As the Business Development Principal - Labor & Economic Development, you will shape and execute business development efforts while being the trusted advisor our clients rely on. You will be key in defining our workforce and economic development market offerings and expanding our presence in the government sector by producing go-to-market strategies through collaboration with subject-matter experts, technical consultants, and external stakeholders. We are looking for a proactive team member to position Resultant as a trusted advisor and innovator in existing public sector clients while supporting Resultant's expansion into new markets by shaping public sector offerings and services. To achieve these outcomes the Client Partner will work closely to complement our delivery resources by leading client portfolios but will not have any direct delivery responsibly themselves.

Note: Resultant is focused mainly on the state government market, but federal and local markets are potential targets as well.

Key Responsibilities

• Vision Casting: Continuously cast a compelling vision of the future for our clients, aligning them with how Resultant's capabilities can help them achieve their mission and goals.
• Strategic Contracting: Decide on contract types that best fit the context and be capable of justifying them, facilitating the amendment process internally and with the client.
• Industry Expertise: Maintain a strong understanding and anticipate emerging trends and external factors affecting the client, staying deeply immersed in the industry with the ability to articulate project impacts to a broad audience.
• Business Development: Based on a deep understanding of the client's mission and goals, navigate to new types of high-value work (cross-sell), identify opportunities to extend existing project work, and create new offerings based on existing client engagements. This role will maintain a book of business and cultivate relationships with key decision-makers; responsible for meeting revenue goals.
• Client Engagement: Remain informed of how our current work is progressing and how it connects to the client's mission and goals to find ways to extend and expand that work.
• Relationship Building: Develop and manage key executive client relationships, acting as a customer advocate and relationship owner, cultivating strong trusted-advisor relationships with clients, and articulating the total value of Resultant as a partner.
• Referrals: Ensure our clients can act as referrals when asked and proactively seek to refer us to peers nationally.
• Strategic Pricing and Risk Management: Drive the development and execution of pricing and risk strategies tailored to each client engagement. Ensure that pricing models align with both client expectations and Resultant’s value proposition, while carefully assessing and mitigating potential risks to protect project viability and long-term client relationships. Collaborate closely with internal teams to adapt pricing structures based on client-specific needs, ensuring transparency and value in every proposal.
• Long-Term Strategic Planning: Maintain a long-term outlook on the client relationship, anticipating client needs and managing a backlog of future projects across client buyers, champions, and participants. Staying ahead of political, policy, and economic trends to maintain a successful client relationship.
• Sales Partnership: Confirm proper hand-off from sales (including client introductions) to delivery teams, partnering with our sales support teams as the go-to person to create account plans and execute sales strategies.
• Client Satisfaction: Accountable for client satisfaction surveys (Check-In, Relationship, Closeout), ensuring that client feedback informs continuous improvement.
• Outcome Measurement: Define the means of measuring outcome achievement (Intended Outcomes) to demonstrate the impact of our work.
• Thought Leadership: Promote Resultant's brand at conferences by speaking at industry events, participating in panels, and fostering national industry involvement through collaborative content like point of view articles, white papers, podcasts, and events. Collaborate internally with Brand and Marketing to actively promote Resultant’s brand and marketing strategies for Workforce and Economic Development offerings.
• Client Understanding: Fully understand the client's mission, including their evolving short and long-term goals, to ensure alignment with our services.