Product
Organization Size
Location
Key Takeaways
More pitches than ever
The BD team now produces a higher volume of proposals without adding headcount. By removing the information bottleneck, the firm can pursue more opportunities in the same amount of time.
Near-final first drafts
Simple pitches go from blank page to near-final version — attorneys spend time refining, not starting from scratch. For complex RFPs, BD provides stronger drafts informed by relevant experience narratives and solid stock content.
BD as advisor, not drafter
The team now researches client history before meetings, entering conversations better informed than the attorneys expect. Their role has shifted from note-takers to strategic advisors.
Challenge
For a top-ranked UK full-service firm, client relationship data is spread across hundreds of attorneys and thousands of matters. Without a centralized way to surface that history quickly, valuable institutional knowledge stayed locked in silos and out of reach at the exact moment it mattered.
Complex RFPs suffered, and the total volume of pitches the firm could pursue was effectively capped. The BD team relied on attorneys to provide context ahead of pitches, and newer team members defaulted to blank templates while they built institutional knowledge the old-fashioned way.
“Interaction had become no more really than an address book. We wanted a product that would support understanding key relationships, pipelines, and business development.” — Director of Marketing Operations & Systems, A Top-Ranked UK Full-Service Firm
Solution
The firm implemented Litera Foundation initially as a proposal generator. As the team grew familiar with the system, they discovered its broader value: a single window into the full client relationship lifecycle including matter history, billing context, and prior work, surfaced at the exact moment it can deepen a relationship or create a new one.
“We are using Foundation for surfacing relevant experience and understanding the full client relationship, in addition to using it as our proposal generator.” — Director of Marketing Operations & Systems, A Top-Ranked UK Full-Service Firm
Client relationship insights for better preparation
The BD team now does more up-front research about the overall relationship and has a better understanding of the client billing history. Team members explore Foundation and run matter searches before meeting with the attorneys, arriving informed and ready to advise rather than just take notes.
Empowering newer team members
Younger and newer team members feel more empowered to create stronger first drafts that are informed by good experience narratives and solid stock content, instead of giving the attorneys a blank slate. Access to the same firm intelligence that senior team members rely on lets newer hires produce substantive work early on.
Scalable proposal quality across complexity levels
For simple pitches where the team selects the content to include, Foundation produces a near-final version with minimal attorney involvement. For complex RFPs with detailed strategy questions, attorneys still craft the substance, but BD provides better drafts for them to work from.
From drafting tool to strategic platform
Over time, the team began to see Foundation as a key tool for understanding client relationships rather than just a drafting tool. That shift came through familiarity with the system — just time and exposure. The BD team now serves as more of an adviser in conversations with attorneys, and the firm is going to market with more relevant and better-informed proposal content.
Results
The business development team now runs matter searches before attorney meetings, arriving informed and ready to advise rather than just take notes. Simple pitches reach near-final quality before attorneys touch them. Complex RFPs get stronger first drafts to work from. And the firm is producing more proposals than ever before.
Increased pitch volume without adding headcount
By removing the bottleneck at the drafting stage, the BD team can produce near-final versions of straightforward pitches without attorney intervention, allowing the firm to pursue more opportunities in the same amount of time. The constraint was never capacity — it was access to the right information at the right moment.
Stronger first drafts across the board
Newer team members produce informed, substantive drafts from day one. For simple pitches, Foundation delivers near-final output. For complex RFPs, attorneys work from a strong starting point rather than a blank page. The overall quality of the firm’s proposals has risen.
BD team elevated to strategic advisors
The team now explores Foundation and runs matter searches independently before meetings, arriving with a working understanding of the client relationship, billing history, and relevant experience. That preparation shifted their role from note-takers to advisors — and attorneys are going to market with more relevant and better-informed content.
“Having more insight into our firm’s client relationships through Foundation better equips our BD team to support our attorneys’ marketing efforts.” — Director of Marketing Operations & Systems, A Top-Ranked UK Full-Service Firm
For this firm, the return on Foundation isn’t measured in time saved alone — it’s measured in the growth that followed. That’s RoAI in action.
To learn more about Foundation and how it can take your firm to the next level, schedule a demo today.
Frequently Asked Questions
The shift happened through access to data, not a change in job description. Once the team could quickly surface matter history, billing context, and prior client work, they stopped depending on attorneys to fill in the gaps. They started arriving at meetings already informed, which changed the nature of the conversation entirely.
For straightforward pitches, the BD team selects the relevant content and Foundation produces a near-final version with minimal attorney involvement. For complex RFPs with detailed strategy questions, attorneys still craft the substance, but they’re now working from a strong first draft rather than starting from scratch.
By giving them access to the same firm intelligence that senior team members rely on. With vetted experience narratives and client history available in the system, newer hires could produce informed, substantive first drafts early on rather than defaulting to blank templates while they built institutional knowledge the old-fashioned way.
Before, BD relied on attorneys to provide context ahead of pitches. Now the team runs matter searches independently before meetings, arriving with a working understanding of the client relationship, billing history, and relevant experience. That preparation shifted their role from note-takers to advisors.
By removing the bottleneck. When BD teams can produce near-final versions of straightforward pitches without attorney intervention, the firm can pursue more opportunities in the same amount of time. The constraint wasn’t capacity — it was access to the right information at the right moment.
