SCMA Annual Conference
June 13
A field guide for the working mediator

Building a thriving mediation practice

Three levers that separate booked-out mediators from the rest.

AW
Adam Wannon
Scale Mediation
Scale Mediation
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The argument

A booked-out practice is not luck.

01/
Get found
The three channels that actually work: a website built to book, LinkedIn run as a system, and pro bono treated as acquisition.
02/
Scale
From first booking to predictable revenue: the repeat-booking funnel and the path to booked-out status.
03/
Technology
Tools that remove friction from your workflow, so the hours go into cases instead of admin.
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№ 01

How to get found

The three channels that actually work: your website, LinkedIn, and pro bono.

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01 · Get foundThe website

What good actually looks like

richardsadr.com
a.

Online presence matches offline presence

Your website should reflect the mediator attorneys already know. Credibility online, not just in the room.

richardsadr.com/practice-areas
b.

Clear POV

Attorneys choose mediators with a defined style and specialty. Ambiguity costs bookings.

richardsadr.com/book-mediation
c.

Direct booking

Visible availability and one-click scheduling removes friction. Counsel books immediately.

Site shown · richardsadr.com, designed and built by Scale Mediation
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01 · Get foundThe operating cadence

Marketing 101

Posting
Two posts a week split between top, middle, and bottom of funnel content.
Connections
Ten personalized requests a week builds a direct, compounding pipeline of warm introductions.
Engagement
Twenty thoughtful comments a week puts you in the feeds of 500+ attorneys every month.
Speaking engagements
Speaking slots build credibility and signal to attorneys with cases to place.
Pro bono
Mediating cases is your best form of marketing.
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№ 02

How to scale

From first booking to predictable revenue: what our platform data says about where the money actually is.

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02 · ScaleAre pro bono cases worth it

13% of pro bono cases convert into paying clients.That is 1 in every 7.6 cases.

13%
the most efficient client-acquisition channel we measure.
363 pro bono cases year to date 100% 48 became paying clients 48 of 363, year to date 13.2% CONVERSION 1 in every 7.6 cases 0% 13% 50% 100% Drawn to scale · share of pro bono cases
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02 · ScaleThe repeat-booking funnel

Retention inflects at the third case: 71% of firms that reach it continue booking

17% 1st → 2nd case 26% 2nd → 3rd case 71% 3rd → 4th case + +9 pts +45 pts

Most mediators market for the first case. The data says market for the third.

That is where retention becomes automatic.

Source · Scale Mediation platform data
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02 · ScaleConcentration of value

76% of your business comes from 20% of firms

CLIENT FIRMS CASES 20% 80% 76% 24% 3.8× OVER-INDEXED core firms vs the rest Top 20% of firms, by case volume All cases on platform, 2026 YTD
a.

Concentrate your effort

Find and serve 10 to 15 core firms exceptionally well. They generate three quarters of your business.

b.

Develop firms and individual lawyers

Building relationships at both the firm and attorney level compounds over time. The firm is the durable unit of business, but the lawyer is the one who picks up the phone.

c.

Firms move in clusters

When one partner at a firm books you, others follow. One relationship becomes five cases before you make a single new connection.

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№ 03

Let me show you the tool we built

Booking, case management, follow-up. The entire workflow with the busywork removed, so faster booking means more cases and clearer workflow means better outcomes.

Live demo
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№ 03 · The platform

Live demo

app.scalemediation.com
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03 · TechnologyPricing

Free for mediators.

Self-serve
$250per party
Full access to the platform and our customer success team at all times.
Concierge
$500per party
White glove service handles all inbound calls, inquiries, follow-ups, pre and post case admin, and client emails.
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SCMA Annual Conference · June 13, 2026

Thank you.

Adam Wannon · Scale Mediation

adam.scalemediation.com
adam.scalemediation.com · Book a call
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