As a consulting team of 20-50 professionals, managing multiple clients, projects, and deadlines can be challenging as your practice grows. A Customer Relationship Management (CRM) system designed for mid-sized consulting teams can help you stay organized by tracking client interactions, managing project timelines, and automating follow-ups—all from one centralized platform.

A Customer Relationship Management (CRM) system designed for mid-sized consulting teams can help you stay organized by tracking client interactions, managing project timelines, and automating follow-ups—all from one centralized platform.

With the right CRM, you can streamline your team's workflow, improve client communication, and focus more on delivering value to your clients while maintaining coordination across your growing team.
In this blog post, we'll explore the best CRM options for consulting teams like yours, highlighting tools that will help you manage your clients more effectively and scale your consulting business while keeping your team of 20-50 consultants aligned and productive.

Why you need a CRM

As a consulting team of 20-50 people, you're busy managing complex client relationships and internal operational processes across multiple team members. The right CRM system can help you streamline your operations, coordinate team activities, manage client relationships effectively, and drive business growth at scale.

Challenges without a CRM

Managing a mid-sized consulting business without a CRM can lead to numerous challenges that become amplified with team growth.

• Disorganization: Difficulty in tracking client interactions and consultant activities across 20-50 team members.
• Missed opportunities: Inability to follow up on leads and prospects effectively when multiple team members are involved.
• Inefficient processes: Manual data entry and fragmented workflows that don't scale with team size.
• Lack of insight: Limited visibility into team performance and client satisfaction across your growing consulting practice.
• Inconsistent communication: Uncoordinated messaging across team members leading to client confusion and duplicated efforts.

Benefits of a CRM

Fortunately, the right CRM can help you address these challenges and provide more benefits for your growing consulting team.

• Centralized information: All client and team data in one place for easy access across your 20-50 person team.
• Enhanced efficiency: Automated processes and streamlined workflows that scale with your team growth.
• Improved customer relationships: Personalized interactions and timely follow-ups coordinated across team members.
• Better decision-making: Data-driven insights and analytics for mid-sized consulting teams.
• Increased sales: More effective lead management and conversion tracking across multiple consultants.
• Consistent communication: Coordinated messaging across your entire consulting team.

How to boost your consultants' efficiency with a CRM

There are a few ways a CRM can help you with your operational efficiency as a mid-sized consulting team, and to support your everyday workflow across 20-50 professionals. Below we've rounded up the top use cases for one.

1. Map your process

Defining and tracking the stages of your consulting process is crucial for seamless operations across a team of 20-50 consultants. A CRM tailored for mid-sized consulting teams allows you to create customized pipelines that reflect your unique workflow and can be standardized across all team members. This ensures that every step, from initial contact to project completion, is meticulously documented and easily accessible to any team member who needs to take over or collaborate.

2. Lead qualification

Assessing and qualifying leads is essential for maximizing your consulting efforts across multiple team members. Utilize CRM tools designed for consulting teams to score leads based on predefined criteria such as industry, budget, and decision-making authority. This helps prioritize high-potential clients and allocate your 20-50 person team's resources more effectively, ensuring the right consultants are matched with the right opportunities.

3. Outreach and follow-up

Automating outreach and follow-up activities can save your consulting team significant time and effort while maintaining consistency. Implement automated email and LinkedIn campaigns through your CRM to maintain consistent communication with leads and clients across all team members. Personalized templates and scheduled follow-ups ensure no opportunity slips through the cracks, even when managing hundreds of client relationships across your team.

4. Nurture existing client relationships

Effective strategies for following-up at the right time is game changing for mid-sized consulting teams. A CRM designed for consulting teams of 20-50 people allows you to segment your client base and tailor marketing efforts accordingly while maintaining team coordination. Use data-driven insights to identify opportunities for additional services across your client portfolio, enhancing client satisfaction and increasing revenue per consultant.

How to evaluate and choose a CRM

With a lot of CRMs to choose from, it can feel overwhelming for consulting teams of 20-50 people if you're unsure where to start. To help you with your decision making process, we suggest using the following tips as a foundation and making changes to them according to your specific requirements as a growing consulting practice.

1. Define your requirements

Before you start shortlisting what CRMs you want to try, it's important to identify the key features that will streamline your operations and enhance client relationships across your 20-50 person team. Look for functionalities such as contact management, project tracking, team collaboration tools, and automated follow-ups. Ensure the CRM can integrate with tools you already use, like email marketing software and calendar apps, to create a seamless workflow that scales with your consulting team size.

