A CRM for a 30-person consulting firm in 7 weeks

We moved the team from email and Excel to Bitrix24 with a sales pipeline, project accounting and partner analytics.

of leads reach qualification: 71% → 94%
sales cycle: 11 → 8 weeks
partner reporting: 6 h → 30 min
conversion from first meeting to contract: +18%

// Client

A 30-person consulting firm: partners, consultants, analysts, back office. Strategy, due diligence, process optimisation; deals take from 6 weeks to 4 months.

// Before

Leads in Excel, correspondence in Outlook, projects in Trello, time in Toggl. Once a week the partners pieced the pipeline together, and half the leads were lost because nobody remembered to enter them.

// What we built

01An 8-stage sales pipeline built around the real process, with required artifacts at every stage.
02Tracking by partner and department, with revenue and margin analytics per partner.
03A project module: a signed contract creates a project with tasks, milestones and an hours budget on its own.
04Our own time-tracking module inside the portal: hours are logged against tasks, and they produce an act and an invoice that go to 1C Accounting via REST.
05Two-way Outlook integration and 4 dashboards: pipeline, current projects, team workload, margin by partner.