The Client
Things don't have to be falling apart to know they've got to improve. That’s the common mindset that brought together ClearPivot and Nexus Consulting.
Nexus Consulting is an established New York City construction permit consulting firm founded and run by Jimmy Gandhi. Unlike many metropolitan areas, New York City’s regulatory landscape is deeply complex. Architects need to consider infrastructure, historical buildings, the subway system, and zoning laws in order to successfully complete a project. Nexus’s job is to ensure each of their client’s projects moves from blueprint to reality with a smooth, efficient permitting process. They work with the Department of Buildings, Landmarks Preservation Commission, and other NYC agencies to make sure that applications are processed and approved without delays.
The Problem
Jimmy Gandhi and Nexus Consulting is always thinking two steps ahead. They are thirsty for growth. Their team had been using Basecamp, a project management tool, to manage their sales pipeline and customer interactions. However, as the company expanded, it became clear that Basecamp lacked the features required for managing leads, sales automation, and customer relationship management. This system made it challenging to get a comprehensive view of leads and sales opportunities, and they were missing out on analytics and insights. So, their lead tracking and sales follow-ups suffered, which hindered the sales team's ability to prioritize prospects. Unfortunately, this was costing Nexus opportunities.
The software was only one part of the challenge. They also needed a better sales process. Nexus needed to make sure their approach provided a clear and organized view of their sales pipeline, enabling the sales team to prioritize leads, track opportunities, and engage prospects for higher conversion rates. Their process was working for now, but they understood that it could be much better.
Nexus Consulting's website was built on an outdated and complex platform. The team found it difficult to update and optimize for search engines. The lack of integrations with their existing systems also hindered their lead generation and conversion efforts. While they hadn’t suffered any security issues yet, they knew that continuing with this system would leave their website vulnerable.
If Nexus Consulting was going to grow, they knew they needed the right foundation.
The Solution
After careful thought, ClearPivot delivered the plan for Nexus Consulting’s growth. To address these challenges, both teams decided to migrate Nexus’s sales pipeline management, customer relationship management, and website to HubSpot. ClearPivot worked closely with the Nexus Consulting team to customize the platform according to their specific requirements. All data from Basecamp was carefully migrated to HubSpot, ensuring a smooth transition without losing valuable information. They also integrated HubSpot with their email and communication systems for seamless data exchange.
Since Nexus Consulting was creating each of their clients’ proposals manually, they decided to seize the opportunity to use HubSpot’s quotes tool to streamline their process. ClearPivot’s development team created custom quote templates that allowed the Nexus Consulting team to create and log their proposals, collect payments, and track their customer lifetime value all within HubSpot. Our team also set up custom reports to show this data to the team and help adjust their future strategy.
In order to make sure that the Nexus Consulting team would get the most value possible from HubSpot, ClearPivot helped documented their current processes as they were, including bottlenecks and unclear steps based on judgment calls. Then, they developed an improved revenue operations (RevOps) strategy, including sales pipelines, deal stages, and lead nurturing workflows.
In addition to migrating their data, Nexus Consulting collaborated with ClearPivot to redesign their website on the HubSpot CMS. The new website was optimized for user experience and search engine visibility, with lead generation forms seamlessly integrated into HubSpot's CRM. To fit the project in with Nexus Consulting’s other priorities, they decided a rolling redesign of the current website’s pages, starting with the pages with the most traffic, would be the best approach.
One missed opportunity in Nexus Consulting’s previous strategy was their lack of case studies to show prospective clients what results they could expect. With an ample supply of satisfied clients, there was plenty of material for case studies. Every month, the ClearPivot team interviewed Nexus Consulting’s CEO and published a case study to illustrate the way they help New York City’s architects.
The Results
The adoption of HubSpot and the comprehensive transformation of their operations yielded immediate results for Nexus Consulting. With HubSpot's clear view of their sales pipeline, the sales team could prioritize leads, track opportunities, and engage prospects more effectively, leading to higher close rates. The automation of their proposals and invoicing greatly improved the efficiency of the sales process, reducing manual efforts and increasing the likelihood of closing deals.
The new website, built on HubSpot CMS, provided a better user experience and improved search engine rankings. This led to increased organic traffic and higher lead generation through the website. With HubSpot's comprehensive reporting and analytics capabilities, Nexus Consulting gained valuable insights into their sales and marketing efforts, enabling data-driven decision-making and continuous improvement.
With their new, streamlined operations and improved sales efficiency, Nexus Consulting saw improved customer service and response times, resulting in increased client satisfaction and positive word-of-mouth referrals. Rather than waiting until there was a problem, Nexus Consulting’s proactive approach propelled them forward, cementing their place as one of New York City’s most trusted, client-centric permit consulting firms.
