Discover Ways to Get More Work From a Foreign Law Firm

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Use IP Pilot to pinpoint where you can win more work from a target foreign associate. You will (1) analyze the target firm’s current flows to your jurisdiction, (2) isolate decision makers and opportunities your firm isn’t getting yet, and (3) prioritize concrete next actions with the right clients, and technical fields.

1. Open the target firm’s profile

• Go to Analyze → Law Firms.
• Enter the target firm’s name in the search bar and open the profile.
• If there are multiple entities, select all relevant entities before proceeding.

2. Focus Case Exchange in your market

• Open Case Exchange.
• Set Year Type to Case Exchange Year and select your time period.

• Under International Cases → Receiving Representative’s Country, choose your country to see everything the target firm sends to your jurisdiction.

3. Identify who they work with in your country

• Scroll to Important Partners to see all firms in your jurisdiction receiving cases from the target firm.
• Set Decision Maker = Law Firm to focus on matters where the target firm actually chose the representative.

4. Exclude your own firm to reveal missed opportunities

• In the filter controls at the top, switch from Standard Filter to Inverse Filter.

• In Important Partners, select your firm’s case-exchange bar (do not click the firm name).
  • Tip: Click the bar (volume) to filter the results. Clicking the name opens that partner’s profile in a new tab.
• This removes your own cases from the data, so you can review where the target firm is sending work to other firms in your jurisdiction.
• Use Outbound Case Flow chart for a quick view of whether the same applicants’ filings are being sent to multiple firms in your jurisdiction.

5. Uncover client-level and technical area-level opportunities

• Go to Overview → Important Clients.
• If you see a client that you already represent, click on the toggle button next the name to filings related to that client.
  • Ensure that you switch back to Standard Filter from Inverse Filter before enabling the toggle.
• View Technical Areas & Fields chart to highlight fields where these filings are targeted and leverage your firm’s expertise in those field to build strong talking points around those gaps.

• Return to Case Exchange to see which of your competitors are receiving those cases, and how your can position your services to receive more from the foreign Law Firm.

6. Check both patents and trademarks

• Use the IP Type switch (top-left corner) to toggle or combine Patents and Trademarks.

• Look for clients you already support in one IP type who also file the other type in your jurisdiction via different firms. These clients could be prime cross-IP opportunities.

7. (Pro) Find “white-spot” tech opportunities with Insights

• Open Insights (Pro) → Tech Overlap.
• Set Entity A = your firm and Entity B = the target foreign law firm.
• Set Year Type = Exchanged.
• Add filters: International Publication Authority = your jurisdiction (apply to Entity B only) and Decision Maker (Entity B only) = Law Firm.
• Review the ordered list of white spots (technical fields/IPCs where Entity B is active in your market but your firm isn’t getting the work). These are your highest-leverage targets for outreach.