The 90-Day Client Intake Forecaster
[First published on LinkedIn 9 July 2025]
In this BD Tips Wednesday post I introduce The 90-Day Client Intake Forecaster.
What is The 90-Day Client Intake Forecaster?
The 90-Day Client Intake Forecaster is a rolling forecast that captures expected client instructions over the next 90 days, updated weekly or fortnightly.
It tracks:
Client or prospect name
Type of instruction (e.g., project, panel matter, ad hoc request)
Estimated value (or fee potential)
Probability rating (low, medium, high) of getting the instruction
Expected instruction date
Status (e.g., opportunity, verbal confirmation, awaiting paperwork)
90-Day Intake Forecaster Graph
Why do I need The 90-Day Client Intake Forecaster?
Implementing The 90-Day Client Intake Forecaster will help your firm:
Drives Business Development Accountability: No more vague pipeline conversations. This tool forces client-facing staff to articulate what’s coming and when, and to back it up with real-world interactions.
It Informs Resourcing and Capacity Planning: Got 10 high-probability instructions expected next month? Better line up your team. The forecaster helps you avoid feast-or-famine workloads.
It Creates Financial Predictability: While not a full financial model, it gives your finance team visibility into short-term inflows; helping with budgeting, cash flow planning and billing targets.
It Flags Conversion Gaps: By tracking how many “likely” instructions actually materialise, you’ll get smarter at identifying where deals stall and how to intervene early.
It Aligns Teams Around Growth: Everyone (partners, BD, finance, operations) gets a shared view of what’s coming. That alignment can supercharge your growth engine.
Final Thoughts: Sustainably Growing your Practice
If you want to sustainably grow your practice, you need to know what’s coming in and not just what’s already arrived or just left.
The 90-Day Client Intake Forecaster is a simple, but powerful, tool that helps your firm anticipate and prepare for upcoming work. It turns business development into a measurable, manageable process. It aligns teams, reduces surprises and helps you focus your energy on the right clients at the right time.
