Situation: PE-backed advisory firm serving early-stage biotechs across capital raising, fractional CFO, HR, and regulatory strategy. Strong brand with an active content program generating white paper leads, but no mechanism to convert that spend into actual pipeline.

Problem: Marketing was producing leads but nothing was converting awareness into meetings or deals. Managing Directors were responsible for bringing in new clients but were too busy serving existing ones to run outbound consistently. Ad spend with no tangible ROI and no one working the leads the content was generating.

What HBG Did: Ran a dual approach: warm follow-up on white paper downloads plus cold outbound directly to early-stage biotech CEOs. HBG's BDR became an extension of the Danforth team, triaging opportunities to the right Managing Director based on whether the need was capital raising, fractional CFO, HR, or regulatory. Engagement has been running 12+ months.