Corporate & Compliance Law Firm (US) is a mid-sized law firm in Boston specializing in corporate compliance and regulatory law. They aim to acquire more corporate clients as outside counsel, targeting General Counsels (GCs), Chief Compliance Officers, and CFOs at mid-market companies without large in-house legal teams. They engaged PrompX to proactively reach these decision-makers, a departure from their reliance on referrals, to generate a pipeline of new advisory clients.
Challenges
Referral-dependent growth: The client grew slowly via word-of-mouth. They had little experience in outbound BD, and partners were hesitant to market actively due to professional norms.
Low visibility to prospects: Many mid-market companies simply weren’t aware of Blackstone or assumed only big firms could handle their needs. Breaking that awareness barrier without an intro was difficult.
Ethical marketing constraints: Legal has strict rules on solicitation. The client had to ensure outreach stayed highly professional and compliant (no guarantees of outcomes, etc.).
Long trust cycle: Choosing outside counsel involves high trust. The client often found by the time a prospect was looking, they’d already engaged a competitor or stuck with known contacts, leaving the client out if they hadn’t been in the conversation early.
"We were skeptical about outbound for a law firm, but PrompX’s approach felt like a natural extension of our professional ethos. Now we’re routinely starting conversations with exactly the companies we want as clients."
- Managing Partner, Corporate and Compliance Law Firm
Our Approach
1. Thought leadership positioning
PrompX made outreach present the client’s partners as experts offering insight, not sales pitches. For example, initial emails led with “New Regulatory Update: What It Means for Mid-sized Companies” and offered a brief consultative call to discuss readiness, rather than a generic “we’re a law firm, hire us” message.
2. Targeted prospecting
The team identified 150 companies in heavily-regulated industries (finance, healthcare, etc.) where compliance is a pain point. Within each, they targeted the GC (if one) or CFO/Head of Compliance if not. Outreach ensured it reached the person who feels the pain of regulatory issues.
3. High-touch, professional tone
Messages were personalized, referencing each company’s context (“noticed your expansion into California - new privacy laws might impact you”). The tone was advisory and respectful of legal boundaries (offering a “no-obligation briefing” on emerging rules). This built credibility and avoided any sense of unethical solicitation.
4. Webinars and briefings
PrompX coordinated a few short webinars (“Navigating New SEC Regulations” featuring a client partner and an industry expert). Prospects were invited and many attended, which lent the client credibility as authorities. PrompX followed up with attendees to book one-on-one consultations addressing their specific questions.
5. ROI of compliance
PrompX helped the client craft content showing the business upside of compliance (and cost of non-compliance). Brief case snippets like “helped a client avoid $2M in fines” or “saved 200 hours of internal work” were included in follow-ups. This gave decision-makers a concrete sense of value, not just legal jargon.
Key Metrics
→ 68 one-on-one meetings were secured with target executives (GCs, Chief Compliance Officers, CFOs) in 6 months, a huge increase in top-of-funnel activity for the client’s business development.
→ Outbound emails saw an 52% response rate, a strong outcome in a conservative industry. Prospects responded well to the educational approach; several thanked the client for insightful updates even if they initially declined a meeting, seeding goodwill for later.
→ 15 companies engaged the client as outside counsel or compliance advisor on annual retainers during the campaign. These included two firms from new sectors the client hadn’t served before, expanding their portfolio.
→ The sales cycle for new clients shortened roughly 4×. By the time formal proposals were made, prospects had spent time with the client’s experts in webinars or calls, accelerating trust-building and vetting.
→ The client’s thought leadership profile grew. Their webinars and briefings were shared among prospects’ teams, and they noticed more inbound inquiries referencing those events. PrompX’s educational outreach helped the client be seen as the go-to expert, not just another law firm.
Key Takeaways
1. Educate to engage
By sharing legal insights rather than selling services, the client earned attention and respect from busy execs, proving content-driven outreach is a winning strategy in professional services.
2. Strategic targeting
Focusing on industries and roles with acute regulatory needs meant outreach hit receptive audiences with real pain the client could solve.
3. Relationship over solicitation
The respectful, value-first mindset paid off. Legal services require trust, and PrompX’s steady drip of expertise helped build that trust long before contracts were signed - resulting in faster closes and loyal new clients.
Ready to Get Started?
Want to grow your professional services firm with integrity and impact? PrompX’s expert outreach can position you as the go-to advisor and connect you with the clients you want to serve.
PrompX Team
Legal Services Success Story