Leveraging networks to drive inbounds
This agency had never needed to sell. One client credited the agency on its project, and people who saw the credit got in touch. The founders wanted steadier work and more say over where it came from. We mapped the investors who backed their best clients, got in touch, built relationships, and now those referrals are more than the team can handle. They are having to turn away work until they hire further.
Professional services firm // Client story
7
people added to keep up
Three hires in the first two months, then four more contractors a month later as new work came in.
5 weeks
to close two of their largest deals
A retainer and a project, both five figures and already in the pipeline. The founders closed them with our coaching.
3 months
to turning work away
We worked a few hours a week. By the end the agency had more leads than it could staff.
Where the work started.
The founders are very good at the work and for years that was the whole sales process. Most new projects traced back to one client's credit and referrals, and a single partner supplied about a third of revenue. Nobody tracked where leads came from. Sales calls were friendly and often ended without a next step, so good leads went quiet.
What the team was left with.
The agency has more leads than it can staff, so the founders' job now is delivering the work and choosing which projects to take. They run sales calls from a checklist, work through a ranked map of the investors closest to their clients, and use a contract that rewards clients for showing the work.
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