Launching and growing Harba Solutions
Harba Solutions is a scientific staffing firm based in Indianapolis, Boston and Tampa servicing the Life Science markets in the U.S. In just two full years of working with Birkby Bridge, Harba has grown from a start-up to over 25 in headcount and recorded $3.7M NFI in 2023.
The Brief
Harba was launched in late 2021 as a start-up and required Birkby Bridge’s marketing function to set them up with a unique brand which would cut through the noise of their competitors and position Harba as specialists within the Life Science space. Their recruitment model would see them placing high levels of skilled contractors at speed so establishing ready to go talent pools within niche scientific verticals was key.
The Solutions
Website & Brand
Through market research and understanding the vision for Harba the decision was made to make the brand look and feel more like a Life Science business than a staffing business. We were early adopters of AI generated imagery and used AI to build out abstract scientific images that were unique to Harba.
SEO was a particular consideration so we upskilled the entire business on how to optimse job adverts and put in processes for the sales team that still run today to ensure optimzed jobs are regularly added.
The Outcome: From Jan 2024 to Dec 2024 the website has generated $476,000 worth of revenue for Harba.
CRM Enablement
Harba’s unique value proposition lies in its ability to swiftly supply niche scientific contractors. To achieve this, Birkby Bridge implemented vertical-specific talent pools and mandatory fields and tags to allow for segmentation and personalisation. Weekly audits were also set up to ensure data accuracy and completeness.
A database-first culture was established with highly effective email workflows nurturing and converting candidates on the database using highly targeted and relevant content. To ensure this culture remained in place long term, Birkby Bridge created an onboarding training plan that also contributed to an increased speed to competency.
The Outcome: From Jan 2024 to Dec 2024 the CRM has sourced 26% of placed candidates.
Account Based Marketing
Being a start-up meant new business development was critical for Harba and Birkby Bridge had to add value in this area so Account Based Marketing (ABM) was introduced.
Our strategic approach involved shortlisting new target clients and identifying existing clients for potential expansion. This was a collaborative effort between marketing and sales teams, who meticulously mapped out key hiring managers using a range of tools.
The strategy was simple. Drown the hiring managers in value they can’t find anywhere else and sell when the timing is right. Marketing took the lead in creating quarterly insight reports, social assets and email nurture workflows. Buying signals were reported back to sales in the form of lead scores as hiring managers engaged with the content or researched Harba.
The Outcome: ABM won a client for Harba that generated $350,000+ with more jobs to fill.
You have the sales strategy, and we have the marketing function.
So let's put them together.