Building a predictable pipeline beyond referrals
A 20-person consultancy lived on partner referrals. We built a multi-channel outbound system that now books a steady flow of qualified conversations with mid-market CFOs.
14
qualified meetings per month on average
31%
of new revenue attributed to outbound within a year
5
months from launch to first closed outbound deal
The challenge
Growth was capped by the partners’ networks. Previous attempts at outbound (a junior hire with a purchased list) produced nothing and nearly damaged the firm’s reputation. They needed pipeline that matched the firm’s premium positioning.
Our approach
We built the program around the partners’ credibility: optimized LinkedIn presence, tightly researched target lists of mid-market CFOs, and outreach written like a peer, not a vendor. Cold email ran on dedicated infrastructure with genuine personalization. Our appointment setting team qualified and booked every conversation.
The outcome
The firm now averages fourteen qualified meetings a month and closed its first outbound-originated engagement in month five. A year in, outbound accounts for nearly a third of new revenue, and the partners finally have a growth lever they control.
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