Law firms have a business development problem they rarely talk about.
Enquiries come in but don't convert — and nobody follows up. Past clients who'd instruct again never hear from you. Referral relationships that could send steady work go unnurtured. Corporate prospects who aren't ready today get forgotten by the time they're ready tomorrow.
The work you win often comes down to luck and timing. Being remembered at the right moment. Happening to call when someone needs a solicitor.
That's not a strategy. That's hope. CRM turns hope into infrastructure.
Most law firms don't do systematic business development. Fee earners are busy with billable work — BD feels like a distraction from revenue. Marketing generates enquiries, but conversion is left to chance.
The result: leakage everywhere.
Website enquiries that sit in shared inboxes until someone claims them — or nobody does. Consultations that don't convert, never followed up to understand why or stay in touch. Past clients who instructed you once but haven't heard from you since. Corporate contacts met at events, business cards collected, relationships never built.
Every leak represents revenue you should have won but didn't.
Enquiry Management — When someone contacts your firm, what happens? Who gets notified? How fast? We build systems that capture every enquiry, route it to the right person, and ensure nothing sits waiting.
Conversion Follow-Up — Not every consultation converts immediately. Some prospects need time. Some need reassurance. Some aren't ready yet. We build follow-up sequences that keep you present without being pushy — so when they're ready, they come back to you.
Past Client Nurture — Your best source of new work is people who've already instructed you. Repeat matters, new legal needs, referrals to friends and family. We build systems that maintain relationships with past clients appropriately — staying helpful, not spammy.
Referrer Relationships — Accountants, financial advisers, estate agents, other solicitors. Professional relationships that could send steady referrals if properly nurtured. We help you track and systematically develop these relationships.
Corporate BD Pipeline — For commercial practices, tracking prospect organisations through long sales cycles. Who's the contact? What's their potential? When did you last engage? Pipeline visibility for partners who need to manage BD alongside client work.
When someone contacts a law firm, they're often anxious. They have a legal problem and they want to know someone's going to help. Response time matters enormously.
Respond in minutes and you're the attentive firm they want to trust with their matter. Respond in days and they've already instructed whoever answered first.
We optimise for speed:
Legal nurture is different from other industries. You can't hard-sell someone facing divorce. You shouldn't pester a grieving family about probate. Commercial prospects have different expectations from private clients.
Effective legal nurture is helpful, not pushy:
We build sequences appropriate to practice areas and client types. What works for corporate prospects doesn't work for private clients. What's appropriate for commercial litigation isn't appropriate for family law.
Firms with multiple offices face BD complexity that single-location practices don't.
Territory management — Who owns which relationships? What happens when a Leeds contact has a Manchester matter? How do you prevent partners competing for the same prospect?
Cross-selling visibility — A client who instructs your Sheffield office for employment matters might need commercial property in Leeds. Can you see the relationship across the firm? Can you make warm introductions rather than cold approaches?
Consistent standards — Different offices often work differently. BD tracking varies. Follow-up quality differs. We build consistency across locations while respecting local autonomy.
Your marketing generates enquiries. But which marketing? And do those enquiries become clients?
Most firms can't answer basic questions: Which channels deliver clients that instruct? What's the conversion rate from consultation to instruction? Which practice areas convert best from which sources?
We build attribution that shows real ROI:
Fee earners bill by the hour. Time spent on BD is time not billed. Every minute on pipeline management feels like lost revenue.
We design for this reality:
If BD admin takes too long, it won't happen. We make it fast enough that it actually gets done.
For many law firms, referrals are the primary source of new work. But most firms have no idea which referrers actually send business — just vague impressions.
We build referral tracking that shows:
Knowing that a particular accountant has referred £50K of instructions changes how you manage that relationship.
Law firms who want systematic business development, not ad-hoc BD when work dries up. Multi-office practices needing visibility across locations. Firms whose marketing generates enquiries that don't convert. Partners who know they should nurture relationships but don't have the infrastructure.