Health Tech Consultant: 10X Pipeline
Pipeline jumped 10X, from 2 leads a month to 5 a week, with £25k+ LTV.
The before and after
Around 2 leads a month
Around 5 leads a week
Sparse and unpredictable
10X jump
Taking what came in
Approaching capacity, choosing who to take
The fuller story
A consultant who helps health tech companies prove their products work and get published evidence. Hugely respected by the people who knew him. The problem was that not enough of the right people knew him.
There were around 300 companies that really mattered. The goal was simple: every one of them should see his face every day and know exactly what he does.
By the time conferences came round, people walked up to him like they already knew him. It made him feel famous, and it set his business up for a huge 2026.
The situation
A specialist health tech consultant needed to reach clinical directors and funded health tech founders. A tight, hard-to-reach group. Lead flow was around 2 a month.
What we did
We built a diagnostic quiz funnel as the lead magnet. A/B tested LinkedIn Ads driving traffic to the quiz. Layered Thought Leader Ads in the weeks before sector conferences.
The result
From 2 leads a month to 5 a week. A 10X jump in pipeline. Average customer LTV of £25k+. The consultancy is now approaching capacity and choosing which clients to take.
Why it worked
James's read on what actually moved the numbers.
300 companies, seen every day
With a small market, you don't need more leads, you need every account to know you. High frequency on a tight list did exactly that.
A curiosity hook beats a credentials list
Leading with 'the secret expert' gets the click. The proof sits on the other side of it, where people are ready to read it.
Conferences got easier
People came up to him at events because they'd seen him for weeks. The ads did the warming up, so the conversations were about working together.
Who we targeted
Clinical directors and funded health tech founders. A tight, hard-to-reach group.
Thought Leader Ads in the weeks before sector conferences.
Creative angles
The 'Exposed' advertorial
The lead creative. A news-style ad that 'revealed' the secret expert the world's leading health tech startups turn to when they need to prove their products.
Why it worked: Curiosity plus authority. Nobody wants to miss what their competitors already know, so people clicked to find out who it was.
Build your own Exposed advertorial for your niche.
Build your exposé adDiagnostic quiz
A quick quiz showing companies where their evidence stands.
Why it worked: It gave a busy, senior audience a useful reason to engage, and told him who was ready to talk.
Thought leader ads into a newsletter
His own posts, promoted, guiding people to sign up to his newsletter.
Why it worked: Posts from a real person get far more attention than company ads, and a newsletter keeps him in their inbox between campaigns.
How to promote posts from your own profile so the right people see your face every day.
Read the thought leader ads guideConference frequency
High-frequency ads to pipeline and to attendees of the conferences he was travelling to and speaking at.
Why it worked: By the time he walked on stage, the room already knew his face and what he does.
How the funnel worked
- Step 1
LinkedIn Ads (A/B tested)
- Step 2
Diagnostic quiz
- Step 3
Lead
- Step 4
Consultancy engagement
What you can take from this
Small audiences need a reason to engage
A diagnostic quiz gave a narrow group something useful to do.
Use the calendar
Running Thought Leader Ads before conferences put the name in front of buyers before they met.
Volume follows fit
From 2 leads a month to 5 a week, with £25k+ average LTV.
Run this play yourself
Free guides, playbooks and tools covering the exact strategy and sector behind this case study.
How Thought Leader Ads work and when they beat company-page ads.
Read itPlaybookThe 2026 playbook for turning specialist expertise into a predictable pipeline.
Read itPlaybookThe week-by-week exhibitor playbook for owning a conference before it starts.
Read itRead nextHow to become the known name in a small niche without being an influencer.
Read itFree toolBuild your own 'Exposed' advertorial in minutes.
Read itGuideWhy a few hundred companies is enough when every one knows your name.
Read itWant a pipeline like this?
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