What does a signed case actually cost?
A useful acquisition report connects spending to outcomes. The starting point is a clear definition of cost, a consistent time period and a reliable count of signed cases.
Agree what belongs in the calculation
A media-only figure and a fully loaded acquisition cost answer different questions. Identify the costs your report includes: advertising, management, relevant technology and any other agreed acquisition expense. Keep the definition consistent across channels and reporting periods. Otherwise, apparent changes may reflect accounting choices rather than performance.
Connect records carefully
Use a consistent process to connect an inquiry to its consultation and eventual engagement. Duplicate inquiries, repeat clients and referrals can distort the result. Record known attribution gaps instead of assigning every case to a channel by default. A smaller reliable dataset can support better decisions than a complete-looking report built on assumptions.
Respect the time between inquiry and engagement
A person who first contacted your firm this month may sign later. Looking only at spending and signed cases within the same calendar month can therefore obscure the underlying journey. Compare monthly operating reports with inquiry cohorts, and explain the time window used. Avoid drawing conclusions from a very small number of matters.
Use cost alongside quality
Cost per signed case is agreed acquisition spending divided by the attributable signed cases in the selected reporting method. It is not a measure of profit by itself. Matter type, service capacity, collected revenue and the cost of delivering legal work all matter. Use the report to ask a better operational question: which opportunities are worth pursuing and can the firm serve them well?
Put the questions to work.
Look at these questions in the context of your own market, firm and operating capacity. A focused review helps turn observations into priorities.
Request a market review