Client
Atelier LaurierIndustry
Professional servicesRegion
Montréal, QCYear
2025From referrals to a real pipeline.
A 12-person tax and advisory firm grew tired of feast-or-famine quarters. We rebuilt their acquisition motion around qualified inbound and BD partnerships.
+184%
Qualified inbound
−51%
Cost per consultation
$1.9M
New ARR (year)
01 / Challenge
After a decade of relying on word-of-mouth, Atelier Laurier had no systematic way to fill the calendar of its three new associates. Quarter-to-quarter revenue swung 40% based on referral luck.
02 / Approach
- 01Repositioned the firm around two specific verticals (creative agencies and DTC brands) instead of a generalist offer.
- 02Built a lead generation engine on Google Search and LinkedIn paid, supported by a content library targeting CFO-adjacent buyers.
- 03Created a BD partnership program with bookkeeping firms and bank advisors to source warm referrals.
- 04Implemented HubSpot routing so that no qualified inquiry went un-answered for more than 90 minutes.
03 / Outcome
Within two quarters, inbound exceeded referrals as the largest source of new business. The firm hired two more associates and turned away its first prospect for being out-of-ICP.
+184%
Qualified inbound
−51%
Cost per consultation
$1.9M
New ARR (year)