Client Development Advisor - Public Sector, West States

McKinsey & Company

McKinsey & Company

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Sales & Business Development

California, USA · San Francisco, CA, USA · Silicon Valley, CA, USA

USD 220k-225k / year

Posted 6+ months ago
The McKinsey recruiting team will be celebrating the holidays and there will be no online application support available starting December 19th at 5:00pm New York time. Regular support will resume on January 5th. For commonly asked questions, please refer to our FAQ page: https://www.mckinsey.com/careers/application-faq. Thank you, and happy holidays!
Consulting

Client Development Advisor - Public Sector, West States

Job ID: 95610
  • San Francisco
  • Silicon Valley
  • Southern California


Do you want to work on complex and pressing challenges—the kind that bring together curious, ambitious, and determined leaders who strive to become better every day? If this sounds like you, you’ve come to the right place.

Your Impact

You will work closely with client team leaders and consultants serving California state and local governments to expand the firm’s impact within these markets by playing a key role in generating new engagements.
In this role, you will participate in process client development. In the Public Sector, process is in three phases: business development, which includes all activities that occur before a client organization has decided internally to move ahead with a consulting engagement on a given topic; capture management, which begins once an opportunity has been qualified and ends with the formal award decision; and proposal delivery, which typically starts with the request for proposal (RFP) or equivalent procurement release and ends upon proposal submission.
You will have responsibilities across all three of these areas as an individual contributor and key catalyst for collaboration with practice leaders and associates. Business development will compose a significant portion of your effort, and examples of what you’ll do in this phase include establishing relationships with procurement professionals in priority client organizations and senior and mid-level professionals at the prospective client, in concert with McKinsey client project team leaders, to construct comprehensive client account plans and manage the client opportunity pipeline. Other responsibilities include establishing relationships with other consultancies and contractors with whom McKinsey might partner in service to the government; supporting client teams in the development of written materials for client development discussions; attending conferences and industry days where public sector contracting opportunities might be discussed; gathering intelligence about upcoming procurements for which McKinsey might be well suited to compete; making recommendations to client team leaders about how they could more effectively develop business with clients.
In the capture management phase, examples of what you’ll do, include providing market research input in advance of procurement to assist the government in understanding their needs and clarifying their requirements such that they are able to procure the type of assistance they require. You’ll also make recommendations to practice leaders and consultants about how they can gather useful information about emerging procurements, identify partners with whom McKinsey could team for emerging procurements, finalize teaming agreements, and develop opportunity-specific competitive intelligence - including relative strengths and weaknesses of competitors.
In the proposal delivery phase, examples of what you'll do, include understanding the objectives and requirements of the RFP and formulating a view about what it will take to win the procurement, collaborating with team members to ensure key aspects of client intimacy resonate through the proposal, and creating workplans and aligning resources to generate high-quality proposals on time.
You will be based in our Bay Area Office, San Francisco Office or Los Angeles Office and will work closely with Social, Healthcare and Public Entities (SHaPE) Practice leaders, client team leaders and consultants serving the California state and local government clients. You will also work collaboratively with other client development advisors, contracting specialist and proposal managers.

Your Growth

Driving lasting impact and building long-term capabilities with our clients is not easy work. You are the kind of person who thrives in a high performance/high reward culture - doing hard things, picking yourself up when you stumble, and having the resilience to try another way forward.
In return for your drive, determination, and curiosity, we'll provide the resources, mentorship, and opportunities you need to become a stronger leader faster than you ever thought possible. Your colleagues—at all levels—will invest deeply in your development, just as much as they invest in delivering exceptional results for clients. Every day, you'll receive apprenticeship, coaching, and exposure that will accelerate your growth in ways you won’t find anywhere else.
When you join us, you will have:
  • Continuous learning: Our learning and apprenticeship culture, backed by structured programs, is all about helping you grow while creating an environment where feedback is clear, actionable, and focused on your development. The real magic happens when you take the input from others to heart and embrace the fast-paced learning experience, owning your journey.
  • A voice that matters: From day one, we value your ideas and contributions. You’ll make a tangible impact by offering innovative ideas and practical solutions, all while upholding our unwavering commitment to ethics and integrity. We not only encourage diverse perspectives, but they are critical in driving us toward the best possible outcomes.
  • Global community: With colleagues across 65+ countries and over 100 different nationalities, our firm’s diversity fuels creativity and helps us come up with the best solutions for our clients. Plus, you’ll have the opportunity to learn from exceptional colleagues with diverse backgrounds and experiences.
  • World-class benefits: On top of a competitive salary (based on your location, experience, and skills), we provide a comprehensive benefits package to enable holistic well-being for you and your family.

