Case Study: Business Advisory

Business Advisory Case Study3

CASE STUDY 03 · BUSINESS & ADVISORY SERVICES · MARKETING ROI & BUSINESS DEVELOPMENT The Law Firm That Was Spending $400K on BD With No Idea What Was Working A regional law firm with four practice groups was running a $400K annual business development program across events, sponsorships, LinkedIn, and referral networks — with no attribution model connecting any of it to new matters opened. DataVines built the system that finally answered: which BD spend actually brings in clients?

Key Outcomes

$400K

The Law Firm That Was Spending on BD With No

$400K

A regional law firm with four practice groups was running a annual business development

$140K

Reallocated Spend

68%

Faster BD Reporting

IndustryBusiness Advisory

RegionUnited States

Tech Stack

Legal Services —MidMarket RegionalFirmUnited States(Southeast)13 WeeksPython · AWS Redshift ·Tableau · LinkedIn APIResults at a Glance$140KReallocated SpendFrom lowROI BD tohighperforming channels68%Faster BD ReportingMonthly BD review prep timereducedPractice Groups UnifiedInto one attribution model22hrs/moSavedBD coordinator manualreporting eliminatedAbout the ClientA 120with offices in Raleigh and Richmond. The firmoperated four practice groups — Corporate M&AReal EstateEmployment Lawand Commercial Litigation— each with its own BD budgetits own events calendarWhat Was Actually Going Onbar association sponsorshipsLinkedIn advertisingclient entertainmentsheetsLinkedIn Campaign Managerthe firm's CRM (Clio)and partner expense reports.By the time the report was readyit was a count of activitiesnot an analysis of outcomes. It showed howmany people attended each eventand how muchopening of a new client matter.were generating matterswanted to grow.Where Things Broke Downlooking activity countWhat DataVines Didand then built a framework forConnecting bd spend to matter intakeclient source fieldsoriginating attorney)LinkedInCampaign Managerthe firm's event management platform (Eventbrite)and referral partner activity logspartnereventdigitaldirector unknownfilling the attribution gap prospectivelyBuilding the bd intelligence dashboardwide attribution and spend ROI)Practice Groupand Referral Partner Manager (partnerlevel referraltrackingreciprocal activityand matter quality)practice area fitand estimatedreferralsand digital on the same measurementframeworkpractice areaand matter quality — plusoutbound referrals sentenabling true reciprocity analysismonth — pulling live datanot manually compiled exportsRestructuring the referral programquality M&Aand Real Estate matters vs.three generating high volume but lowvalue general inquiriesdataTechnology UsedPython AWS Redshift Tableau Clio APILinkedIn AdsAPIEventbrite APIWhat Changedpagewhich had consumed $60K ofthe annual BD budgettwo yearshightointake conversion.WHAT COMES NEXTDataVines is now building a forwardreferral partner activity cyclesdoes the data say we should do next.'

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