WINNER: Julia Hayhoe, London client and business development (BD) director, Baker & McKenzie
Hayhoe joined Baker & McKenzie in 2008. Since then the former Hildebrandt International consultant has been at the heart of driving cultural change at one of the world’s largest law firms. Hayhoe is on the firm’s London management committee and has responsibility for its 30-strong marketing and BD department, including communications and events. One of Hayhoe’s biggest achievements has been changing the attitude of the firm’s partner towards BD. She did this by clearly articulating a strategy and implementing processes to enable that strategy, with partners adapting their behaviour as they saw the results flow. Elements included championing a client feedback programme; a key client programme that is achieving double-digit revenue growth; reinvigorated processes for pitching and panel appointments; and leading Bakers’ review of how it adapts its business model (pricing, project management, staffing mix, use of IT and process improvements). Hayhoe also designed and oversaw the implementation of Bakers’ BD initiative Enabling Client Conversations (ECC), a client-driven integrated marketing, communications, BD and events campaign. Launched in October 2012, ECC articulated how Bakers is placed to meet four of the key strategic client challenges: value (managed legal services), risk (risk and compliance), growth (high-growth markets) and change (business transformation). Although the campaign is in its early stages, it has already resulted in more than 30 client meetings and in excess of £6m worth of new business.
About Totum Partners
Totum is the leader in law firm management recruitment. We are passionate about talent in law firm management and the vital role it plays in delivering, supporting and accelerating change during this period of fundamental transition for the legal sector. Our exclusive focus on the legal sector enables us to resource the rapidly evolving range of management roles now required by law firms. Our unique perspective allows us to work at a strategic level with our clients, taking a holistic view of their firm to create the cohesion that means success on every level. Every role we resource is specifically tailored to the legal market and unique culture of each individual firm. Our clients don’t just value us for the exceptional talent we uncover; they come to us for the consultative guidance and bespoke role-creation that sets our team apart – and helps our clients to navigate the future with clear sight, expert support and long-term competitive advantage.
2ND: Elliot Moss, director of business development, Mishcon de Reya
Few individuals have had as much impact on their firms as Elliot Moss. Moss joined Mishcon de Reya in May 2009. His effect on the firm in those three years has been described by many in senior management as “transformational”. His previous career in advertising spanned more than 15 years. Using the knowledge he gained there, Moss redefined the director of business development role, repositioning the team as central to the business. With his 20-strong team, he is responsible for developing and bringing to life the ‘law firm for the world of business’ message. Moss is also a fee-earner, working within the reputation protection group. He is involved at all levels of firm management, from strategic planning by department to training junior partners and assistants in developing their practices.
3RD: Gladys Swaim-Rutter, partner and head of business, Roberts Jackson
At 26, Gladys Swaim-Rutter is one of the UK’s youngest law firm partners. She joined Roberts Jackson in November of 2011 as a finance executive, was promoted to associate the following March and quickly became head of operations. Since her promotion in 2012, Swaim-Rutter has set up an internal telesales department, the company’s lifeline after the Jackson reforms’ ban on referral fees. After the success of the telesales department, Swaim-Rutter became associate director (partner equivalent) to Roberts Jackson in February 2013 and now has responsibility for many of the key performance indicators in the firm, including finance, costs, strategy and marketing.