About this role
At Jimerson Birr, our team has accepted the lasting responsibility of protecting our clients’ rights, businesses, properties, investments, and finances. Our professionals are integral, trusted advisers and advocates in both established and emerging businesses, giving our clients insights into legal and business considerations that guide prudent decision-making. We work with some of the world’s most respected and well-established businesses, as well as start-up visionaries, and individuals looking to overcome challenges.
About the Role
- You will make sure the people who send business to Jimerson Birr hear from us on a steady cadence, not only when someone happens to remember them.
- You will also own the firm’s event and association presence as a relationship channel.
- Your focus also includes developing new partners, using creative, outbound approaches to establish new channels.
- Success is measured by signed matters that originate from strategic partner referrals, supported by partner meetings and calls held and the average value of referred matters.
- This is your seat if: You believe relationships are built through consistent follow-through, and you treat cultivation as a program with discipline rather than personality alone.
- You can tell which relationships produce revenue and which only produce activity, and you report that difference honestly.
- You are at ease with professional referral sources and with attorneys who hold key relationships, and you know when to route a contact to someone else.
- You keep clean records and build systems that outlast any one person’s memory.
- You see events and associations as a way to create client relationships, not just to log attendance.
- What You’ll Do Map and prioritize referral sources and centers of influence by industry, geography, and referral value, and build relationship plans for the highest-value partner categories.
- Run a defined outreach cadence with priority partners, and reactivate dormant referral sources on a lower-frequency cadence so no source that has sent business goes uncontacted.
- Own structured partner programs, including target lists, partner lunches, and continuing education sessions.
- Make sure partners understand our ideal client, service model, and referral triggers.
- Hand warm referrals into intake with relationship context attached, close the loop with each partner after a referred prospect is handled, and acknowledge every referral received.
- Coordinate with attorneys who hold key relationships, and with Client Success on any contact who is a current or former client.
- Own firm-hosted and partner events from start to finish, identifying associations, panels, sponsorships, and speaking opportunities in our target markets, and measure whether each event creates revenue relationships.