Key features of a CRM for consultants

• Automated processes: Streamlines tasks by automating repetitive workflows across your consulting team.
• Contact enrichment: Automatically finds client email addresses and contact information, enhancing efficiency for busy consulting teams.
• Structured pipeline: Tracks clients through defined stages, ensuring process clarity and effectiveness across all team members.
• Email sequences: Increases communication efficiency with follow-up templates and automated sequences that maintain consistency across your team.
• LinkedIn connection: Seamlessly imports prospects from LinkedIn and tracks conversations within the CRM for team-wide visibility.
• Reporting & forecasting: Provides essential data analysis and predictive insights for better planning across your consulting practice.

2. Budget considerations

While selecting a CRM for your 20-50 person consulting team, balance the cost against the potential return on investment. Affordable CRM solutions for mid-sized consulting teams should offer essential features without breaking the bank while providing the scalability your growing practice needs. Consider the scalability of the CRM, ensuring it can grow with your consulting business as you expand beyond 50 team members. Look for options that offer flexible pricing plans, so you only pay for what you need as your team grows.

3. Selection process

Choosing the right CRM vendor for your consulting team involves thorough research. Start by reading reviews and testimonials from other mid-sized consulting firms with similar team sizes. Request demos or trial versions to get a hands-on experience with multiple team members. Evaluate the vendor's customer support and training resources, as these can be invaluable when getting your team of 20-50 consultants up to speed efficiently.

4. Get a demo

Once you have shortlisted a few CRM platforms suitable for consulting teams of 20-50 people, take advantage of free trials to evaluate their compatibility and effectiveness. Compare features, ease of use, and customer support with your team's specific needs in mind. Gather feedback from multiple team members to ensure the CRM meets everyone's needs and can handle your team's workflow complexity. Make your final decision based on which platform offers the best combination of features, support, and value for your mid-sized consulting business. Get started with a demo of folk to see how it can streamline your consulting operations across your entire team.

👉🏼 Try folk now to organize your team's pipelines and reminders in one place

3 tips for implementing a CRM

At this stage, it's time to get excited to fully personalize your brand new CRM for your consulting team of 20-50 people. To help you make the most of your implementation stage across your entire team – we suggest keeping the following tips front of mind.

1. Import your data in your new CRM

Transitioning to a new CRM requires importing your existing data seamlessly across all team members' databases. Most CRMs allow you to export your data as CSV files from your current system. Ensuring a smooth data import process minimizes disruptions and helps maintain continuity in your consulting business while your team of 20-50 consultants adapts to the new system. This way, you won't have to add things manually across multiple team databases.

2. Create your first pipeline

Setting up your first pipeline is a critical step for consulting teams of 20-50 people. Design your pipeline with stages that reflect your consulting workflow, such as "Initial Contact," "Needs Analysis," "Proposal Sent," and "Project Onboarding." Tailoring these stages to your specific processes ensures that your CRM aligns with your operational needs, making it easier to track progress and manage client relationships effectively across all team members.

3. Onboard your team

Effective CRM implementation involves getting your entire team of 20-50 consultants on board. Provide comprehensive training sessions to ensure everyone understands how to use the new system effectively. Highlight features that will enhance their daily tasks and demonstrate how the CRM can improve client management and project tracking for the entire team. A well-trained team will maximize the benefits of your CRM, leading to increased efficiency and better client outcomes across your consulting practice.

The 5 best CRMs for consultants

1. folk

folk is the ideal modern CRM platform for consulting teams of 20-50 people, offering customizable pipelines, AI-driven tools, and integrations that perfectly scale with mid-sized consulting practices for enhanced deal management and prospecting across your entire team.

Key features

• Contact enrichment: Automatically enriches contact details by finding emails and LinkedIn URLs, enabling efficient outreach across your consulting team without manual data entry or additional costs for email services.
• Contact management and sync: Bring all your contacts from multiple inboxes and social media accounts such as Instagram, X, and more together in one place accessible to your entire team.
• Sales cycle and pipeline management: Manage leads and keep an eye on your sales cycle without having to switch context. Use custom segments to keep your team of 20-50 consultants organized and aligned.
• Notes and reminders: Create notes collaboratively and assign reminders to colleagues so the right person can follow-up when the time comes across your consulting team.
• folk on the go: Take folk with you on your iOS or Android phone, or tablet. View contacts, create notes, and more with a fully responsive app perfect for consulting teams working remotely.
• LinkedIn integration: Seamlessly import contacts from LinkedIn and Sales Navigator to leverage your network in folk, and use templates for quicker, streamlined communication across your team.
• Mail merge and email sequences: Full email sync compatible with Gmail and Outlook with access to templates, and tracking features, enabling users to manage all communications directly from the CRM with team visibility.
• AI-powered features: AI tools assist in managing contacts and relationships, automating routine tasks, and suggesting actions to improve productivity across your consulting team.
• Integrations: folk integrates seamlessly with over 6,000 apps, including Gmail, Zapier, and Make, allowing consulting teams to centralize their workflow and reduce manual data entry.

