Consultancy
Migration & Implementation
Integrations & API
Professional Services Firm
Building a scalable CRM foundation for relationship intelligence, pipeline visibility and AI readiness.
Helping a growing consultancy firm replace fragmented manual processes with structured reporting, automation and relationship intelligence insight.
The impact
95%+
Active opportunities tracked in HubSpot
Replacing partial spreadsheet-led tracking with a centralised CRM view of live opportunities.
<10mins
Pipeline reporting time
Reducing manual reporting from 3–4 hours to under 10 minutes.
85%
Leads with source attribution
Improving attribution from around 20% before implementation.
70%
Reduction in weekly BD admin
Reducing average consultant business development admin from around 2.5 hours to approximately 45 minutes.
Project overview
Consulting firm
A fast-growing, international consulting firm needed to modernise how it managed relationships, referrals, events, engagement and business development activity.
The firm had strong growth ambitions, but its internal CRM processes were fragmented, with key information spread across spreadsheets, manual notes and disconnected workflows.
The challenge
The organisation lacked a structured view of pipeline and relationship activity, with only 30–40% of active opportunities tracked centrally and pipeline reports taking three to four hours to produce manually. Lead source attribution sat at around 20%, while proposal-to-win reporting, event engagement and revenue attribution were not consistently measured.
The client needed HubSpot to support a referral-led consultancy model, improve leadership reporting and reduce manual admin. It also needed to centralise relationship health, renewal alerts and consultant-held knowledge, creating a stronger foundation for onboarding, account development and future AI use cases.
Services provided
HubSpot consultancy
HubSpot migration & implementation
Integrations & API development
HubSpot consultancy
HubSpot consultancy
We provided strategic CRM consultancy to help the client define how HubSpot should support a referral-led consultancy model.
The consultancy phase focused on translating business development, relationship management, event engagement and account development requirements into a practical CRM operating model.
The goal
To create a CRM strategy that gave leadership clearer visibility of pipeline, client health and business development performance.
HubSpot needed to become more than a database; it needed to act as a central source of truth for relationship intelligence and growth planning.
The outcome
Helped define the structure for pipeline tracking, lead source attribution, proposal-to-win visibility, relationship health scoring and account review processes. This gave the organisation a consistent framework for measuring opportunities by partner, region and sector.
Active accounts could be reviewed quarterly for cross-sell potential, replacing informal, memory-led processes with systematic account development.
As a result, the business began identifying around 15–20 organic growth opportunities per cycle, creating a new pipeline stream from existing relationships.
HubSpot migration & implementation
HubSpot migration & implementation
We implemented HubSpot as the central CRM platform for pipeline, engagement and relationship management. The implementation focused on replacing fragmented spreadsheets and manual processes with structured records, automated workflows and live reporting.
The goal
To ensure active opportunities, client relationships, events and engagement activity could be captured, managed and reported in HubSpot. The system needed to reduce manual admin, improve data quality and support adoption across multiple teams and regions.
The outcome
Pipeline visibility moved from an unstructured process to full CRM coverage, with more than 95% of active opportunities tracked in HubSpot after go-live.
Pipeline reporting time reduced from three to four hours manually to under 10 minutes, representing an estimated 90% reduction in reporting effort.
Lead source attribution improved from around 20% to approximately 85%, giving the client a clearer view of which channels and activities were generating opportunities.
Weekly business development administration per consultant also fell from around 2.5 hours to approximately 45 minutes, an estimated 70% reduction.
Integrations & API development
Integrations & API development
We supported the planning and governance needed to connect HubSpot with the client’s wider finance and reporting ecosystem. The integration work focused on feasibility, data integrity, reporting accuracy and creating a reliable foundation for future automation.
The goal
Reduce the risk of disconnected CRM and finance data while ensuring HubSpot could support accurate reporting and business continuity. The client needed confidence that CRM adoption would not create duplicated processes or unreliable management information.
The outcome
We took a feasibility-led approach, identifying integration risks early and creating clear escalation routes for specialist support where needed. This gave finance and leadership stakeholders confidence that HubSpot could be implemented without compromising reporting quality.
Structured CRM data also improved the organisation’s readiness for future AI and automation use cases, with more than 8,000 enriched contact records created.
Relationship intelligence score coverage reached 60% of Tier 1 and Tier 2 contacts, while the time needed to brief a consultant on a relationship reduced from 45–60 minutes manually to under 10 minutes using CRM and AI-supported processes.
Key highlights
"HubSpot has created a central operating system for relationship intelligence, giving the business visibility of pipeline, client health, engagement and account development opportunities that were previously hidden in spreadsheets, inboxes and individual knowledge."
Measurable CRM impact
HubSpot created clearer visibility across pipeline, client engagement and business development performance, helping the client connect activity to outcomes more effectively. Key improvements include:
- Event attendance fully attributed against contact records
- Around 85% of post-event follow-up tasks automated
- Approximately 60% of BD activity attributable to won revenue
- Pipeline reporting reduced from three to four hours to under 10 minutes
Stronger relationship management and data quality
The client introduced relationship health scoring across active accounts, automated 90-day renewal alerts and fee uplift reminders by review date. Consultant meeting note capture increased from less than 5% to around 70%, while contacts with a full interaction history rose from approximately 10% to around 75%.
Overall, the project delivered clear operational impact. The strongest outcomes were improved CRM adoption, reduced reporting time, better data completeness and a scalable foundation for relationship intelligence, account development and future AI use cases.
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