Generating opportunities for a leading UK law firm

The need 

A leading UK law firm was seeking external support, through lead generation, to facilitate introductions to new prospects. Alongside this, they required assistance with obtaining feedback from clients on recently completed projects.

The BD Consultancy has also worked with the marketing and business development team on other projects, including training.

What we did

Acting as representatives of the firm, our lead generation team were able to hold ‘intelligent conversations’ with key decision makers. These were informed by in-depth briefings, as well as desktop research. We shared detailed information about the firm’s services, gained valuable intelligence, and arranged meetings with prospects, providing the background needed to discuss their specific needs. 

For the deals feedback, we used an agreed list of questions to engage with a set number of clients associated with a sector group. We gathered and reported their views on the firm’s expertise, client care, and areas for improvement.

The outcome

From a target list of more than 250 businesses, we identified over 200 new contacts in legal and financial roles. We engaged with these key individuals, gaining email addresses for 70 decision makers. Through our calls and emails, we arranged 10 meetings and assisted with following these up to nurture and maintain the new relationships.

The feedback project concluded after 11 interviews with client contacts. These conversations identified many positives for the firm and helped capture what is most important to clients, what differentiates them, and potential areas for development.