This aim of this model is to show a way of calculating what it costs to acquire a matter from :-
- New Business i.e. Matter 1
- Existing Clients i.e. Matter 2-n
- Professional Referrals
It will also allow you to look at the cost to acquire a matter from various channels (depending on how your P&L is structured) such as online marketing, events, sponsorship etc.
The model blends marketing spend from your P&L with data from your practice management system.
If you need to make some assumptions to be able to complete this analysis, that’s fine, just make consistent assumptions each time you do it.