This client had strong word-of-mouth traction with large firms but no repeatable way to reach the much larger population of mid-market practices, and no appetite to build an internal sales development team.

We mapped the mid-market legal segment by practice area and firm size, prioritizing accounts already using adjacent tools that signaled budget and technical readiness.

LinkedIn and email ran in sequence: a soft social touch ahead of a personalized email referencing the firm's specific practice mix, followed by a call for high-intent non-responders.

They went from zero mid-market pipeline to 63 booked meetings and $3.4M in tracked pipeline within the first two quarters, without adding a single headcount.