A pest-management + lawn-care specialist accounting firm doubled annual revenue 3 years running, generated 300+ MQLs/month, and doubled market share via Salesforce CRM and video-led nurture.
PCO Bookkeepers is a 20-year-old accounting services firm specializing in the pest management and lawn care industries. Offering retainer-based accounting, bookkeeping, and tax advisory, they work with over 200 companies nationwide. Alongside their M&A division, PCO M&A Specialists, they serve as a leader in industry-specific financial services.
By 2019, PCO's sales had stayed flat for three years. Despite content marketing, conferences, and thought leadership, results fell short. Issues: inconsistent lead nurturing, limited CRM/automation, and scattered campaigns. Only part-time marketing setup with no real returns.
Founder Dan Gordon recognized the need for a modern, predictable lead-generation and nurture system.
We migrated the database into Salesforce and created a multi-campaign awareness/nurture engine. We leveraged existing content, introduced 12 educational videos to scale buyer education, and created detailed nurturing drip campaigns. Automated workflows aligned with sales development.
PCO Bookkeepers shifted from struggling-with-flat to doubling revenue 3 consecutive years — strong client acquisition, scalable marketing engine, and predictable scaling mode.