How many leads does your firm need?
Start with your revenue goal. Work backward to the clients, consultations and monthly leads it takes to get there.
Your monthly lead target
Enter your figures to calculate a monthly target.
- —consultations booked / month
- —consultations attended / month
- —new clients signed / month
Add your current lead volume to compare.
Planning targets round up at every stage. All results are monthly, including when you enter an annual revenue goal.
This is a planning estimate. Fees from a newly signed matter may be collected over several months. Use consistent figures for your practice area and revenue horizon; signing targets do not guarantee same-month collections.
Explore an intake scenario
What if more inquiries became clients?
Keep the same revenue goal. Change the rates below to see how your monthly lead target could change.
Adjust your rates to compare.
The prefilled rates are examples, not industry benchmarks or promised improvements. Your main target above continues to use the intake rates in section 2.
How to use your lead target
Your target is a starting point for planning marketing, intake and capacity. Use your firm’s actual results where available, then revisit the plan as your numbers improve.
Count the right inquiries
Use unique prospective-client inquiries from calls, forms, chat and referrals. Exclude spam and duplicate contacts. Match your booking rate to the same lead population.
Use consistent revenue figures
Use expected fee revenue per new matter for a consistent planning horizon. Fees may arrive after the month a client signs, so this is not a cash-flow forecast.
Check each handoff
If the target feels high, review lead quality, response, booking, attendance and post-consultation follow-up. More lead volume is only one way to close the gap.
Questions about your monthly plan
How is the lead target calculated?
First, we subtract revenue already covered from your revenue goal and divide the remaining amount by average revenue per new client. Then we work backward through your signing, attendance and booking rates. Each stage rounds up to a whole person. Annual revenue goals are divided by 12 before calculating monthly targets.
Do all these leads need to come from advertising?
The target covers leads from all sources combined, including paid advertising, organic search, referrals and other channels. To estimate a paid-media target, decide how much of the total your other sources can reliably contribute.
What if I don’t know our conversion rates?
Use the prefilled figures to explore how the calculator works, then replace them with data from your intake system or CRM. The example rates are not industry benchmarks. Review a consistent period or cohort so bookings, completed consultations and signed clients can be compared fairly.
Why is there no profit-margin input?
This calculator starts with your revenue goal. Profit margin is not required to calculate the clients and leads needed for that goal. If you are working toward a profit target, first establish the revenue needed to support it, then enter that revenue goal here.
Know your target. Find what’s holding you back.
KJ Strategy Group reviews the path from marketing spend through intake to signed clients and revenue. Our Client Acquisition Audit helps identify where opportunities are being lost and what to fix first.