Enquiry Generation for a Business Consulting Firm
A consulting firm wanted a consistent enquiry pipeline for its advisory services.
Illustrative case study template — replace with verified customer data before production use.
Client Problem
Referral-only growth made pipeline volume unpredictable quarter to quarter.
Target Audience
Founders and operations leaders at SMEs matching the firm's target engagement size.
Lead Strategy
B2B opt-in leads filtered by company size, sector and stated growth-stage challenges.
Qualification
Budget-fit and timeline screening before scheduling a discovery call.
Campaign
Email nurture sharing relevant case studies, with SMS reminders for booked calls.
Automation
Lead scoring flagged leads who engaged with multiple emails for priority outreach.
Results
- Illustrative result — discovery calls booked per month increased during the campaign period.
- Illustrative result — show-up rate for booked calls improved with SMS reminders.
Lessons
Engagement-based scoring surfaced better-fit prospects than firmographics alone.
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