CRM for a consulting company: 16x reduction in deal cycle time

The consulting company worked with B2B clients with deal cycles of 2 to 6 months. Each client involved 3-5 decision-makers, and managers lost context during stage handoffs.

Proposals were prepared manually in Word — each taking 4 hours. There was no prioritization system: managers spent equal time on deals worth 100K and 10M rubles.

Average response time for new leads was 4 hours. Meanwhile, 30% of incoming leads were lost due to the lack of a unified tracking system.

We designed a 5-stage pipeline tailored to B2B sales: qualification, needs analysis, proposal, negotiation, contract. Each stage includes a checklist of required actions.

Integrated corporate email and calendar. Created proposal templates with auto-population from client cards — proposal generation dropped from 4 hours to 20 minutes.

Set up lead scoring across 5 parameters (budget, urgency, company size, industry, source) and automatic distribution among managers. Implemented stakeholder mapping for tracking decision-makers.

New lead processing time dropped from 240 to 15 minutes. No leads are lost thanks to automatic capture from all channels.

Average deal cycle shortened from 4.5 to 3 months. Win rate increased from 18% to 27% thanks to scoring and systematic follow-up.

The company increased revenue by 62% over 6 months while reducing CRM operational costs by 30%. Each manager now handles 40% more deals simultaneously.