Many attorneys spend their time and resources focusing on getting more leads but fail to realize that what they do with those leads is just as important as generating them.

The ISBA’s whitepaper on managing leads and converting prospects into paying clients highlights four major components of improving conversion rates, which include training for your front office and intake staff; specific tactics and strategies to maximize conversion at each stage; intake customer relationship management software; and the tracking and measuring of key metrics.

The whitepaper is one of many member resources available at Practice HQ, the ISBA’s one-stop microsite for practice management and technology information. Organized by the life cycle of a law practice, Practice HQ can help you start a firm, build, manage, protect, or wind down. Practice HQ content is members-only; you must log in to the ISBA website for full access.