Case Study

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CT MANAGEMENT

As part of a broader digital transformation, CT Management Group engaged LBX to design and implement a connected CRM ecosystem to support sales, marketing, and associate engagement.

CRM Systems

HubSpot Integration

Building a Smarter Sales and Marketing Engine

As part of a broader digital transformation, CT Management Group engaged LBX to design and implement a connected CRM ecosystem to support sales, marketing, and associate engagement. HubSpot was selected as the central platform, enabling a scalable, data-driven approach to managing client relationships, opportunities, and growth.

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High-Quality Leads in the First Month

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Increase in website Engagement

The Challenge

Bringing Structure To Complex Systems

As CT Management Group continued to grow, their systems had evolved across multiple tools and spreadsheets. While these supported day-to-day operations, they limited visibility across the full client and associate lifecycle and made it difficult to consistently track engagement, manage opportunities, and measure performance. There was an opportunity to bring structure and clarity to how leads were captured, qualified, and progressed, while improving collaboration between marketing, sales, and associate engagement. At the same time, the solution needed to remain practical and intuitive for the team to adopt.

Our Approach

Scalable CRM Systems

LBX took a strategy-led approach, mapping CT Management Group’s full lifecycle from initial enquiry through to placement and ongoing engagement. This ensured the system was designed around how the business operates, rather than forcing processes into a generic CRM structure.

The implementation was delivered in phases, prioritising high-impact areas first while supporting team onboarding and long-term adoption.

Process

Sales & Lifecycle Mapping
We worked closely with CT Management Group to map their end-to-end sales and associate lifecycle, defining clear stages, handover points, and success criteria. This became the foundation for pipeline structure, automation, and reporting.

Custom CRM Architecture
Contacts, companies, and associates were structured using tailored segmentation and custom properties, enabling CT Management Group to track complex relationships across councils, not-for-profits, and associate networks with clarity.

Pipeline Design & Deal Management
Multiple pipelines were configured across sales, associate networks, and strategic alliances, ensuring each relationship type was managed with the appropriate structure, visibility, and progression logic. This gave CT Management Group clear oversight of opportunities, partnership development, and revenue forecasting, while supporting more targeted engagement across each growth channel.

Lead Scoring & Qualification
A dual-layered lead scoring model was implemented, combining fit scoring based on organisational relevance with engagement scoring based on behaviour and interaction. This enabled CT Management Group to prioritise high-value opportunities more effectively.

Workflow Automation
Automated workflows were developed across the lifecycle, including lead nurturing, internal notifications, task creation, and follow-up triggers. This reduced manual effort while ensuring consistency across the pipeline.

Website & Form Integration
The website was fully integrated with HubSpot, allowing enquiries to be automatically captured, segmented, and routed into the appropriate pipelines and workflows.

Email Templates & Nurture Frameworks
A suite of branded email templates and nurture sequences was developed to support consistent communication across marketing and sales activities.

Dashboards & Reporting
Custom dashboards were built to provide real-time visibility across marketing performance, pipeline health, associate activity, and conversion metrics.

Training & Enablement
Structured training sessions and supporting resources were delivered to ensure CT Management Group’s team could confidently adopt and evolve the system over time.

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The Outcome

A Scalable CRM For Sustained Growth

A fully integrated CRM ecosystem providing a single source of truth across marketing, sales, and associate engagement

100% of leads now captured, tracked, and segmented within a centralised system

Clear visibility across multiple pipelines and revenue channels, including sales, associate networks, and strategic alliances

Improved lead quality and prioritisation through structured fit and engagement scoring

Reduced manual workload through automation, freeing up the team to focus on higher-value activityMore consistent and scalable communication through integrated email templates and nurture journeys

Real-time reporting across campaigns, pipeline performance, and engagement metricsA scalable foundation to support future growth, campaigns, and service expansion

CT Management Group has a structured and measurable view of their full pipeline, enabling more informed decisions and consistent growth.

Creating a more targeted pipeline of qualified opportunities, rather than simply increasing enquiry volume.