PR & Comms Consultancy:
Pipeline by design.

─── THE SITUATION

Good at the work. Inconsistent at generating it.

A PR and comms consultancy was delivering strong work for its existing clients. Reputation was solid. Retention was reasonable. But the pipeline was uneven. New business generation was inconsistent, dependent on relationships and timing rather than a structured commercial process. Some months were healthy. Others were not.

The funnel had friction at every stage. Enquiries were not being qualified efficiently. Conversion was lower than it should have been. Follow-up was inconsistent. The business had the capability to grow but lacked the commercial architecture to make that growth predictable.

─── WHAT WE DID

Rebuilt the commercial process from enquiry to close.

The advisory engagement focused on the full commercial funnel, from how enquiries were captured and qualified through to how proposals were structured and followed up.

Qualification criteria were defined so the business could move faster on the right opportunities and stop spending time on the wrong ones. Proposal structure was rebuilt to improve conversion. Follow-up cadence was systematised so that no opportunity stalled through inaction.

Lead generation activity was mapped and structured. The business built a repeatable process for generating qualified conversations rather than relying on inbound timing and network introductions. The target was 20 qualified leads. The outcome was 31.

─── WHAT WE CHANGED

A structured commercial process generating consistent, qualified pipeline.

The engagement produced a consultancy with a defined commercial process, stronger conversion and a lead generation model that delivered measurably above target.