Pros

• Ease of use: folk is praised for its intuitive interface, making it accessible even to non-technical team members with quick onboarding across your entire 20-50 person consulting team and a minimal learning curve.
• All-in-one: folk streamlines your consulting team's workflow by allowing you to import contacts from LinkedIn, automatically find their emails, reach out through customizable email sequences, and track interactions in a pipeline, eliminating the need for multiple tools and saving time and money for mid-sized teams.
• LinkedIn integration: Seamlessly import contacts from LinkedIn, track conversations within folk, and use templates for quicker, streamlined communication perfect for consulting teams doing business development.
• Full personalization Custom fields, pipelines, dashboards, automation and workflows that can be tailored to your consulting team's specific processes.
• Permissions control: Have control over what each user views and can edit, essential for managing teams of 20-50 consultants with different access needs.
• Integrations: folk integrates seamlessly with over 6,000 apps, including Gmail, Zapier, and Make, allowing consulting teams to centralize their workflow and reduce manual data entry across the organization.

Cons

• Reporting and analytics: folk provides advanced pipeline and deal-stage analytics, weighted forecasting, performance breakdowns by owner, channel, industry, region, or any custom field, and revenue insights via configurable dashboards.

Price and plans

You can try folk for free with a 14-day free trial, perfect for testing with your consulting team. After that, a monthly or annual subscription plan is as follows

• Standard: $20 per user, per month.
• Premium: $40 per user, per month.
• Custom: Starts from $60 per user, per month.

2. HubSpot

HubSpot CRM is a comprehensive platform offering integrated tools for managing sales, marketing, customer service, and operations, though it can be complex and expensive for mid-sized consulting teams.

Key features

• Marketing Hub: Includes email marketing, ad tracking, landing pages, and lead generation tools, essential for capturing and nurturing leads for larger consulting teams.
• Sales Hub: Provides deal tracking, pipeline management, sales automation, and reporting, which are crucial for managing client relationships and closing deals across teams.
• Lead scoring: Prioritize leads with predictive scoring to improve sales efficiency and focus on high-potential clients across your consulting practice.
• Service Hub: Offers customer service tools like ticketing, live chat, and knowledge bases, ensuring excellent post-sale support and client satisfaction.
• Operations Hub: Syncs and automates business processes across different systems, streamlining operations and saving valuable time for busy consulting teams.

Pros

• User-friendly interface: The intuitive design makes it accessible for consulting teams to navigate and utilize the CRM effectively.
• Comprehensive free plan: A robust free version includes essential CRM features, though limited for teams of 20-50 people.
• Seamless integration with marketing tools: Integrates smoothly with marketing, sales, and service hubs, creating a unified platform for managing client relationships.
• Automation capabilities: Powerful automation tools for tasks like email marketing and lead nurturing save time and enhance productivity.
• Customizable dashboard and reports: Create tailored dashboards and reports to track key metrics and gain insights into client interactions and business performance.

Cons

• High cost at higher tiers: Pricing can become expensive as you move to higher tiers, which can be prohibitive for consulting teams of 20-50 people ($450+ per user monthly).
• Limited customization in free plan: Free and lower-tier plans have limited customization options, which can restrict flexibility for growing consulting businesses.
• Email marketing limits: The free plan restricts the number of emails you can send, which can be a drawback for consultants with larger client lists.
• Complexity in advanced features: Some advanced features have a steep learning curve, requiring additional training for effective use across larger teams.
• Additional costs for add-ons: Many useful features come as paid add-ons, significantly increasing the overall cost for comprehensive functionality.

Price and plans

HubSpot's CRM suite on an annual subscription is as follows.

• Starter: $15 per user, per month.
• Professional: $450 per user, per month.
• Enterprise: $1,500 per user, per month.

3. Salesforce

Salesforce is a robust CRM platform designed for large enterprises, offering extensive tools but often overly complex and expensive for consulting teams of 20-50 people.

Key features

• Customization and scalability: Salesforce is highly customizable, allowing consulting teams to tailor the platform to their specific needs, though often requiring technical expertise for mid-sized teams.
• Advanced analytics and reporting: Salesforce offers powerful analytics tools that provide valuable insights into client data, helping consulting teams make informed decisions and optimize their strategies.
• Mobile accessibility: With a robust mobile app, consultants can manage their CRM on the go, ensuring they have access to critical client information anytime, anywhere.
• Integration capabilities: Salesforce integrates with a wide range of third-party applications, enabling seamless data flow and enhancing productivity for consulting teams.
• AI integration: Salesforce Einstein provides AI-driven insights and automation, helping consultants identify opportunities and improve client engagement.

