Lucy Rao

PM Forum

Member of the London branch where I work with the committee to deliver a range of events and webinars for the wider professional services marketing network.

London Branch Committee Member

Boodle Hatfield LLP

BD Director responsible for all facets of the business development, marketing and comms strategy for Boodle Hatfield, working closely with the firm’s management committee, senior leadership team and wider partnership to deliver growth for the firm. Leading member of the ESG steering group, creating and implementing a refreshed ESG strategy along with driving a firm-wide culture review.

Whilst at Boodle Hatfield Lucy has had a number of successes such as implementing BD best practice, improving pitch win rates, developing a 'highly commended' content campaign for the firms 300th anniversary, implementing client and intermediary programmes and updating marketing technology including implementing a brand new intranet within a very short time frame.

Business Development and Marketing Director

Allen & Overy

Senior BD professional working across the global IP practice with a focus on the life sciences and TMT sectors.

Senior Business Development Manager - Global IP Group

Business development and marketing manager for the litigation, antitrust, reglatory and corporate practices.  Global client relationship manager for a global bank, co-global head of the Global Investigations Practice and the BD/marketing lead for the Peerpoint launch across Asia Pacific.

Business Development & Marketing Manager

Optus

Key account manager to 20 accounts in the corporate sector (500-2000 seats).
Selling across all Optus products, fixed voice, data networks, mobile solutions and applications and ICT products and services.
Responsible for retaining business and growing business in existing accounts.

Account Manager

o	Managing 3 head count in NSW and remotely managing the  QLD Agent
o	Covered all conferencing products including, audio conferencing, WebEx, Adobe and WebCasting (software as a service)
o	Manage the top 10 Australian clients 
o	Responsible for managing and motivating the team, ensuring they exceed their targets and the team continues to maintain motivation at all times
o	Proactively worked on the induction plan for all new sales reps in Australia, WebEx ordering process and I am the go to person for sales for most departments within PGi
o	Key skills include hitting and exceeding sales targets, extremely good time management so I beat all deadlines provided, ability to multitask and prioritise between dealing with my team queries and also my client queries and also fulfil all reporting and forecasting required

Head of Account Management - NSW & QLD

o	Managing the 3 principle Agents and indirectly managing their staff in South Australia, Western Australia and Queensland
o	Covered both the conferencing business at PGi and the messaging business (email marketing, fax, voice and SMS)
o	Responsible for managing and motivating the team remotely, providing training to the Agents and their new hires and also managing the contractual relationships including renewing the contracts
o	Key skills for this role include being able to motivate staff remotely and in a tough economic climate, being able to quickly learn new technology to be able to work across the messaging business, and strong negotiation skills between departments and with the Agents

Sales Manager - Agents (QLD, WA & SA)

o	Account manager for the top clients at ECT which covered 50% of ECT’s total revenue
o	Clients ranged from education institutions, government departments and not-for-profits
o	2008 won Rookie of the Year across Asia Pacific, and was the highest performing Account Manager in ECT.  
o	Worked across the audio and web conferencing products at ECT as well as WebPresent
o	Responsible for growing and retaining a client base of over 200 clients through up selling and cross selling as well as maintaining high levels of account management.
o	Additional responsibilities taken onboard were compiling and running the data and commission files for all sales reps, training the new sales rep and helping to run conferences for my clients
o	Key skills included good closing and negotiating, high level of relationship building both over the phone and face to face and high level of ability to work autonomously as well as part of a team

Account Manager and Senior Account Manager for ECTeleconferencing (ECT) (owned by PGi)

Haymarket Publishing

o	Key account management for all consumer publishers, national press and outdoor advertising clients.  Work directly with these media houses as well as via their media agencies
o	Worked across the display section of both magazines as well as event sponsorship and online advertising sales.  
o	Pitched and project managed a range of bespoke advertising innovations
o	Responsible for contributing to the team’s monthly target through account growth, new business wins and cross selling
o	Instrumental in running both magazines by taking on responsibilities of running the flat plans for both magazines, liaising with the production department to ensure the magazine went to the publishers on time and working with the editorial department on future selling opportunities

Senior Account Manager, Media Week and Campaign

o	Key account management and also took on the role of acting advertising manager for 5 months
o	Worked across the IT Security industry
o	Small industry so maintained relationships with all clients in my space at all times.  Relationships maintained through networking at all industry events as well as SC Magazine’s own events
o	Worked across the display section, as well as selling sponsorship at the forum, conference and awards, and listings into the directory and website
o	Whilst managing the magazine I was responsible for the above duties as well as managing the budgets for the magazine, working closely with editorial to put together the sales strategy, implemented and trained a new member of staff and kept up to date with the day to day running of the magazine
o	Whilst covering 2 roles the magazine maintained market share, launched a new brand extension, ran the second largest revenue earning issue of the year and I won sales person of the quarter for Q1 in 2006
o	Quickly developed a number of core skills during this time including all responsibilities of an advertising manager, time management and effective prioritisation

Senior Display Sales Executive and Assistant Advertising Manager, SC Magazine

o	Ran the Management Today classified section, servicing existing clients and sourcing new clients to hit and exceed revenue targets
o	Launched a successful new business directory for Management Today as well as a recruitment section
o	Worked with high end business services companies, management consultancies and recruitment agencies

Sales Executive, Management Today

Lucy is an experienced senior Business Development and Marketing Director with a strong sales background and a passion for mentoring.  She has significant experience in corporate and private wealth law firms in the UK as well as internationally having worked in Australia and operated across APAC, Europe and the US. 

Lucy brings a commercial and pragmatic approach to BD, marketing and comms, ensuring her strategy is client centric whilst maintaining a keen eye on profitability and growth. She has a unique blend of sales skills, experience working in international corporate law firms as well as in the UK private wealth industry as well as significant experience working with senior stakeholders and management teams.
 
Some of her highlight skills include developing business and marketing strategy that leverages BD, marketing and comms as well as developing go-to-market strategies for new product and practice launches; sales coaching and mentoring; client relationship management and client programmes; team leadership and managing people in different locations around the world; and delivering training and coaching to fee earners.

BD Director responsible for all facets of the business development and marketing strategy for Boodle Hatfield, working closely with the firm’s management committee and partners.

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