Emma Cavendish Email & Phone Number

United Kingdom

London, England, United Kingdom

London, United Kingdom

As Global Client Director, I am responsible for managing the global relationship for a core set of key strategic, high profile law firm customers. I lead a team of Regional Client Managers focussed on partnering with these unique clients to develop deep partnerships, ensure retention and drive growth. I leverage in-depth industry knowledge and a consultative approach to grow relationships with these firms and meet our customers’ needs.Major Responsibilities / Accountabilities: * Deep understanding of the firms business strategy and objectives to inform the direction of Thomson Reuters direction and ensure we align to our capabilities effectively* Responsibility for the long term strategic goal of the customer with Thomson Reuters* Align collective resources of Thomson Reuters to build long-term business relationships, grow revenue, drive retention, and increase the Thomson Reuters footprint* Collaborate effectively across Thomson Reuters to develop the account strategy for each assigned firm, agree on prioritization of opportunities with relevant sales and account management colleagues and take responsibility for driving progress on the account strategy within the firm, coordinating relevant touchpoints and acting as the point of coordination across Thomson Reuters* Act as senior escalation point for clients and internal account teams as necessary* Build trusted advisor relationships with executives and decision makers at assigned firms; responsible for creating win-win solutions and outcomes to further customer engagement and loyalty. Builds credibility through strong understanding of the firms’ strategy and needs, and bringing solutions to address those needs; builds partnerships; uses appropriate interpersonal styles to establish effective relationships.* Develop and create client specific global account strategy and account plans and bring together into a single Global Strategic Account Plan

London, United Kingdom

Responsible for leading the Account Management Team who are accountable for nurturing and growing existing client relationships across our most high profile and high revenue accounts. Primarily responsible for delivering the Sales Strategy through the delivery of results. Assessing and developing the skills and capabilities of the team whilst acting as a coach and mentor to ensure continuous growth.* Reach and exceeding the targets and goals agreed for the Strategic Team* Reporting on sales results, pipeline and activity on a weekly/monthly and quarterly basis, having implemented accurate forecasting metrics with the sales team, mastered reporting capabilities and devised benchmarks * Ensure clear and robust team structure is in place and understood* Actively identifying growth opportunities to deliver revenue requirements through the creation and implementation of a strategy for each Account Manager* Oversee the Territory Review, Quarterly Business Review and Account Planning process for the team ensuring high standards and measurable objectives* Develop and coach the team and individuals* Motivate and drive the team to success* Engage with the customer base building a strong network* Attract and develop high calibre talent and retain high performing individuals * Create and implement development plans for each Account manager, acting as a coach to guide and advise individuals on their career progression in parallel to the day to day management of their actions and activity*Increasing business opportunities through various routes to market * Delivering increased sales skills * Work collaboratively with specialist segment personnel to achieve strategic aims of the Organisation * Effectively manage all direct reports and ensure all team members are knowledgeable on products, industry trends, customers and competitors* Keeping up to date with products and competitors

London, United Kingdom

Responsibility for 14 key accounts from the top 100 law firms, globally. Establishing and building client relationships to gain a thorough understanding of the clients’ business and the legal market in which they operate to provide strategic partnership opportunities. • Proactively seeking innovative and commercially sound opportunities for mutual benefit for both the customer and Thomson Reuters including federated search and document automation software.• Driving successful execution of complex deals and negotiations with multiple decision makers both internally and within target prospect organisations.• Establishing and maintaining a clear understanding of the customer’s needs in the portfolio and communicating this to the relevant internal teams to improve service, products, solutions and ultimately grow revenue. • Liaising closely with training and sales support functions to ensure the customer gains maximum benefit of Thomson Reuters’ online solutions.• Implementing and maintaining account action plans and strategies to penetrate, grow and defend Thomson Reuters presence in these accounts.

London, United Kingdom

Responsible for an intensive level of account management across 30 of the top 100 UK and international law firm subscribers with a focus on: customer retention; business development and contract negotiation. • Collaborating with firms on business planning and strategic reviews to use Practical Law, Westlaw and Lawtel services to best effect.• Establishing and developing relationships with senior level decision-makers in multiple regions. • Liaising with internal stakeholders to deliver integrated solutions using the Practical Law content via federated and enterprise search capabilities• Preparing detailed account plans including subscriber financials, budgets, and presenting this to the business• Working with subscribers to identify areas of low usage and devising ways to re-engage with users to turn this around.Responsible for managing all aspects of assigned portfolio of subscriber accounts including: subscriber retention; business development; contract negotiation; implementation and business consolidation; business planning and strategic reviews; establishing and developing relationships with senior level decision makers in multiple regions

London, United Kingdom

Responsible for working with key accounts both in private practice and in-house to make better use of Practical Law products and services through improved technical integration and enhanced relationships at a variety of levels. • Offering a link between the subscriber, Practical Law and leading third party providers to ensure that Practical Law resources are used to best effect.• Analysing usage statistics across the top 100 law firms to pinpoint areas of vulnerability and devising strategies to combat these with a view to cementing the relationships at both practice area level and with senior management.• Creating tools to enable knowledge stakeholders within the subscriber base to link effectively between internal know-how and Practical Law resources to minimise duplication of effort.• Devising training plans with each vulnerable account to both protect Practical Law’s commercial interests, and to allow the subscriber to derive maximum value from their Practical Law subscriptions.• Managing a team of seven internal trainers to better coordinate with key account managers’ needs and be better aligned to the business goals of both the target organisations and Practical Law Company.

London, United Kingdom