The Trunov, Ayvar & Partners law firm is seeking a Development Director.
The firm is in a phase of active business development, considering new areas of legal services, and is looking for a leader who can identify commercial opportunities, find effective ways to attract clients, and implement new projects.
We need a specialist who has a deep understanding of the legal market specifics, can assess the commercial potential of different areas, and has practical experience in attracting clients for legal services.
Key Responsibilities:
Identifying and Developing Promising Areas:
- Research the legal services market in B2B and B2C segments
- Identify commercially attractive areas considering demand, competition, average check size, and client acquisition costs
- Study competitor offerings, business models, and promotion strategies of law firms
- Formulate and justify business development hypotheses
Developing and Implementing Client Acquisition Strategies:
- Define the target audience for legal services and the circumstances driving demand
- Identify specific sources of potential clients and develop outreach mechanisms
- Evaluate and develop client acquisition channels: digital marketing, partner programs, professional communities, open data sources, direct sales, and other tools
- Develop systematic client acquisition methods for existing and new service areas
Testing Hypotheses and Managing Development:
- Formulate plans for testing new areas and acquisition channels
- Calculate budgets, forecast results, and assess economic efficiency
- Organize the launch of approved initiatives, interacting with contractors and the internal team
- Analyze results, scale effective solutions, and discontinue unprofitable areas
Who We Are Looking For:
Mandatory Requirements:
- Practical experience in business development, marketing, or client acquisition specifically within the legal services sector
- Understanding of the legal market specifics, relevant experience within the last 2 years
- Experience in independently developing and implementing commercial hypotheses
- Knowledge of client acquisition channels for legal services and their effectiveness characteristics
- Ability to analyze the market, calculate acquisition economics, and make data-driven decisions
- Capability not only to propose ideas but also to organize their implementation
Will Be an Advantage:
- Experience managing the development of a law firm or a specialized agency for legal service promotion
- Successful launch of new legal service lines from scratch
- Experience working with multiple legal service areas simultaneously
- Presence of specific, measurable results from implemented projects
Legal education is welcome but not mandatory.
What the Company Offers:
- Income of 300,000–500,000 ₽ net: fixed part and bonuses based on agreed metrics
- Direct interaction with firm management and participation in strategic decision-making
- Opportunity to independently propose and develop new commercial areas
- Budget for implementing approved hypotheses and marketing initiatives
- Access to the expertise of active advocates and lawyers
- Possibility to build a team and hire contractors as new areas develop
- Work format and cooperation terms are discussed individually
Hiring Process:
Stage 1 – Resume and cover letter review.
Instead of a standard cover letter, briefly answer three questions. In the current environment, theoretical AI is not required; please share your experience:
- What 2–3 areas of legal services are you currently using/have you used in the last year in Moscow and the Moscow region? Why do you consider them commercially promising?
- How do you attract/have you attracted your first clients in one of the proposed areas? What specific client sources and acquisition methods did you use, how did you choose them, and how did you discard others?
- What is the most successful client acquisition hypothesis for legal services that you have personally implemented? What measurable results did you achieve?
Specific ideas, practical experience, and argumentation are important. Detailed research and presentations are not required at the application stage.
Stage 2 – Interview with firm management.
Your experience, proposed directions, client acquisition mechanisms, and approach to assessing commercial effectiveness will be discussed.
Stage 3 (optional) – Paid practical assignment.
The scope, timeline, and payment for the assignment will be agreed upon in advance. The company is interested in a leader capable of independently identifying commercial opportunities, justifying decisions, and turning ideas into measurable results.
If you have successful experience in developing a legal business and understand where and how to find new clients, we would be happy to discuss cooperation.
