Civil Litigation Lead Cost and Break-Even Math

For civil litigation, break-even is the lead fee plus mail divided by the share of leads that sign, compared with what a civil client pays you. Case values vary far more here than in other practice areas, so use your own numbers. The figures below are examples, not benchmarks.

What is the formula?

Cost per signed client = (lead fee + mail cost per piece) / share of leads that sign.

A lead is $0.50, and we print and mail a postcard for $0.75 more ($1.25 a lead) or a letter for $1.25 more ($1.75 a lead).

What does an example look like?

As an assumption only, suppose 1 in 100 leads signs: $125 per signed client at $1.25 a lead ($175 with letters). A small claims matter and a contract dispute may differ by orders of magnitude in fee. The same acquisition cost can mean a thin margin on one and a large one on the other.

Why does the mix matter?

Small claims has the most volume, more than 220 a week statewide in our sample (September 28 to October 2, 2026), but the amounts are capped at $20,000 per the court's small claims page. Contract and fraud cases are fewer, roughly 50 to 65 a week, and are not subject to the small claims cap.

What should you track?

Leads, pieces mailed, calls, consultations, signed clients, and the fee per client by case type. How to calculate cost per acquired client has the method.

What is a safe way to start?

Choose one case type and one county for a month. See plaintiff or defendant, Utah civil litigation leads, and pricing.