Define
What is conversion leakage?
Conversion Leakage is the revenue lost between an inquiry a business already paid to generate and the qualified booked outcome it should become.
The five leaks
L01 — Inquiry leak
A paid lead arrives after hours or during a missed call and never reaches anyone.
L02 — Response leak
A web form waits, or the first call goes unanswered, while the buyer moves on.
L03 — Qualification leak
Qualification stalls or screening is inconsistent, so fit is never confirmed.
L04 — Follow-up leak
There is no persistent follow-up, so the prospect never completes intake.
L05 — Booking leak
No consultation gets booked, or the booked consultation no-shows.
Legal benchmark stack
- Intake conversion: ~40% (Clio), 48%, 64% depending on study
- Median first-response time: 13 minutes (Hennessey)
- Callback rate: 14% vs. a 40–50% industry target (LEXGRO)
Modeled leak formula
Modeled leak = inquiries × leak rate × matter value × close rate