Practice & Client Development Manager, Services

• Together with the Practice Director, partner with the Global Practice Leaders, Regional/Global Sector Leaders to develop and fine-tune the business and strategic-account strategies and plans for the practice across all regions and sectors.
• Work on proactive analysis to identify trends, insights and whitespace that represent commercial opportunities for the practice (bring an outside-in perspective, if applicable, and leverage best practices from other Spencer Stuart practices).

• Work with Practice Director and Practice Leadership in the day-to-day operations, including - but not limited to - practice performance and metrics, forecasting, meeting planning, communication and onboarding of new colleagues.
• Develop approaches, leveraging Quest tools as possible, to assess and analyze win/loss outcomes and stats on a regular basis, and recommend adjustments to improve conversion and impact.
• Work to leverage new technologies and evolve processes.
• Guide Services Analysts as needed on creation of BD deliverables, including training and quality control.
• Direct Analysts in creating and maintaining current data/statistics in the areas of relevant engagements lists/case studies, BD target lists, win rates and other key BD related KPIs.

• Design and implement go-to-market strategies and materials for Services and sector specific search and advisory offerings.
• Analyze overall Services market trends, client needs, and competitive positioning to inform strategic priorities and messaging.

• In partnership with Practice Leadership, refine and continuously improve the Services go-to-market narrative - incorporating new service lines and evolving solutions.
• Coordinate with Leadership Advisory Solutions (LAS) to align Services search with broader advisory offerings.

• Act as the primary client development lead for Services opportunities, partnering with Practice and Sector Leaders, consultants and client development colleagues to win potential new business and drive growth.
• Partner closely with Practice Leader, Sector Leader and Services consultants, to drive preparation and shape messaging for must-win CEO and other high stakes quals, including pitch strategy, meeting planning, and content development.
• Evolve quals by taking insights from existing intellectual capital and adding Firm and practice perspectives.
• Create and maintain insightful, customized qualifications packs and pitch materials for new business development opportunities and orchestrate regular updates of key materials and ensure the best-in-class slides are stored on Content Hub.
• Develop and leverage case studies that show our impact.
• Support pricing strategies, proposal development, and client targeting efforts.
• Leverage data and insights to identify and support new business opportunities.
• Partner closely with Services Consultants to develop content/material for specific Managed and Growth Client situations/meetings (e.g., pitch, annual/quarterly review, relationship-building).
• Manage the workflow and quality of deliverables of the Services Analysts leading and/or contributing to quals development.

• Translate and tailor firm-level intellectual capital strategy/themes being driven by Marketing, ensuring dots are connected.
• Gather learnings from pitches and business development to share internally to ensure we are continuously refining and improving our processes, responsiveness, and pitch effectiveness.
• Actively contribute and participate in the global community, by sharing insights, ideas and best practices with fellow CDMs.
• Create approach, and direct analyst team to maintain, curate, and regularly update pitch content/materials and load to Content Hub, and keep Connect and Sharepoint sites updated.
• Create and identify best-practice pitch content/materials to regularly share with Practice and Firm.
• In close collaboration with Global Practice Director, develop communication strategy for syndicating pitch content to/across Practice and Firm.

• Establish fluency in writing complex proposal decks, bringing the firm's breadth of offering to client situations.
• Propose improvements of process design and technology tools and identify best practices for practice operations, opportunity identification, work intake and assignment, and content development/management.
• Enable the team's capacity and capability to support Services specific projects and pursuits to keep pace with the practice's current and growing volume and scope of work.
• Develop and lead Analysts who are able to meaningfully contribute to deliverables and initiatives.
• Develop a broad, strong cross-functional firmwide network.

• Approximately 5-10 years of work experience in a corporate environment, ideally within executive search, management consulting, other professional services, or market research.
• The role involves significant client service and the management of multiple projects toward tight timelines in a fast-paced environment where competing demands are the norm.
• Experience with researching and organizing information from databases and/or internet resources. Ability to analyze and synthesize data into other formats. Familiar with business reference resources such as Capital IQ, LinkedIn, BoardEx, etc. Comfort level with AI tools.
• Strong verbal and written communication skills in English.
• Strong business acumen and commitment to exceptional client service with internal and external audiences.
• Advanced research, analysis, and synthesis skills and experience.
• Proficiency with MS Office applications (Excel, PowerPoint, and Word), with ability to create client-ready presentations in PowerPoint.
• Undergraduate degree required, master's degree a plus.

• Retirement savings plan with discretionary profit sharing contribution and employer match;
• PTO (minimum 15 days per year, increases with tenure), paid sick time (10 days per year), company holidays (12 days per year), and paid leaves of absence when applicable;
• Comprehensive health benefits, including medical, dental, and vision insurance, and healthcare flexible spending account;
• Life Insurance, and short-term and long-term disability insurance;
• Wellness benefits, including an employee assistance program, virtual mental health program, and mindfulness program; and
• Voluntary benefit options, including supplemental life insurance, identity theft protection, and whole life insurance with long-term care and critical illness coverage.

• Drives results through structured planning, ensuring timely project delivery.
• Manages business development goals while navigating challenges and planning for contingencies.
• Takes a hands-on approach and thrives in both independent and team-based execution.
• Maintains urgency and quality across deliverables, integrating feedback constructively.

• Builds strong relationships across teams and senior leadership.
• Listens actively and incorporates diverse perspectives and best practices to shape direction.
• Influences effectively, balancing assertiveness with diplomacy.
• Credible and mature with the ability to support their point with both factual evidence and experience-based opinion
• Engages team members in a dialogue to gain commitment and bring them "on board" to business development initiatives, linking their perspective to the intent
• Adapts communication style to audience and context, using strong client-service orientation to resolve conflicts constructively.

• Develops and mentors Analysts, linking tasks to long-term goals.
• Sets clear objectives and tracks progress with practice leadership.
• Delegates thoughtfully, ensuring stretch opportunities and quality oversight.
• Fosters a high-performance, development-focused team culture.

• Excellent communication skills including presentation and writing
• PowerPoint and Excel skills
• Culturally agile
• Innovative mindset
• Fluent in English (spoken and written)

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