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About the Role

The Associate Director, Business Development, is a strategic leader and trusted advisor who shapes and drives business development strategy for their practice group, with a strong cross-practice and cross-functional lens. The role is accountable for designing and leading high-impact, multi-disciplinary initiatives that advance sustainable growth, strengthen client relationships, and align with the firm’s long-term objectives. Acting as a senior expert resource to partners and leadership teams, the Associate Director provides strategic counsel on client acquisition, account growth, and retention—translating market insight, competitive intelligence, and performance data into actionable recommendations. The role leads the development and execution of priority business development programs and complex pursuits, ensuring innovation, consistency, and alignment with client needs and firm priorities. The Associate Director champions collaboration across practice groups, industry teams, strategic client teams, and regional marketing colleagues to deliver integrated, client-focused solutions. The role also drives continuous improvement of business development standards, processes, and ways of working—promoting operational excellence, effective use of resources, and measurable impact— while ensuring activity remains commercially competitive and aligned with firm governance and risk parameters.

Responsibilities

Lead the development and execution of client-specific strategies in partnership with practice and industry leaders, ensuring alignment with firm priorities.
Utilize market intelligence, client mapping, and competitive analysis to identify and pursue high-value client opportunities, and to deepen relationships with strategic clients.
Guide teams in the creation of business plans and ensures BD efforts are integrated with broader firm strategy.
Oversee the design and delivery of highly tailored, innovative, and priority-aligned proposals and pitches for key matters.
Collaborate across practices and functions to bring the best of the firm to each opportunity, leveraging client and industry insights to secure high-impact work.
Champion best practices in pitch development and ensures consistency in firm positioning.
Develop and lead thought leadership initiatives and external positioning efforts, working closely with marketing and communications teams.
Develop and execute strategies to showcase the firm’s expertise, drive business growth, and strengthen the reputation of the practice group and its partners.
Ensure alignment of thought leadership, legal rankings, and external events with firm strategy and growth priorities.
Act as a visible senior leader, fostering cross-practice alignment and collaboration with PG/Regional marketers, strategic client teams, and industry BD teams.
Influence and negotiate with senior stakeholders, including executive committee members, regional section heads, and partners, to drive strategic business development initiatives and optimize client engagement.
Develop, lead and execute impactful major projects and/or teams (directly or through matrix leadership), providing direction, coaching, and oversight to ensure high standards of delivery and professional development.
Deliver impact regardless of span of control; recognized for strategic thinking, innovative problem-solving, and the ability to resolve complex, cross-functional issues affecting growth, client outcomes, and market positioning.
Accountable for the measurable impact of BD initiatives, including growth in client relationships, successful pitches, enhanced market positioning, and the achievement of strategic business development goals.
Drive continuous improvement and ensures the BD function delivers maximum value to the firm.

Requirements

Bachelor’s degree or equivalent relevant experience; professional certification(s) a plus.
Significant experience in business development (or closely aligned commercial/marketing roles) within a complex professional services environment; legal sector experience preferred.
Deep expertise in core BD disciplines (e.g., client strategy and planning, pitching and pursuit management, market positioning and thought leadership), with demonstrated ability to lead complex initiatives from design through execution.
Strong understanding of the legal market, client buying dynamics, and competitor positioning; ability to translate external insight into clear BD priorities and differentiated strategies.
Demonstrated ability to operate cross-functionally and cross-practice, influencing senior stakeholders and aligning diverse teams in a matrix environment.
Proven commercial acumen and analytical capability; able to use data, judgment, and market insight to diagnose issues, develop solutions, and advise leadership.
Excellent communication, stakeholder management, and negotiation skills; able to build consensus, manage sensitive conversations, and represent the practice group professionally with internal and external stakeholders.
Demonstrated ability to drive continuous improvement in standards, processes, and ways of working, ensuring high-quality delivery, effective use of resources, and measurable impact.
Experience leading teams and/or major projects, including coaching and developing colleagues and driving high performance through clear expectations and accountability.

Skills

Business Development
Marketing
Client Strategy
Client Planning
Pitching
Pursuit Management
Market Positioning
Thought Leadership
Legal Market Understanding
Client Buying Dynamics
Competitor Positioning
Commercial Acumen
Analytical Capability
Communication Skills
Stakeholder Management
Negotiation Skills
Team Leadership
Project Management
Coaching
Professional Development

Location

London

Work Type

Hybrid
Full-time

Experience Level

Associate Director
Senior

Education Level

Bachelor's degree

Benefits

Private medical insurance
Pension plan with matched employer contribution up to 7.5%
Yearly wellbeing fund
Income protection
Life insurance
Critical Illness insurance
Private GP services
Travel insurance
Dental coverage
Cycle to work
Holiday purchase (available during annual enrolment)

About the Company

White & Case is an elite global law firm serving leading companies, financial institutions and governments worldwide.
With a long history as an international firm, we are well-positioned to help clients resolve their most complex legal challenges wherever they may arise.
Operating across six continents and working in virtually every country, we have invested heavily in building a high-quality, full-service practice that competes at the top of the market.
We are distinguished by our on-the-ground presence in key financial markets and our expertise in handling complex cross-border work.
What sets us apart is not just our global network of offices but the interconnectedness of our Firm.
Our people and clients value our collaboration across geographic and practice boundaries, which is why we attract and retain significant cross-border work.
Representing multiple nationalities from across the world and speaking a vast array of languages, our lawyers and Business Services professionals are globally minded, enterprising, and committed to excellence.

Equal Opportunity

White & Case is committed to creating a fair workplace.
It is our Firm’s policy to recruit, employ, train, compensate, and promote without regard to race, religion, creed, national origin, age, gender, sexual orientation, marital status, military or veteran status, disability, genetic information, or any other category protected by applicable law.
If you require assistance and/or adjustment to participate in our application and/or interview process, please email us. We will be happy to work with you.