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Business development and marketing strategy consultant, current client since 2020
An architecture firm that wanted a steady flow of the right projects. Six years on, we are still on a long-term hourly contract running their business development.
OpenScope is an architecture firm with offices in San Francisco, CA and Los Angeles, CA, working on residential projects, single family and multifamily, along with commercial and mixed-use work. The work was good and the referrals were steady. What they did not have was a way to find the developers worth chasing, reach them before a competitor did, and keep track of the conversation once it started.
When we came on, the firm had hired a consultant to set up a CRM and cold email outreach. We took over that project and managed the lead outreach and campaign performance from there. They had also just launched a new website, and we took on its content strategy and SEO.
We went through past projects and mapped which client types, project sizes, and locations turned into work the firm actually wanted. That became the profile everything else was built around. We tried several ways of finding leads before settling on a source that consistently provided contact information for property managers. The campaigns we ran from it brought in leads from major investment firms, including AvalonBay, Essex, Equity Residential, Greystar, and Decron.
Every developer, contact, and project went into one system with stages, follow-up dates, and notes. We ran it ourselves: research, sequences and outreach, first replies, and handoff to the principals once a conversation was real.
Outreach went to the developers on the list. We are now building landing pages for the project types the firm wants more of.
Project pages and articles written for the searches those developers make, so the site started doing some of the introducing on its own.
We manage the proposal library and AIA contracts, and we built the spreadsheets behind several of the firm's processes. As the pipeline grew, we took on contract management and the operational fixes that came with it, so the principals could stay on the design work.
Over six years the CRM has tracked more than 1,000 leads, and the contracts that came through it add up to multi-million dollars in managed work. OpenScope is a current client.
Hassan has worked with us as a business development and marketing consultant for over 6 years helping with a variety of tasks ranging from lead generation, content management and SEO to proposals and AIA contracts. He is very detail oriented and thorough. I highly recommend working with him.