The Sponsorship and Development Manager works to generate non-dues revenue in the form of sponsorships, affinity relationships, advertising, and contributions for the strategic priorities of the California Lawyers Association (CLA) and the California Lawyers Foundation. CLA has a current, organization-wide budget in excess of $10 million and over time, this position would be expected to contribute to adding several million dollars in non-dues revenue to the organization’s budget. The functions include working with the senior executive team to help develop and execute a non-dues revenue strategy. The Sponsorship and Development Manager forges connections that create opportunities and matches the strategic priorities of CLA with the interests and goals of partners and donors. The Sponsorship and Development Manager is responsible for leading and strengthening a comprehensive non-dues revenue program. Specific emphasis will be on raising sponsorship revenue, identifying possible member benefit providers willing to enter into affinity relationships, and selling advertising and charitable fundraising for the California Lawyers Foundation.
The Sponsorship and Development Manager will strive to build a greater understanding and support for CLA’s mission, vision and goals in the industry and must be professional, responsive, innovative, persuasive, entrepreneurial and dedicated to the mission of the California Lawyers Association. Very strong written and oral communications skills along with attention to detail and relentless follow-through are essential qualities for this position.
Skills and Requirements:
Work collaboratively to plan and develop an integrated non-dues revenue program to benefit CLA
Work with law firms and industries that support the legal profession such as e-discovery firms, and other businesses to educate them about CLA and mutually beneficial opportunities for partnership
Identify leads, facilitate meetings, and when appropriate, negotiate or facilitate the negotiation by others of partnerships with organizations and businesses
Develop, cultivate and maintain effective relationships with new and existing partners and their representatives, including marketing directors, program officers, board members, and other influencers and decision-makers
Cultivate and maintain awareness of relevant trends and opportunities
Ensure effective stewardship of prospects and donors
Effectively represent and offer information about CLA, prepare effective and persuasive materials and presentations and make presentations to individuals and groups
Participate in industry and business meetings, gather and compile intelligence from these interactions, analyze industry developments to determine new business and partnership opportunities
Possess a keen awareness of initiatives, stakeholders and programs of interest, and leverage existing network of contacts to identify mutually beneficial partnerships
Establish credibility and trust quickly and skillfully among stakeholders
Nurture and cultivate relationships with potential partners and donors
Provide exceptional service for both internal and external stakeholders
Develop and maintain appropriate databases and identify and cultivate potential partners and donors
Track and report success and overall performance of all development activities
Produce monthly reports of prospective business development activity and other reports as needed
Perform additional related duties and tasks as assigned
Proven track record and demonstrated ability of generating 6+ figures in non-dues revenue from sponsorships, advertising, affinity relationships, etc.
4-year degree or commensurate experience
5+ years of experience in aspects of sponsorship, fundraising and/or development with a non-profit organization
Creativity, diplomacy and ability to navigate among competing stakeholders
Experience working with or in the legal industry or in sales is desirable
Existing relationships in the legal industry highly desirable
Preferably 5+ years of experience in positions of increasing responsibility and leadership roles
Experience working with volunteer leaders is desirable
Ability to work with different members of CLA
Strong business sense, organizational and analytical skills
Proven ability to exercise initiative and mature judgment
Computer literacy in word processing, database management and applicable software
Possess intermediate-level skills in Excel, Word and PowerPoint
Strong oral and written communications skills and ability to persuade across different mediums
Work under minimal supervision
Ability read, write and speak the English language fluently (additional language skills a “plus”)
Interact with members, potential members, partners, potential partners, or other staff to provide a high level of service
Possess visual capability and digital dexterity to operate a computer and other standard office equipment
Make fine visual distinctions upon proofreading written documents and viewing information on computer screen
Endure constant walking, sitting and standing
Overnight travel may be required
About California Lawyers Association
The California Lawyers Association (CLA) is a member-driven, mission-focused organization dedicated to the professional advancement of attorneys practicing in the state of California.
Established in 2018, CLA is a nonprofit, voluntary organization and the new home of the Sections of the State Bar of California and the California Young Lawyers Association. Our extensive membership represents the vast diversity of California’s legal community and the various areas of law practiced throughout the state.
We thrive at the intersection of innovation and dedication—delivering high-quality programs, events, and resources and continuously seeking new ways to expand our offerings. Through premier educational and networking opportunities, our members can maintain expertise in their fields, build contacts, and uphold the legal profession and system.
As an independent entity, we can now provide greater value to our members, including direct communication with the California Legislature and the ability to be more responsive to each member’s needs. Together, we are committed to fostering excellence and fellowship throughout the California legal community.
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