Professional Services Holding
National Advisory Holding · Multi-Entity Portfolio
B2B Professional Services · National Multi-Entity Holding · 25M–50M Combined Revenue · 12-Month Engagement, Year 2 In Progress
Attributed new pipeline across portfolio in Year 1
The Challenge
A national holding company with four operating entities under one ownership group, serving clients across the United States and selected international markets. The portfolio included a tax advisory practice, a forensic accounting firm, a litigation support business, and a regulatory compliance arm. Each entity had its own brand, its own ICP, and its own growth ceiling. The parent group had strong reputation across multiple markets but no unified growth engine. New business came almost entirely from partner referrals and existing client expansion. Each entity competed for partner time and marketing budget. There was no shared infrastructure, no cross-entity lead routing, and no way to measure marketing ROI at the portfolio level. The CEO needed coordinated growth across all four entities without hiring a marketing leader for each one.
What We Did
- Built unified Decebal foundation across all four entities through GAMA, with shared CRM but separate brand workspaces so each business retained its identity
- Launched LinkedIn outbound for each entity targeted to that entity's specific buyer profile, with shared methodology but distinct messaging per brand and per market
- Developed thought leadership content cadence with senior partners, repurposed across entities and international markets to maximize partner time investment
- Built cross-entity referral engine inside GAMA, the integrated CRM platform managed by Scaleworks, so leads that didn't fit one entity were automatically routed to the next, including across borders
- Established quarterly business reviews with the CEO covering portfolio-wide performance and entity-level priorities
- Implemented xLive dashboards at the entity level, the holding level, and the geographic-market level so leadership could see consolidated growth metrics without entering multiple systems
The Result
- 4.8M in attributed new pipeline across the four entities in Year 1
- 31 net new logo accounts opened across the portfolio
- Average contract value increased 34% as the entities began winning larger engagements through tighter positioning
- Cross-entity referrals produced 720K of pipeline in Year 1 · an entirely new revenue source that didn't exist before the engagement
- International market expansion launched in Year 2 with first international engagements signed within 90 days
- Year 2 engagement signed at expanded scope to include a fifth entity acquired mid-year
Detailed case study available on request.