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Client Development Advisor - Public Sector, West States

McKinsey & Company

Sales & Business Development

San Francisco, CA, USA · Silicon Valley, CA, USA · Los Angeles, CA, USA

Posted on Mar 7, 2025

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Consulting

Client Development Advisor - Public Sector, West States

Job ID: 95610

Los Angeles
San Francisco
Silicon Valley

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Do you want to work on complex and pressing challenges—the kind that bring together curious, ambitious, and determined leaders who strive to become better every day? If this sounds like you, you’ve come to the right place.

Your Impact

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.

In this role, you will participate in process client development. In the Public Sector, process is in three phases: business development, which includes all activities that occur before a client organization has decided internally to move ahead with a consulting engagement on a given topic; capture management, which begins once an opportunity has been qualified and ends with the formal award decision; and proposal delivery, which typically starts with the request for proposal (RFP) or equivalent procurement release and ends upon proposal submission.

You will have responsibilities across all three of these areas as an individual contributor and key catalyst for collaboration with practice leaders and associates. 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.

Your Growth

You will be based in our Bay Area Office, San Francisco Office or Los Angeles Office and will work closely with Social, Healthcare and Public Entities (SHaPE) Practice leaders, client team leaders and consultants serving the California state and local government clients. You will also work collaboratively with other client development advisors, contracting specialist and proposal managers.

Your qualifications and skills

Undergraduate degree; graduate education is preferred but not required
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

Please review the additional requirements regarding essential job functions of McKinsey colleagues.

Industries

Public Sector

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FOR U.S. APPLICANTS: McKinsey & Company is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by applicable law.

Certain US jurisdictions require McKinsey & Company to include a reasonable estimate of the salary for this role. For new joiners for this role in the United States, including all office locations where the job may be performed, a reasonable estimated range is $220,000 - $225,000 USD —to help you understand what you can expect. This reflects our best estimate of the lowest to highest [salary/hourly wages] for this role at the time of this posting, ensuring you have a clear picture right from the start, though it's important to remember that actual salaries may vary. Factors like your office location, your unique blend of experience and skills, start date and our current organizational needs all play a part in determining the final figure. Certain roles are also eligible for bonuses, subject to McKinsey's discretion and based on factors such as individual and/or organizational performance.

Additionally, we provide a comprehensive benefits package that reflects our commitment to the wellness of our colleagues and their families. This includes medical, mental health, dental and vision coverage, telemedicine services, life, accident and disability insurance, parental leave and family planning benefits, caregiving resources, a generous retirement contributions program, financial guidance, and paid time off.

FOR NON-U.S. APPLICANTS: McKinsey & Company is an Equal Opportunity employer. For additional details regarding our global EEO policy and diversity initiatives, please visit our McKinsey Careers and Diversity & Inclusion sites.

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Job Skill Group - CSS Associate
Job Skill Code - CDA - Client Development Advisor
Function -
Industry - Public Sector
Post to LinkedIn - Yes
Posted to LinkedIn Date - Thu Feb 27 00:00:00 GMT 2025
LinkedIn Posting City - San Francisco
LinkedIn Posting State/Province - California
LinkedIn Posting Country - United States
LinkedIn Job Title - Client Development Advisor - Public Sector, West States
LinkedIn Function - Business Development;Consulting
LinkedIn Industry - Government Administration;Government Relations;Management Consulting
LinkedIn Seniority Level - Director

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