Your qualifications and skills

  • Undergraduate degree; graduate education is preferred but not required
  • 10+ years of professional experience in business development, capture management, and proposal delivery in the California state and local government market
  • Solid experience working at large professional services firms, developing opportunities across California state and local governments
  • Full and deep understanding of the California state and local government market, corresponding state procurement process, how such procurement decisions are made, and how a consultancy like McKinsey can maximize the chance of winning new contracts
  • Successful track record developing client relationships with California state and local government leaders
  • Distinctive collaborative mindset with an ability to forge effective relationships across various constituents in a distributed and non-hierarchical organization
  • Ability to build consensus for their ideas and help lead without formal line authority
  • Proven strategic and analytical thinking skills to identify new opportunities and resolve complex challenges throughout the client development process
  • Entrepreneurial approach; ability and desire to initiate the identification and pursuit of innovative ideas in business development while orchestrating C-level stakeholder management
  • Excellent writing and editorial skills
  • U.S. citizenship; ability to obtain a certain level of security clearance mandated by the relevant U.S. government branch or agency
Please review the additional requirements regarding essential job functions of McKinsey colleagues.
Our unwavering commitment to integrity drives everything we do, guiding us to always act in the best interests of our clients, our people, and the communities we serve.
Industries
  • Public Sector
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FOR U.S. APPLICANTS: McKinsey & Company is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by applicable law.

Certain US jurisdictions require McKinsey & Company to include a reasonable estimate of the salary for this role. For new joiners for this role in the United States, including all office locations where the job may be performed, a reasonable estimated range is $220,000 - $225,000 USD —to help you understand what you can expect. This reflects our best estimate of the lowest to highest [salary/hourly wages] for this role at the time of this posting, ensuring you have a clear picture right from the start, though it's important to remember that actual salaries may vary. Factors like your office location, your unique blend of experience and skills, start date and our current organizational needs all play a part in determining the final figure. Certain roles are also eligible for bonuses, subject to McKinsey's discretion and based on factors such as individual and/or organizational performance.

Additionally, we provide a comprehensive benefits package that reflects our commitment to the wellness of our colleagues and their families. This includes medical, mental health, dental and vision coverage, telemedicine services, life, accident and disability insurance, parental leave and family planning benefits, caregiving resources, a generous retirement contributions program, financial guidance, and paid time off.

FOR NON-U.S. APPLICANTS: McKinsey & Company is an Equal Opportunity employer. For additional details regarding our global EEO policy and diversity initiatives, please visit our McKinsey Careers and Diversity & Inclusion sites.

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Job Skill Group - CSS Associate
Job Skill Code - CDA - Client Development Advisor
Function -
Industry - Public Sector
Post to LinkedIn - Yes
Posted to LinkedIn Date - Thu Feb 27 00:00:00 GMT 2025
LinkedIn Posting City - San Francisco
LinkedIn Posting State/Province - California
LinkedIn Posting Country - United States
LinkedIn Job Title - Client Development Advisor - Public Sector, West States
LinkedIn Function - Business Development;Consulting
LinkedIn Industry - Government Administration;Government Relations;Management Consulting
LinkedIn Seniority Level - Director

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