Scaling B2B Legal Services in the Financial Sector
Service:
Paid Acquisition Growth System
Client:
Legal Firm
Industry:
B2B Legal Services (Financial Sector)
Location:
Czech Republic
Duration:
4 Years
The client built their practice almost entirely on referrals, with a narrow set of services and no structured advertising in place. Growth was steady but ceiling-bound — every new client came through word of mouth, and there was no way to generate demand on request. The challenge was to build a lead generation system from the ground up, one that could scale beyond a single market as the client's ambitions expanded across Europe.
Building a Cross-Border Lead Generation System
We started by preparing and launching Google Ads campaigns, with Google Analytics and Tag Manager wired in from day one so every lead could be tracked back to its source. As the client's confidence in the channel grew, so did its scope — we expanded ad geography beyond the Czech Republic into new European markets and added campaigns for new services as the practice grew. Every month we managed the campaigns directly, coordinated with the client's sales team, and adjusted the plan based on what was actually converting against agreed KPIs.
From Referrals to a Repeatable Pipeline
The business moved from relying solely on referrals to running a structured acquisition channel with full visibility into cost, volume, and quality of leads. Marketing and sales worked off the same numbers every month, and the client could see exactly what was working — and expand into new services and markets with confidence instead of guesswork.
Measurable Growth
Over four years of cooperation, the campaigns generated 2.5 million impressions and 173,000 clicks, producing more than 7,500 leads on a managed ad budget of €100,000. Today the business runs on close to 100 recurring clients who came in through this channel — a base it never had access to on referrals alone.
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