Case Study • Accounting

Achieving Digital Enablement Across Business Development and Sales Operations

CliftonLarsonAllen LLP (CLA) is seeing greater CRM adoption and productivity across their business development, sales, and marketing operations as a result of incorporating Introhive’s relationship intelligence into their daily workflows. Automating contact syncing and client meeting preparation has helped them develop mature sales processes and create efficiencies within daily workflows.

Introhive | clifton 1 | CliftonLarsonAllen LLP: Achieving Digital Enablement Across Business Development and Sales Operation

The Situation

CLA is a professional services firm and the eighth-largest accountancy firm in the United States, built to create opportunities for private businesses, public companies, governments, nonprofits, and the people who own and lead them.

CLA identified a need for better data automation in their sales and marketing operations and sought
detailed client information. They also faced low CRM adoption and were in the early stages of
establishing a strong sales function and processes. Their continued headcount growth made it difficult to
understand connections across the organization to coordinate relationships effectively. 

Goals

CLA set out to modernize its business development and sales operations by integrating digital enablement tools across teams.

  • Establish scalable, repeatable sales processes supported by accurate insights
  • Provide sales and marketing a unified view of client relationships and activity
  • Automate contact syncing and data enrichment to enhance CRM accuracy

MAPPED RELATIONSHIPS DELIVERABLES

  • Integrated dashboards for visibility into referrals and prospect engagement
  • Centralized relationship insights to identify new business opportunities
  • Pre‑meeting briefs to improve client preparedness and relevance
  • Automatic syncing and cleansing of client and prospect data

“It’s really important for us to be able to surface new and seamless revenue opportunities, especially as we expand our teams and grow the organization.”

Lani Gaba
Director of Enablement,
CLA

Introhive | clifton 1 | CliftonLarsonAllen LLP: Achieving Digital Enablement Across Business Development and Sales Operation
Introhive | Lani Gaba | CliftonLarsonAllen LLP: Achieving Digital Enablement Across Business Development and Sales Operation

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The solution

Automated CRM sync

  • Cleanse - Data Quality Management
  • Capture - Automated Activity Sync
  • Relationship Intelligence

Quick meeting prep

  • Client briefs, news, social media feeds
  • Relationship insights and connections
  • Meeting attendee profiles

Improved productivity

  • Saved time through workflow automation and email integration
  • Enabled collaboration by revealing shared relationships
  • Relationship insights and connections

Measurable business impact

CLA realized measurable improvements in efficiency, adoption, and outcomes after deploying Introhive:

Streamlined daily workflows for sales and business development teams

Increased CRM usage and technology enablement across client‑facing roles

Enhanced collaboration through shared, organization‑wide client visibility

“As part of my normal weekly cadence, I can see my top clients, prospects, and referral sources all in one centralized place. I can also see the last time other members of the team and I contacted them, making it a powerful tool to continuously develop seamless relationships across clients.”

Brendan Kurvers
Principal,
CLA

Introhive | clifton 1 | CliftonLarsonAllen LLP: Achieving Digital Enablement Across Business Development and Sales Operation
Brendan Kurvers, CLA headshot

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