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.
Our U.S. Social Sector, Healthcare, and Public Sector Entities (SHaPE) practice delivers high-impact services to clients across three major sectors, including federal, state, and local governments. Within SHaPE, the Defense and Security subsector focuses on the U.S. Department of Defense (DoD), including the Office of the Secretary of Defense, major defense agencies, and military services, as well as members of the National Security Community.
Through our unique client service model, McKinsey combines federal, state, and private sector expertise to deliver a distinctive level of impact for our Defense and Security clients. We are seeking a Client Development Advisor to support our U.S. Department of Defense-focused Client Service Teams (CSTs). In this role, you will collaborate with CSTs on business development, capture management, and proposal delivery, enabling their growth and maximizing their impact within the DoD and related client communities.
The Client Development Advisor (CDA) will work closely with client service team (CST) leaders and consultants to expand the Firm’s impact within the public sector Defense markets, by playing a key role in generating new engagements in the public sector. We call this process “clientele development.” In the public sector, we can break this process into three phases:
The CDA will have responsibilities across all three of these areas, as an individual contributor and key catalyst for collaboration with CST leaders and colleagues. Business development will compose a portion of the CDA’s effort, with the majority of effort typically across capture management and proposal delivery (this will vary based on client situation and workload across a portfolio of clients & opportunities). As part of core capture management activity, the CDA will lead coordination of a CST’s effort to partner with other organizations to advance clients’ ability to contract the Firm for services. A successful CDA will increase the advanced notice McKinsey has of upcoming procurements, which will increase the period of time McKinsey has to shape the opportunity and build its response prior to the issuance of any RFP or RFQ.
In the business development phase, the client development advisor (CDA) will focus on expanding McKinsey’s impact within the U.S. Department of Defense (DoD) and related organizations. They will build and maintain relationships with government procurement professionals, end clients, and industry partners, including both small and large contractors. The CDA will prioritize partnerships with organizations that have established contract vehicles or complementary capabilities required by the government. Additionally, they will collaborate with client-service teams to create account plans, manage opportunity pipelines, and support the development of client materials, emphasizing positioning, contracting, and funding strategies
In the capture management phase, the CDA will position McKinsey for emerging procurements, define contracting strategies, secure teaming agreements, and provide competitive intelligence to inform growth strategies. During the proposal phase, they will analyze RFPs, develop win themes, craft pricing strategies, and ensure alignment with client needs. They will also counsel teams on oral presentations and negotiate contract terms after wins.
If McKinsey does not win, the CDA will conduct debriefs to identify improvement opportunities for the Public Sector Practice. Throughout, they will act as a thought partner, driving growth and ensuring McKinsey’s competitive positioning in the public sector.
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:
Please review the additional requirements regarding essential job functions of McKinsey colleagues.
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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