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McKinsey & Company · 2 weeks ago

Client Development Advisor - Public Sector, West States

San Francisco, CA

Full-time

Onsite

Senior Level, Lead/Staff

10+ years exp

McKinsey & Company is a global consulting firm that drives lasting impact and builds long-term capabilities with clients. The Client Development Advisor will work closely with client team leaders to expand the firm's impact within California state and local governments by generating new engagements and managing the client opportunity pipeline.

ConsultingManagement ConsultingProfessional Services

Growth Opportunities

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

You will work closely with client team leaders and consultants serving California state and local governments to expand the firm’s impact within these markets by playing a key role in generating new engagements

You will participate in process client development

Business development will compose a significant portion of your effort, and examples of what you’ll do in this phase include establishing relationships with procurement professionals in priority client organizations and senior and mid-level professionals at the prospective client, in concert with McKinsey client project team leaders, to construct comprehensive client account plans and manage the client opportunity pipeline

Other responsibilities include establishing relationships with other consultancies and contractors with whom McKinsey might partner in service to the government; supporting client teams in the development of written materials for client development discussions; attending conferences and industry days where public sector contracting opportunities might be discussed; gathering intelligence about upcoming procurements for which McKinsey might be well suited to compete; making recommendations to client team leaders about how they could more effectively develop business with clients

In the capture management phase, examples of what you’ll do, include providing market research input in advance of procurement to assist the government in understanding their needs and clarifying their requirements such that they are able to procure the type of assistance they require

You’ll also make recommendations to practice leaders and consultants about how they can gather useful information about emerging procurements, identify partners with whom McKinsey could team for emerging procurements, finalize teaming agreements, and develop opportunity-specific competitive intelligence - including relative strengths and weaknesses of competitors

In the proposal delivery phase, examples of what you'll do, include understanding the objectives and requirements of the RFP and formulating a view about what it will take to win the procurement, collaborating with team members to ensure key aspects of client intimacy resonate through the proposal, and creating workplans and aligning resources to generate high-quality proposals on time

Qualification

Business developmentCapture managementProposal deliveryCalifornia government marketClient relationship developmentAnalytical skillsStrategic thinkingConsensus buildingEntrepreneurial approachCollaborative mindsetWriting skills

Required

Undergraduate degree

10+ years of professional experience in business development, capture management, and proposal delivery in the California state and local government market

Solid experience working at large professional services firms, developing opportunities across California state and local governments

Full and deep understanding of the California state and local government market, corresponding state procurement process, how such procurement decisions are made, and how a consultancy like McKinsey can maximize the chance of winning new contracts

Successful track record developing client relationships with California state and local government leaders

Distinctive collaborative mindset with an ability to forge effective relationships across various constituents in a distributed and non-hierarchical organization

Ability to build consensus for their ideas and help lead without formal line authority

Proven strategic and analytical thinking skills to identify new opportunities and resolve complex challenges throughout the client development process

Entrepreneurial approach; ability and desire to initiate the identification and pursuit of innovative ideas in business development while orchestrating C-level stakeholder management

Excellent writing and editorial skills

U.S. citizenship; ability to obtain a certain level of security clearance mandated by the relevant U.S. government branch or agency