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HubSpot Lead Management Consultancy for a UK Business Advisory Firm

The Challenge

A leading UK business advisory firm faced a common issue: much of their lead activity was managed outside of HubSpot. This created data silos, poor tracking and limited reporting, preventing teams from gaining a clear view of lead performance.

Sales and marketing lacked visibility, automation and accountability, resulting in inefficiencies, duplicated outreach and missed conversion opportunities.

To scale effectively, the business needed:

  • A unified view of all leads within HubSpot.

  • A clear scoring model to prioritise conversion ready leads.

  • Automation to improve speed and consistency.

  • Better reporting to measure performance across the full funnel.

In short, they required a strategic and scalable lead management framework that would enable visibility, structure, and smarter decision making inside HubSpot.

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Approach

I carried out a one week consultancy project to design a clear, actionable roadmap for optimising the client’s lead management inside HubSpot.

Our approach combined strategic review, technical recommendations and governance design to ensure scalability and control.

1. Assessing the Existing Setup

We began with a deep audit of the client’s current HubSpot environment (Marketing Hub Enterprise & Content Hub Pro) to understand usage, data integrity and automation gaps.

2. Defining a Lead Management Strategy

We recommended a unified, centralised framework for managing all lead activity within HubSpot, reducing data silos and improving visibility across marketing and sales.

3. Prioritising Leads with Smart Scoring

We advised a lead scoring model (threshold: +60) that factored in demographic, engagement, and behavioural data to identify the most conversion-ready leads and hand them seamlessly to sales.

4. Redefining Lifecycle Stages and Personas

We restructured lifecycle stages (MQL → SQL → Deal) and refreshed buyer personas to align with real qualification criteria, ensuring consistent tracking, targeting, and measurement.

5. Introducing Automation & Outreach

We suggested workflow automations and sales led sequences to drive engagement and accountability, while reducing manual tasks.

6. Enhancing Visibility with Dashboards

We proposed custom HubSpot dashboards to track lead movement, conversion rates, and performance by stage, improving forecasting and accountability across teams.

7. Strengthening Governance

To avoid overlap and duplication, we advised on role based access controls and permissions, ensuring leads were handled by the right users at the right time.

8. Evaluating Options

We compared the benefits of upgrading to Sales Hub Pro, integrating Wiza for data enrichment or setting up a separate HubSpot portal, with detailed cost benefit analysis for each.

Example Slides

The below slides are taken directly from the report delivered to the client, outlining the analysis, strategy and recommendations developed during the engagement.

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Handover
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Comparison

Solution in Action

Within just one week, the client received a comprehensive strategic roadmap and technical recommendations pack.

The deliverable outlined:

  • A clear process for managing, qualifying, and converting leads inside HubSpot.

  • Defined lifecycle and scoring models aligned to buyer intent.

  • Recommendations for automation, reporting, and governance.

This gave the client immediate clarity and a structured plan to scale their lead management efforts confidently.

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The Results

The consultancy project provided:

  • Clear strategic direction for lead management and qualification.

  • Improved accountability between sales and marketing.

  • Enhanced forecasting and reporting capabilities.

  • A structured roadmap to scale lead generation using HubSpot as the single source of truth.

Conclusion

This project shows how even a short, focused consultancy engagement can unlock long term efficiency and growth.

By re aligning strategy, systems and governance, the client gained clarity and control over their entire lead management process, setting a strong foundation for future automation and scale.

If your business is facing similar challenges, I can help you build or optimise your HubSpot lead management framework for measurable impact.

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