Case Study

From Referrals to a Global Inbound Engine

Challenge / Objective

Walking the Talk relied almost entirely on client referrals, limiting geographic reach and creating an unpredictable pipeline. To scale, the firm needed a repeatable inbound engine that would attract senior executives worldwide, deliver predictable demand, and diversify growth beyond personal networks.

Workstreams

  • Designed SEO strategy targeting culture transformation search intent.

  • Launched gated reports, webinars, and white papers with HubSpot nurture flows.

  • Built internal processes for consultants to co-create content.

Results

  • Generated €3.5m in pipeline from organic search in under two years.

  • Inbound enquiries represented 40% of new business by 2020.

  • Secured top-3 Google rankings for key culture-related keywords.

Bottom Line

This project shifted Walking the Talk from referral-only growth into a digital-first consultancy with scalable demand generation. It demonstrated how content and SEO can turn boutique consulting firms into global lead magnets.