Case Study

Building a Measurable Marketing Engine for a Valuation and Investment Banking Firm

The Client

A mid-sized, employee-owned valuation and investment banking firm serving business owners, fund managers, and referral partners.

The Challenge

Business development ran on 70+ conferences a year with no lead tracking. The CRM stored contacts, analytics went unused, and content was produced ad hoc, so marketing couldn’t show its impact.

What We Did

  • Built a three-part strategic plan and audience-specific messaging for business owners and referral partners

  • Set up KPI reporting, MQL tracking, lead scoring, and attribution

  • Turned quarterly industry reports into a gated lead engine across six sector landing pages

  • Added a technical integrator and a weekly operating rhythm, and led the website redesign and CRM platform selection

Results

Achieved during a period of strong firm growth, including an office move and client-service hiring.

  • 4 new engagements credited by business development to marketing touchpoints

  • 260 MQLs* year-to-date through September 2026

  • 89 MQLs in June alone, with gated reports driving every September MQL

  • Email click rate of 9.7%, against a ~2.4% industry average

  • LinkedIn engagement of 9.4%, against a 5.4% platform average, with followers up 11% year-to-date

  • LinkedIn Newsletter grew from 1,186 to 1,691 subscribers

  • Organic search drove 41% of site traffic, against a 25–35% benchmark

*An MQL (marketing qualified lead) is a prospect who came through a marketing channel: by completing a form, attending an event or receiving event follow-up, or citing an email or content piece they received.

A CRM migration to HubSpot to extend attribution from first touch through signed engagement letter.

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