Excellent work, invisible outside the network.
The practice had strong references and repeat clients but no way to reach beyond its existing network. Growth tracked the partners' personal relationships, which made forecasting impossible and capped the size of engagement the firm could pursue.
Details anonymised at client request.
What changed
We built a named-account motion around the sectors where the firm's past work was strongest, then raised the qualification bar so partner time went only to genuine opportunities.
- Segmented the account universe by where existing proof was strongest.
- Built a point-of-view-led outbound programme rather than a service-list pitch.
- Introduced a two-stage qualification gate before partner time was committed.
- Ran a fortnightly pipeline review with evidence-based stage definitions.
The outcome
125 qualified meetings and $283K in pipeline at a 9x return, with partner time concentrated on the engagements worth winning.
What we would do next
With demand established, the constraint moves to delivery capacity. The next stage is hiring ahead of the pipeline rather than behind it.