the complete proposal lifecycle, reporting on trends, identifying growth opportunities, and optimizing processes. The BDM supervises two Business Development Writers and the Marketing Analytics Specialist, and reports to the Chief Client Officer (CCO) as part of the Client Engagement and Communications team (CEC). The BDM also performs all job functions of a Business Development Writer (BDW), focused on Executive Practice Area proposals with a second reporting line to the Consulting Associate for the Executive Practice Area.  The description laid out here breaks the overall responsibilities into three main components: management, reporting, and proposal writing.

Key Responsibilities:

Management Responsibilities:

  • Oversees proposal team inbox; assigns new proposals as they come in with help from CCO as needed
  • Tracks BD team workflow and availability; tracks all team deadlines
  • Supervises scoping process and proposal revenue tracking
  • Leads weekly team meetings with writers and Marketing Analytics Specialist
  • Leads weekly 1:1 meetings with each writer and Marketing Analytics Specialist
  • Point person for Proposal Team interface with Finance team; manages Finance team requests and changes in policy or process related to the fee matrix
  • Works with CEC team and leadership to set up long term projects and address process concerns
  • Steward of proposal templates, core language, presentation templates and samples, report templates, and fee matrix template
  • Coordinates with other CEC team members to set up team assistance with other client-facing materials
  • Coordinates BD team assistance with other firm writing needs
  • Supervises CRM maintenance and data entry by Marketing Analytics Specialist and BDWs
  • Together with CCO, communicates changes in process and other information to Senior Leadership Council and entire firm as appropriate
  • Onboards new staff and consultants

Reporting Responsibilities:

  • The Marketing Analytics Specialist pulls data for weekly and monthly proposal pipeline reports, as well as other reports for the firm. The BD manager reviews most reports, with particular focus and responsibility around the proposal pipeline reports.
  • Works with Marketing Analytics Specialist to produce weekly and monthly pipeline reports
  • Reviews reports for accuracy and fields stakeholder feedback and questions
  • Facilitates requested changes in report format and content
  • Follows up with Finance and BD team regarding CRM accuracy and issues related to opportunity and revenue reporting
  • As requested, reviews individual practice area tracking documents for discrepancies with CRM reporting

Writing Responsibilities:

  • The BD Manager serves as the third writer on the proposal team, which typically involves handling all Executive Practice Area proposals as well as other proposals as needed. The below list indicates the job responsibilities of a BD writer (shared by BDM).
  • Partners with consultants to produce high-quality business proposals and sales presentations. This includes:
  • Conducting exploratory phone calls with prospective clients
  • Coordinating pre- and post-proposal calls and site visits
  • Conducting scoping calls with consultants
  • Working with consultants to assign proposed project staffing and components
  • Drafting and revising project scope for consultant and finance team review
  • Drafting and revising proposals and sales presentations for consultant review
  • Tracking revenue streams within proposed project scope
  • Tracking consultant follow-up with client
  • Creates and maintains accuracy of opportunity and contact records in CRM
  • Maintains client reference lists and case statements; research on past projects
  • Collaborates with consultants to produce white papers, blog posts, case studies, and other thought leadership pieces
  • Writes and edits content for web site, ads, and other marketing collaterals
  • Writes, edits, and/or updates consultant and staff biographies
  • Helps maintain the firm’s historical client list and consultants’ individual client lists
  • Supports production of the firm’s client-facing publications
  • Partners with project managers and consulting associates to produce high-quality, error-free reports and other client deliverables
  • Conducts research on prospective client institutions and key personnel

Core Competencies:

  • Be grounded and well-informed in proposal writing, team management, research, and information management
  • Develop and lead teams, analyze complex situations and information
  • Superior written and verbal communications skills, coupled with highly developed interpersonal skills
  • A self-starter with demonstrated ability to effectively work toward multiple priorities in a fast-paced, deadline driven work environment
  • Flexibility and a willingness to handle new and different tasks, take direction well, support and be responsive to the needs of our senior consultants, and be a good team player.
  • Provide strategic direction through leadership, effectively collaborate with staff
  • Comfortable adapting to changing priorities and able to function well with ambiguity
  • Manage data in systems
  • Innovative, creative and results-driven.
  • Ability to quickly grasp complex concepts and express them in clear language.
  • Interest in working with organization in the non-profit sector; experience in non-profit a plus.

Minimum Qualifications:

  • Bachelor’s degree required, preferably in Marketing, Business, Communications, or similar discipline.
  • 4+ years of proposal-writing and business development experience, preferably in a professional services firm.

About GG+A:

GG+A is a full-service philanthropic management consulting firm with more than 50 years of industry-defining leadership in helping clients realize the full potential of their missions through resource-generation.  The firm is an international authority on data-driven best practices in fundraising, engagement, and advancement.  GG+A provides counsel to more than 300 educational, medical, arts and cultural, and charitable organizations across the Americas, Europe, Asia, and Australia.

GG+A has built a high-performance culture across all of its products and services. It is client-centric and committed to responding swiftly to client needs and requirements. It is a challenging environment that seeks intelligent, energetic, self-motivated individuals who are achievement-oriented and have high integrity.  The firm’s strategy is to continue to grow, serving a widening global constituency of nonprofits, especially in the sectors of higher education, academic healthcare, independent schools, arts and culture, and selected institutions in human services, and national and global charities.

Our mission is advancing yours. Our vision is to be the first-choice partner globally for nonprofits seeking substantial and sustainable growth in outreach and engagement, and in the philanthropic support of their missions.

 

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