Pursuits and Bids Advisor

10 Jun 2021
08 Jul 2021
Contract Type
Full Time
Our client based in London is currently recruiting for a Pursuits and Tenders Advisor to join their team.

They will handle strategic tenders, develop information resources, identify best practice in tenders and support the companies objective of maintaining or increasing its overall tender win rate. This will involve responding to and project managing tenders simultaneously as well as coaching lawyers on the pursuits' process. They will take responsibility for advising Partners and their teams on tailoring winning strategies, overseeing production of high quality, compelling documents and/or presentations and coaching lawyers to convert the opportunity

The role:

Operate as a respected and proactive internal consultant, coaching Partners and others involved in winning new business in developing compelling, commercial propositions
Promote a "pipeline" culture which ensures the identification of all known and/or anticipated pursuit opportunities, including working with the Clients & Markets team to position the business with key stakeholders for panel opportunities pre-tender
Project manage a portfolio of pursuits simultaneously, including facilitating and leading meetings, agreeing strategy and messaging, drafting and reviewing content from a sales perspective, coaching pitch teams on winning presentations and conducting post-pursuit activities
Analyse objectively incoming pursuit opportunities, propose pursuit/no pursuit decisions to the Head of Pursuits and manage qualification discussions with the pursuit lead partner
Manage, and contribute to, multiple continuous improvement projects, to embed best practice and optimal processes across the team.
Assist the Partners in identifying key messages and writing/editing as required to ensure these concepts evolve and are reflected throughout the pursuit's lifecycle
Ensure all pursuit opportunities are tracked within the CRM system from when the opportunity becomes live through to post pursuit feedback
Extend the impact of the 'best practice' model to other offices by inspiring and equipping lawyers - as well as secretaries, BD and Business Services colleagues - with the resources, skills and behaviours to successfully address an increasing proportion of new business opportunities themselves
Work with the pursuits team to create and maintain a central repository/pursuits library of information
Proactively work with the wider pursuits team to help manage the library of information by constantly adding to, and improving, the knowledge base
Ensure that client research, competitor analysis and industry/sector information is included as part of any pursuit strategy. Liaise with the Client's & Markets team for client relationship and practice area knowledge that will form part of the pursuits strategy and team
Monitor, analyse and communicate pursuit outcomes to the partnership, and announce new wins within the partnership and via the Firm's intranet, if appropriate
Conduct debrief interviews proactively, following pursuit outcomes and ensure feedback is shared with the relevant pursuit teams. Turn feedback into action plans to continuously improve performance
Support pre and post-tender activities, including proactive client engagement and onboarding/implementation
Become a point of knowledge in the team and assist the Head of Pursuits in the development of more junior team membersRequired experience

Experience of leading, advising on and winning pursuits and pitches, including advising on tender presentations, ideally within professional services
Creativity - ability to think of an deliver new ways to differentiate the firm during the pursuit and presentation process
Experience of objectively evaluating - and helping others to evaluate - the merits/demerits of progressing each new business opportunity
Strong project management and planning skills
Excellent research, effective business written and verbal communication skills, including attention to detail
Business benefit and results focused
Excellent IT skills including the use of Excel, Word and PowerPoint
Good understanding of the insurance industry desirable
Line management experience desirable