It is easier to get additional business from existing clients than it is to find entirely new clients. But you can't send new business to your partners unless you know what they are doing. Rather than junking the newsletter up with new baby announcements and softball team scores, fill it instead with stories about new business and how your partners brought the new matter in. This job requires interviewing partners to get the details, so you may want to hire a freelance writer to collect the information. Keep track of your new business proposals.
Lawyers are independent thinkers who like to go after new business on their own.
If this happens there will be no organized marketing effort and no chance to execute a coherent strategy. The solution is to keep a record of new business proposals. This is harder than it seems. With such a policy in place, tracking results becomes a straightforward task of monitoring new client matters. Regrettably this policy is the ideal.