LinkedIn has transformed how legal professionals cultivate business, but traditional business development (BD) metrics often fail to accurately capture the platform’s true impact.

Here’s how to leverage two cutting-edge LinkedIn KPIs (Engage-per-Post (EPP) and Cost-per-Influenced-Matter (CPIM)) to directly link your digital activity with real revenue.

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Why Traditional BD Metrics Miss Digital Influence

Historically, firms have relied heavily on metrics like face-to-face meetings, direct referrals, and billable hours to evaluate rainmaking effectiveness. While essential, these traditional metrics neglect the reality that digital influence increasingly drives business decisions.  

Without appropriate KPIs to measure digital engagement, many legal professionals underappreciate or entirely miss LinkedIn’s profound role in new matter origination.

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Two KPIs Every Partner Should Track

Engage-per-Post (EPP) Benchmark

EPP measures the average interactions per LinkedIn post, including likes, comments, shares and clicks. This metric quantifies your visibility and the relevance of your content to your professional network. A consistently high EPP indicates strong digital influence and positions you as a thought leader in your practice area.

Manhattan Strategies' proprietary Quantitative Benchmarking Tool helps firms establish meaningful EPP benchmarks and optimize LinkedIn strategies based on performance relative to peers.

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Cost-per-Influenced-Matter (CPIM)

CPIM calculates how much your firm spends on LinkedIn activities (including content creation, ads and analytics) against the number of new matters influenced or sourced through LinkedIn. Unlike traditional metrics, CPIM directly ties digital investments to actual revenue outcomes, offering clear ROI visibility.

By working with Manhattan Strategies you’ll have access to our senior-led teams and our proprietary insights into executive LinkedIn strategies and governance, which can be critically helpful with effective CPIM tracking and improvement on the platform.

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Dashboards that Tie Posts to New Matters

Advanced KPI dashboards link your LinkedIn activities directly to new client matters and revenue. Platforms like HubSpot or Salesforce can integrate with LinkedIn analytics, giving partners actionable data on content effectiveness, audience engagement and precise tracking of influenced leads.

These dashboards provide real-time insights, enabling rapid strategy adjustments to maximize your digital business development results.

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30-Day KPI Implementation Plan

Kickstart your digital rainmaking with a simple 30-day KPI implementation plan:

• Days 1-7: Establish current benchmarks for EPP and CPIM.

• Days 8-14: Train your team on best practices for LinkedIn content creation and engagement.

• Days 15-21: Implement tracking tools and dashboards.

• Days 22-30: Evaluate initial data, refine your strategy and set new goals for continuous improvement.

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Want Your Own KPI Dashboard?

Manhattan Strategies can help your firm quickly set up tailored LinkedIn KPI dashboards. Begin clearly connecting digital activities with firm revenue today and gain an immediate competitive advantage.

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