Lead Pipeline Built for Complex Recruitment Deals

Eastward Partners is a retained executive-search and human-capital advisory firm in New York. They serve private equity, corporate finance, and professional-services clients.

Their sales team handled leads manually, without a structured pipeline, while deal values were hard to calculate due to complex recruitment fee structures.

1) No structured pre-sales or lead pipeline

There was no centralized process for tracking and qualifying leads, making it difficult to understand what was in progress and what required action.

2) Inaccurate sales forecasting

Sales reps often missed key information needed to calculate deal value and probability, leading to inaccurate forecasting beyond just pipeline stages.

3) Unclear deal value and contract structure

Complex recruitment contracts made it hard to consistently calculate deal value, limiting visibility into both pipeline quality and expected revenue.

4) No visibility into pipeline health or cash flow

Management lacked a clear view of current pipeline value, expected invoices, and upcoming revenue.

1) Lead Pipeline (Sales Workspace) in HubSpot

We implemented a dedicated Pre-Sales / Sales lead pipeline in HubSpot, giving the team a clear structure for lead tracking and qualification.

2) Automated lead creation

Leads were automatically created via workflows, ensuring consistent entry into the pipeline without manual effort

3) Standardized deal value calculation

We built custom deal properties and mandatory fields to structure recruitment contracts and calculate deal value consistently, improving deal probability accuracy and revenue visibility.

4) Management reporting 

We created reports and dashboards to give managers visibility into pipeline status, deal values, and upcoming invoicing.