The challenge
For more than 30 years, this multifamily construction and development company has specialized in housing projects that range from large-scale new builds to renovations and redevelopment. Known for their philosophy of “thinking like owners, not just contractors,” their team serves developers, municipalities, property managers, and investors across multiple states.
But while their field operations ran smoothly, their sales and marketing efforts told a different story. Behind the scenes, they were weighed down by:
- Disconnected systems: Their stack included ACT, WordPress, and Constant Contact, none of which worked together. Sales and marketing relied on manual processes that made it hard to get a single view of deals or contacts.
- A difficult data migration: Years of historical records sat in ACT. Migrating phone numbers, notes, and histories to HubSpot became a technical challenge that risked slowing down their adoption.
- No clear marketing and reporting strategy: Their immediate goal was to get the sales team up and running. But without a plan for lead generation, campaign tracking, or reporting, the long-term potential of their HubSpot investment was limited.
This construction firm needed more than just a CRM installation—they needed a foundation for growth.
The solution
The approach centered on hands-on, project-based onboarding. Instead of simply setting things up for them, our consultant guided their team through building their own systems—ensuring they understood the “why” behind each step.
Strategic CRM setup
A custom sales pipeline was designed in HubSpot, built around customer-centric deal stages. A new “deal type” property was introduced to differentiate internal projects from external ones—providing better segmentation and clarity for reporting.
Smarter forms and automation
Outdated WordPress forms were replaced with HubSpot forms, enabling automated lead capture and follow-up. Templates, snippets, and workflows were introduced to help standardize communication and reduce repetitive tasks.
Data governance and reporting
Instead of letting HubSpot fill with clutter, we trained their team on creating active lists and maintaining clean data. Reporting dashboards were introduced for both company-wide insights and individual sales rep performance, giving leadership the visibility they’d been missing.
The results
- A centralized sales hub: Their team now manages the full lifecycle—from prospecting through post-sale handoff—in one place. The new pipeline and “deal type” property gave them the segmentation they needed.
- Better data management and visibility: Clean, segmented lists and real-time dashboards gave leadership the insights to make confident, data-driven decisions.
- An empowered team with a roadmap forward: Instead of being dependent on consultants, their team gained the skills to manage their own HubSpot environment. They left onboarding with a clear roadmap that included advanced features like SEO, blogging, and campaign management.
Why it matters
In construction, margins and timelines leave little room for inefficiency. By transforming their disjointed tech stack into a unified HubSpot-powered system, this firm positioned themselves to scale smarter—not harder.
Their onboarding wasn’t just about fixing a CRM problem. It was about creating clarity, empowering their sales team, and laying the groundwork for stronger marketing and growth in the years to come.
For a company that builds communities brick by brick, it was the digital foundation they needed to build their own.
