Legal practice Follow-Up Improvement Value
Net change = leads × (new close rate − old close rate) × contribution − extra cost
Gather time sheets, engagement scopes and invoice ageing. Include professional time, filing expenses, and admin support. The starting figures are examples. Replace them with your own records.
Formula and worked example
Net change = leads × (new close rate − old close rate) × contribution − extra cost
| Input | Example |
|---|---|
| Qualified leads per month | 100 |
| Current close rate | 20 % |
| Scenario close rate | 25 % |
| Contribution per sale | 400 |
| Extra monthly follow-up cost | 500 |
| Calculated result | 1,500 per month |
Choose reliable inputs
Account for delivery time, review work and when you expect to be paid for each engagement. For this legal practice calculation, use time sheets, engagement scopes and invoice ageing and a consistent definition of one matter.
- Professional time: include the portion belonging to this matter or reporting period, and record where the value came from.
- Filing expenses: include the portion belonging to this matter or reporting period, and record where the value came from.
- Admin support: include the portion belonging to this matter or reporting period, and record where the value came from.
Use the same currency for every money input. Do not mix weekly costs with monthly revenue, or count the same expense in both an itemised cost and allocated overhead.
Should I use percentage points or percentage growth?
Moving from 20% to 25% is a five percentage-point improvement. Apply the difference in rates to the same lead count.
Rate improvement must be measured or explicitly treated as a scenario.
What if this input changes?
If qualified leads per month rises by 10%, this example changes by 200 per month. This shows the effect of one change; it does not predict what will happen.
Open the calculator, save your baseline, then change the input supported by the least reliable estimate in your records. Compare both scenarios before committing to a price or capacity promise.