Client Development Specialist – Social sector, Healthcare, and Public sector Entities

You'll work closely with client service team leaders and consultants to expand the firm’s impact within the Japanese public sector by playing a key role in generating new engagements.

We call this process client development, and in the public sector, we can break this process into three phases. The first business development phase encapsulates all activities that occur before a client organization has decided internally to move ahead with a consulting engagement on a given topic. The second, the capture management phase, begins once an opportunity has been qualified and ends with the formal award decision. The third phase, proposal delivery, typically starts with the Request for Proposal/Quote (RFP/Q) or tender release and ends upon proposal submission.

You will have responsibilities across all three of these areas. You will be an individual contributor as well as a key catalyst for collaboration with Social, Healthcare, and Public Entities (SHaPE) leaders and associates. Business development will be a significant part of your efforts, along with capture management and proposal delivery (this will vary based on client situation and workload across a portfolio of opportunities). You will focus on expanding the firm’s impact in engaging the public sector institutions in Japan, including the national ministries, agencies, affiliated organizations and municipalities. Your division of effort between capture management and proposal delivery will vary based on the opportunity, as well as the advanced notice McKinsey has of upcoming procurement, which will increase the period of time McKinsey has to build its response prior to the issuance of any RFP.

For example, during the business development phase, you will support team to construct comprehensive client account plans and manage the client opportunity pipeline. Additionally, you will support the development of written materials for client development discussions and will coordinate and secure discussions. You will establish relationships with procurement professionals in target client organizations within the public sector and will gather intelligence to stay up to date on potential procurement opportunities.

During the capture management phase, you will help shape procurement in a compliant fashion as they are being formed and support leaders on gathering useful information about emerging procurement. You will identify partners with whom McKinsey could team for emerging procurement, and will develop opportunity-specific competitive intelligence analysis, along with relative strengths and weaknesses of competitors.

During the proposal delivery phase, you will collaborate with colleagues to ensure key aspects of client intimacy resonate through the proposal. You will create workplans and align resources to draft high-quality proposals on time. You will orchestrate personnel as they write proposals and help identify relevant internal and external resources that can be used in the proposal. Lastly, you will conduct final compliance and quality review before proposals are submitted and help partners and consultants to prepare for oral presentations.

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