ZeroTo1

Where they were

The work was excellent but the business only moved when the founders pushed it. Every hire, every client escalation, every process question routed back through them. They were 100% referral-dependent, which is the referral equilibrium trap: new referrals roughly match churn, so the business feels plateaued when the real problem is structural.

What we did

• 01Management architecture: every role mapped, clear reporting lines, real KPIs per seat, structured 1-on-1s, compensation bands and role progression paths
• 02Process codification: SOPs, training and a full client management hub moved into ClickUp, set against the bar that any qualified hire contributes in weeks rather than shadowing for months
• 03Financial visibility: a dashboard tracking revenue trends, expense ratios and margin by client and service line, which exposed which work was profitable and which was quietly subsidised
• 04Go-to-market infrastructure built from scratch: LinkedIn outbound, Meta campaigns feeding a booking funnel, a pipeline system, and rebuilt sales assets
• 05Hiring and talent systems: sourcing playbooks, structured interviews, skills assessments, and onboarding, which became a competitive moat in a business where the A-player gap shows up in client results
• 06Continuous optimisation, still partnering one-on-one every week

Where they landed

Revenue went from $78k to $414k a month, roughly $936k to $4.97M a year. Headcount went from 11 to 75, contract value from $8k to $20k a month, and EBITDA margins held while revenue grew 5x. Within six months of the go-to-market build they were booking two to three qualified calls a day with brands like Yeti, Sabra and Lowe's.