Professional Services · 9 practice lines
One revenue engine. Nine practices. Zero shadow pipelines.
A nine-practice professional-services firm running nine versions of a sales process inside nine spreadsheets. We unified the revenue system end-to-end.
100%
Pipeline visibility
+38%
Forecast accuracy
−61%
Quote-to-cash
+19%
Win-rate
Challenge
What was breaking.
- Each practice ran its own pipeline definition, stages and forecasting model.
- Leadership had no firm-wide view of pipeline, win-rate or capacity.
- Quote-to-cash took an average of 38 days, with significant revenue leakage.
- Lifecycle and cross-sell motion was non-existent across practices.
Approach
How we re-engineered the operating model.
01
Normalized RevOps blueprint
Designed a single, firm-wide stage definition, forecast model and lifecycle motion.
02
CRM rebuild
Re-architected the CRM as a revenue system, not a contact database — instrumented, automated, trusted.
03
Lifecycle automation
Built the cross-sell, renewal and expansion motions on top of the unified data.
04
Executive forecast surface
Delivered one weekly forecast trusted by every practice leader and the CFO.
"Within a quarter, our leadership team made decisions on the same numbers — for the first time in a decade."
— CFO, Mid-Market Healthcare Network
Next Step