Digital Pivot Kept Business Thriving
Adapting to Uncertainty with an Online Strategy
When COVID-19 restrictions brought face-to-face workshops to a halt, businesses relying on in-person interactions faced immediate disruption. For one leading employment relations consultancy, this meant a significant risk of financial loss and weakened client relationships.
To continue delivering value, they needed a fast, effective solution to keep engaging their audience—without in-person workshops. The answer? A rapid shift to digital marketing and online webinars that ensured seamless client communication and service delivery.
The Strategy at a Glance:
- Multi-channel awareness campaign—email & LinkedIn promotions
- Pivot to online webinars—keeping clients engaged remotely
- Rapid audience response—30 registrations within 10 minutes
- High engagement—85 total sign-ups, 72 live attendees
Online on the Frontline: Keeping Clients Engaged
For a consultancy whose expertise is sought nationwide, staying connected with clients wasn’t optional—it was essential. The challenge? Reaching clients regularly despite lockdown restrictions. A series of online webinars became the quickest, most effective way to replicate the value of face-to-face workshops. This approach didn’t just maintain business continuity—it expanded their reach, allowing their principal consultant to deliver high-value insights to a larger audience.
“We knew clients needed ongoing guidance. By launching a webinar series, we could keep the conversation going—helping businesses navigate change while fostering stronger relationships.”
Immediate Impact:
- First email sent—30 registrations within 10 minutes
- Total registrations for the first session—85
- Live attendees—72 (87% attendance rate)
“We were gobsmacked at how quickly the webinar filled up. We expected a two-thirds turnout—but 87% of registrants joined live!”
Strategic Content Planning: Delivering Value in 45 Minutes
Expanding to a larger audience required rethinking content structure to maximise impact. A full-day workshop wouldn’t translate effectively online, so sessions needed to be:
- Short & focused—45-minute sessions for high engagement
- Industry-relevant—addressing real-time challenges
- Interactive & valuable—offering practical, actionable insights
“A half-day in-person session wouldn’t work in this format. Keeping it sharp, relevant, and accessible meant businesses could absorb insights efficiently.”
By addressing current industry challenges and facilitating discussions around how businesses were adapting, the webinars provided a valuable space for collaboration and learning.
Beyond the Crisis: A New Approach to Business Growth
The success of the webinar series was immediate—within minutes of the first session, they received
- Multiple thank-you emails from attendees
- A confirmed service agreement from a new client
- Increased engagement, opening new business opportunities
“A client we had been in discussions with for months attended our first webinar—and immediately secured their contract with us. That was a huge confidence boost.”
What started as a response to a crisis has now become a permanent part of their marketing strategy. They’re integrating webinars into their annual events, creating a hybrid model that blends:
- Face-to-face discussions for in-depth engagement
- Online forums to reach broader audiences
“Webinars haven’t replaced face-to-face interactions—they’ve extended our reach. We’re now in a stronger position to support businesses both traditionally and digitally.”
The Takeaway: Digital Adaptation for Long-Term Success
The ability to pivot quickly in times of uncertainty is what separates businesses that survive from those that thrive. By embracing digital-first solutions, this consultancy strengthened client relationships, expanded its reach, and secured new business—despite physical restrictions.
Is your business ready for a digital pivot? Let’s make it happen.
