Business Development Manager

The Business Development Manager is responsible for driving the growth of the firm's client base and fee income by identifying, developing and converting new business opportunities, deepening relationships with existing clients, and leading the firm's bids, tenders, proposals and panel applications. The role translates the Managing Partner's vision into a structured business development plan, uses the firm's knowledge platforms (including Wakili One-on-One) to generate instructions, and ensures that every business development activity reflects the firm's commitment to client experience and complies with the Advocates Act and the Law Society of Kenya rules on marketing and advertising.

Role Details

Department: Knowledge, Media and Business Development
Reports to: Managing Partner
Direct reports: None (works in tandem with the Social Media Manager)

Key working relationships: Partners, Associates and Heads of Practice Areas, Social Media Manager, Administration Manager, Accounts; clients, referral partners and procuring entities

Key Duties and Responsibilities

1. Business Development Strategy and Planning

• Develop and implement an annual business development plan aligned to the firm's strategic objectives and practice areas (e.g. Real Estate, Banking and Finance, Tax, Corporate and Commercial, Dispute Resolution).
• Conduct market, sector and competitor research to identify target clients, growth sectors and emerging legal service needs.
• Agree business development targets with the Managing Partner and Partners for each practice area and track progress against them.
• Work with Partners to package the firm's services and develop competitive fee proposal approaches for target clients and sectors.
• Prepare and manage the annual business development budget, ensuring value for money on all spend.

2. Client Acquisition and Pipeline Management

• Identify, research and qualify prospective clients and referral sources, including banks, SACCOs, insurers, developers, corporates, NGOs, development partners and public bodies.
• Maintain an up-to-date business development pipeline (CRM or tracker) recording leads, meetings, proposals, status and outcomes.
• Arrange pitch and introductory meetings, prepare Partners with client briefs and pitch materials, and drive follow-up after every meeting.
• Convert qualified leads into instructions and hand over new matters to the responsible Partner through the firm's client intake and conflict-check process.

3. Bids, Tenders, Proposals and Panel Applications

• Monitor public procurement portals, newspapers and private sector calls for tenders, Expressions of Interest (EOIs), prequalifications and panel appointments relevant to the firm.
• Lead the preparation, compilation and timely submission of bids, tenders, proposals and EOIs, in liaison with the relevant Partners.
• Maintain a current bid library, including the firm profile, advocates' CVs and practising certificates, tax compliance certificates, business permits, CR12, professional indemnity cover, references and credentials.
• Track all submission deadlines and ensure documentation is complete and compliant with the requirements of each procuring entity.
• Conduct post-bid reviews, obtain feedback on unsuccessful bids and recommend improvements.

4. Client Relationship Management and Retention

• Develop and implement a key client programme, including account plans for the firm's priority clients.
• Coordinate periodic client feedback and satisfaction reviews and share insights with the Partners for action.
• Track renewal dates for panel appointments, retainers and service agreements and initiate renewals in good time.
• Identify cross-selling opportunities across practice areas and support Partners to pursue them.

5. Wakili One-on-One and Knowledge-Led Business Development

• Use the Wakili One-on-One platform as a business development channel, driving user uptake and converting engagements into instructions.
• Work with the Social Media Manager to plan thought leadership content (legal alerts, articles, webinars) that supports business development priorities.
• Plan and run client seminars, breakfast forums, webinars and physical knowledge-sharing forums, and follow up attendees as leads.

6. Networking, Partnerships and Representation

• Represent the firm at industry events, business forums, professional associations and chambers of commerce.
• Build and maintain referral relationships with accountants, real estate agents, financial institutions, consultants and foreign law firms.
• Coordinate the firm's submissions to legal directories and rankings and manage the related research and client referee processes.

7. Marketing Coordination and Professional Compliance

• Brief the Social Media Manager on business development materials such as brochures, practice profiles, pitch decks and credentials statements.
• Ensure all business development and marketing activity complies with the Advocates Act, the LSK marketing and advertising rules and the firm's client confidentiality obligations.
• Ensure client and prospect information is collected, stored and used in line with the Data Protection Act, 2019.

8. Reporting

• Prepare a monthly business development report for the Managing Partner covering pipeline, proposals, bids, conversions, new client fee income and return on events.
• Present quarterly business development reviews at Partners' meetings with recommendations for the next quarter.

Key Performance Indicators

• Number of qualified leads generated per month against target.
• Proposal and bid conversion (win) rate.
• Fee income from new clients and new instructions from existing clients.
• 100% of bids and tenders submitted complete and before deadline.
• Number of panel appointments and retainers secured or renewed.
• Client retention rate and client satisfaction feedback for key clients.
• Instructions generated through Wakili One-on-One and knowledge forums.
• Business development spend kept within approved budget.