Who We Are and What We Do
Since 1994, The Family Business Consulting Group has worked with over 3,000 enterprising families in 70 countries to achieve one common goal: protect the integrity of the family and the enterprise for future generations. We share a core belief that multi-generational family enterprises are precious and vitally important to the economies and social fabric of the world and deserve the best care and counsel.
Located across North America, our team is the largest and most experienced group of its kind, with unmatched expertise and a passion for helping family firms. We facilitate clarity and balance between sensitive family issues and critical business decisions. FBCG consultants practice disciplines that include strategy, management, finance, governance, psychology, leadership development, communication, conflict resolution, succession planning, and family education. Our people-centered approach helps families work together more effectively to secure their legacy and continue to grow across generations.
Position Summary
The Manager, Client Development stewards each family's first experience of FBCG. Reporting to the President & CEO, this role leads the firm's approach to developing new client relationships and is accountable for the new client relationships that come to the firm directly. The role manages the Client Services Project Administrator and works closely with marketing, consultant services, and the firm's consulting team.
This role is often the first touchpoint families have with FBCG. It calls for deep listening and evaluation to determine fit with FBCG's offerings and to provide a seamless, thoughtful handoff to the right consultant(s). The Manager also builds new client relationships through ongoing connection with referral partners and family principals.
In addition, this role supports consultants and the client experience by guiding use of the firm's client development tools and by monitoring and reviewing firmwide engagement measures. The Manager oversees new client relationships from first conversation through engagement, including keeping CRM records accurate and current. Success requires credibility with highly experienced consultants and the ability to influence without direct authority.
Responsibilities
Welcoming and matching new client families
- Serve as the first point of contact for families exploring FBCG, reflecting the firm's care, discretion, and professionalism from the first conversation.
- Lead thoughtful conversations to understand each family's circumstances, goals, readiness, and fit with FBCG's work.
- Introduce families to the consultant(s) best suited to their needs based on expertise, style, and availability, and ensure a seamless transition.
- Recognize early when an engagement may not serve the family or the firm well, and raise concerns before it moves forward.
Referral partner and family relationships
- Hold accountability for new client relationships and first engagements that come to the firm directly.
- Cultivate long-term relationships with family principals and with trusted advisors to family enterprises, including attorneys, wealth advisors, family offices, and accountants.
- Partner with marketing to set quarterly goals for new family inquiries, and report which sources bring families who are a strong fit.
- Track firmwide relationship development measures by source (firm, consultant, referral partner, marketing), and identify where the family experience can be strengthened.
- Represent FBCG at industry gatherings and in meetings with families and advisors, and make sure each conversation receives timely, thoughtful follow-through.
Relationship stewardship and planning
- Steward each new client relationship so every family receives timely, attentive follow-through.
- Keep CRM records accurate, current, and reliable enough to guide decisions.
- Prepare a quarterly outlook on new client relationships and review it with the President & CEO.
Consultant partnership
- Support consultants in using the firm's client development approach, tools, and resources.
- Hold regular relationship reviews with consultants, with particular attention to those onboarding with FBCG.
- Partner with Consultant Services to support onboarding consultants as they establish their practice with FBCG.
- Continue refining the firm's client development approach, and encourage its use by explaining why it matters and modeling it.
Team leadership
- Lead, manage, and develop the Client Services Project Administrator, including priorities, quarterly conversations, and performance reviews.
- Set clear standards for responding to families, scheduling, event and webinar follow-up, and CRM recordkeeping.
- Participate in the firm's Entrepreneurial Operating System (EOS) planning cadence, including rocks, scorecard measures, and issue solving.
Qualifications
- Bachelor's degree required; master's degree preferred.
- 5+ years of experience in relationship-centered client development, philanthropic or advancement work, or family engagement within a professional services or advisory environment. Relevant experience may come from university development, law or accounting firm business development, family business centers, multi-family offices (MFOs), wealth management, or executive search firms.
- Demonstrated track record of meeting relationship development, growth, or fundraising goals.
- Experience managing at least one direct report, including setting priorities and conducting performance evaluations.
- Demonstrated ability to support and build credibility with highly experienced consultants and advisors without direct authority.
- Executive presence and business acumen to engage comfortably in high-level discussions around ownership, governance, and family wealth topics with business-owning families and their advisors.
- Sound judgment and discretion with confidential family, business, and financial matters.
- Strong written and verbal communication skills with a clear relational orientation.
- Proficiency in Salesforce, HubSpot, or equivalent CRM and Google Workspace.
- Knowledge of the family enterprise field and Entrepreneurial Operating System (EOS) is a plus.
Job-specific attributes
These attributes are common among people who succeed in this kind of role at FBCG:
- Consultative listener: Listens deeply to uncover the real needs behind an initial inquiry and makes thoughtful, grounded judgments about family fit.
- Results ownership: Takes personal accountability for meeting goals and adjusts course early when results fall short.
- Credible influence: Builds genuine trust with highly experienced consultants through demonstrated competence, adapting easily to different working styles.
- Systems thinking: Sees the full picture by connecting how families find us, how well they are matched, and consultant capacity, to strengthen the overall client experience rather than handling individual cases in isolation.
- Professional presence & social intelligence: Stays calm, clear, and steady under pressure while reading subtle family dynamics and underlying agendas with care.
- Growth mindset: Approaches work with natural curiosity, welcomes feedback, and navigates ambiguous or unfamiliar situations with openness.
Core values
As a small professional services firm, our team works closely with one another and the consultants we support. We share five core values: Care, Collaboration, Excellence, Humble Courage, and Integrity.
- Care - We treat everyone with genuine regard and lead with generosity and connection, ensuring every action serves as a strong link in our value chain.
- Collaboration - We work together to find true win-win-win outcomes, owning our individual responsibilities while bridging gaps across the team to help each other succeed.
- Excellence - We deliver exceptional work when required by starting with the end in mind, prioritizing our most critical focus areas, and creating trust through transparent communication.
- Humble Courage - We stretch ourselves to grow by measuring what truly matters, speaking with kind candor, and receiving feedback with humility.
- Integrity - We operate with complete transparency and trust, approaching challenges with a "can-do" spirit and taking full ownership of our commitments.
Work arrangement
This is a remote-first position, however, during the initial 90-day onboarding phase, you can expect to spend 3–4 days per week in the Rosemont office shadowing key leadership, learning how we approach client engagement and relationship development, and building deep context by being directly in conversations together.
Beyond onboarding, the role requires travel for relationship development meetings, industry events, in-person team meetings in Rosemont, and quarterly firmwide two-day meetings starting Monday evening and concluding Wednesday afternoon. Travel expenses to locations other than the Rosemont office are reimbursed or covered by the company.
Compensation
- Base salary range of $115,000 - $140,000; Compensation is commensurate with experience
- Annual incentive tied to new client relationship goals, expected to be approximately $10,000 - $15,000
- Comprehensive medical, dental, vision, life insurance coverage, and FSA/HSA options
- 401(k) plan with up to 4% employer contribution match
- Paid holidays, including a winter break, and Paid Time Off