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Work Background
Bracewell LLPBusiness Development Manager
Apr. 2019Washington D.C. Metro AreaResponsible for integrating and expanding business development efforts for key strategic practices including Environment, Lands, and Resources Group, Policy Resolution Group, Government Contracts, Government Affairs, Offshore Wind, and Midstream (Oil &Gas) practices and others as assigned. Work closely with section heads, practice group leaders, senior business development and marketing staff and firm management to develop and manage strategic, innovative, and proactive business development plans and related projects and activities that will augment the growth of these practices and position attorneys as among the most highly respected in their practice area and as “go-to” experts. • Develop and drive comprehensive strategic business development plans for assigned practices to increase exposure of Firm and attorneys to targeted audience.
• Develop and write proposals, RFP responses, and talking points for current and potential clients, track success ratio of same.
• Facilitate and execute business development coaching program for select partners and execute business development program for associates.
• Develop and manage practice podcasts (Environmental Law Monitor), Monthly Environmental Essential webinars and bi-annual Environmental Law and Environmental, Social and Governance seminars (virtual and face-to –face)
• Manage and develop the US Chambers award submissions for the assigned practices.
• Analyze data from critical partner input, financial research, client analysis to identify cross-sell opportunities.
• Develop and maintain practice collateral including, handouts, web descriptions, deal lists, client updates, blogs, bios, insights, credentials, top matters, and recent notable matters.
• Plan and execute strategies and programs; lead key client initiatives, including targeted marketing, business development, client feedback and service delivery arrangements.
The Water Research FoundationBusiness Development Manager
Jan. 2018 - Apr. 2019Alexandria, VirginiaDevelop new recruiting programs to attract, recruit, and engage new members (water utilities, engineering firms, equipment manufacturers, etc.) including social media and specific marketing initiatives. Lead the strategic cultivation of prospects and partners. Manage staff and resources to ensure and maintain and retain high quality relationships; maximize external participation and increasing net revenue for the Foundation. Manage a robust pipeline of prospects and industry partners and communicate value proposition. Lead, develop and implement integrated strategies for member recruitment and retention for each member category and different research topic areas. Consult, educate, and communicate organization’s message to prospects, employees, customers, and partners. Discuss solutions and services offered and how to best utilize them. Increase the awareness of the Foundation brand and the services and products offered through the research programs. Manage the renewal process. Identify, cultivate, and establish contacts at the highest decision-making level within prospect, member organizations and industry partners. Develop collateral materials to communicate with and transfer information to Foundation stakeholders. Create and manage outreach campaigns for member and prospect engagement utilizing board members and volunteers. Direct all Development activities related to Foundation’s presence at industry events including generating non-dues revenue, planning, and budget. Manage unrestricted income. Prepares program forecasts and budgets, subscriber recruitment and retention goals, and BOD status reports. New Membership Revenue/Retention (Water Utilities, Engineering Firms, Equipment Manufacturers) 2017 - 28 New Subscribers ~ $286,000 Unrestricted Income, 98% Retention
2016 - 22 New Subscribers > $286,000 Unrestricted Income, 96% Retention
2015 - 18 New Subscribers > $270,000 Unrestricted Income, 95% Retention
The Water Research FoundationBusiness Development Manager
Oct. 2012 - Jan. 2018Alexandria, VirginiaEffectively manage development, research, planning and implementation of resource development; manages financial record of funding; accurately prepares the Development aspect of the annual budget and sets fundraising goals. Responsible for membership support, engagement and development strategies and plans. Develop new recruiting programs to attract, recruit, and engage new members/subscribers (consulting firms, local, state and federal government agencies) including social media and marketing initiatives. Works with research staff to bridge relationships between members and create opportunities for increased involvement. Manage the Development function of trade show, meeting, and conference planning. Drive lasting volunteer relationships; actively works with board members and volunteers to meet development goals; attains long-term and high levels of satisfaction. Develop and implement development strategies to achieve budget goals for subscriber growth; maintains high-volume pipeline and relationships. Achievements
• Regularly exceeds annual goals; solicits financial support from $1000 to $150,000.
• Exceeded individual goal for 2013; raised appx. 60% of all new subscriptions for FY2013.
• Exceeded individual goal for 2014 raised appx. 70% of all new subscriptions for FY2014.
Water Environment FederationProgram Manager, Distance Learning
Sep. 2010 - Oct. 2012Alexandria, VirginiaEffectively coordinated and implemented WEF’s state‐of‐the art learning management system, the Knowledge Center. Responsible for turning concept development and targeted plans of action into measurable goals; strategically planned and executed all educational products. Actively solicited financial support from participating and corporate members; managed and maintained strategic relationships. Set annual program budgets; supported and mentored Distance Learning staff to perform at optimum levels. Led transition from paid webcast program to sponsored program
• Performed market study and member survey to determine relevance and need for changing fee structure. • Developed a plan and strategy for providing educational webcasts to member organization membership at no cost.
• Researched models and developed budget, sponsorship levels and benefits. • Developed the implementation plan and worked with senior management and board of trustees to set quantitative and qualitative goals for program.
• Collaborated with internal departments and committees to ensure by-in on all levels.
• Identified potential sponsors and developed a relevant and reliable pipeline. Built relationships with contacts to determine their interest and ensure the subject matter was appealing to sponsor and attendee.
• Increased member participation by over 100%. Now the leading revenue generator for the online training program budget.
Water Environment FederationAsst. Project Manager
Jan. 2010 - Sep. 2010
American Association of Airport ExecutivesManager, Training and Business Development
Jan. 2007 - Dec. 2009Alexandria, Virginia, United StatesResponsible for all management, marketing, and coordinating of industry training and professional development courses (5+ annually) and conferences (10+ annually) for association members. Developed successful marketing and sponsorship plans; actively worked with program committee to develop agenda. Conducted needs assessments; developed training and revenue generating programs; successfully solicited financial support and donations.
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