Pros

• Comprehensive feature set: Salesforce offers a wide range of features covering sales, service, and marketing, making it a powerful tool for managing client relationships.
• Highly customizable: The platform can be tailored to meet the specific needs of consultants, allowing for custom fields, objects, and workflows.
• Scalability: Salesforce is suitable for consulting businesses of all sizes, from solo consultants to large firms, with the ability to scale as your business grows.
• Advanced analytics and reporting: The platform provides deep insights into client data, helping consultants make data-driven decisions.
• Strong community and support network: Salesforce has a large, active user community and extensive support resources, including forums, tutorials, and expert consultations.

Cons

• High cost: Salesforce can be extremely expensive for consulting teams of 20-50 people, with high licensing fees and additional costs for customization.
• Steep learning curve: The extensive feature set and complexity of Salesforce may require significant time and training for consulting teams to become proficient.
• Complex setup and customization: Initial setup and customization can be challenging and often require expert help, adding to the overall cost.
• Overwhelming for mid-sized teams: The robust features of Salesforce may be overkill for consulting teams of 20-50 people, leading to underutilization of the platform's capabilities.
• Integration complexity: While Salesforce offers extensive integration capabilities, integrating it with third-party applications can be complex and require technical expertise.

4. Pipedrive

Pipedrive is a web-based CRM focused on sales pipeline management for small to medium businesses, though it lacks some advanced features needed by growing consulting teams.

Key features

• Lead and deal management: Centralized tools to manage leads and customer data, interactions, and sales pipelines, helping consulting teams act quickly on opportunities.
• Sales automation: Workflow automation to handle repetitive tasks, such as lead routing, follow-ups, and email sequences, allowing consultants to focus on closing deals.
• Email integration: Full email sync, templates, and tracking features, enabling consultants to manage all communications directly from the CRM.
• Advanced reporting and analytics: Real-time data analytics and custom reporting tools to track sales performance, forecast revenue, and gain actionable insights.
• Customization and security: Options to customize pipelines, fields, and user permissions, with robust security measures to protect client data.

Pros

• User-friendly interface: Known for its intuitive and visually appealing interface, making it easy for consulting teams to navigate and manage their sales pipelines.
• Sales pipeline focus: Specifically designed for managing sales pipelines, offering a visual approach that helps consultants track deals and activities effectively.
• Customization: Allows for a reasonable degree of customization, enabling consulting teams to tailor the platform to their specific processes with custom fields and workflows.
• Affordability: Offers competitive pricing, making it accessible to small and medium-sized consulting businesses without sacrificing essential CRM features.
• Automation features: Includes automation tools that help streamline repetitive tasks, such as sending follow-up emails and moving deals through the pipeline, saving time and boosting productivity.

Cons

• Limited advanced features: Lacks some of the more advanced CRM features, such as extensive marketing automation and AI capabilities, which are increasingly important for consulting teams of 20-50 people.
• Basic reporting in lower tiers: The reporting and analytics features in the basic plans are somewhat limited, requiring upgrades to access more in-depth insights needed by larger teams.
• No built-in email marketing: Does not include built-in email marketing features, requiring users to integrate with third-party email tools for such functionality.
• Limited customer support hours: Customer support is not available 24/7, which can be inconvenient for consulting teams operating across different time zones.
• Price increases with add-ons: The cost can increase quickly when additional features or integrations are added, making it less cost-effective for growing consulting firms.

Price and plans

Pipedrive's annual subscription plan basis is as follows.

• Essential plan: Starts from $24 per user, per month.
• Advanced plan: Starts from $44 per user, per month.
• Power plan: Starts from $79 per user, per month.
• Enterprise plan: Starts from $129 per user, per month.

5. Zoho

Zoho is a CRM system with a strong sales focus offering journey orchestration, sales process management, and workflow automation, though it can be complex to set up and manage for mid-sized consulting teams.

Key features

• Sales automation: Automates sales tasks like lead management, deal tracking, and follow-up actions across consulting teams.
• Customizable dashboards and reports: Allows users to create and customize dashboards and reports for in-depth analytics across team activities.
• Multi-channel communication: Integrates with email, phone, social media, and live chat to manage customer interactions from multiple touchpoints.
• Lead and contact management: Manages customer information, tracks interactions, and segments contacts for targeted campaigns across consulting practices.
• Workflow automation: Automates routine tasks and processes to improve efficiency and reduce manual effort for busy consulting teams.

Pros

• Affordability: Zoho CRM offers competitive pricing with various tiers, making it accessible to small and medium-sized consulting businesses as well as larger enterprises.
• Customization: Extensive customization options allow consulting businesses to tailor the CRM to their specific needs, including custom fields, modules, and workflows.
• Integration with Zoho suite: Seamless integration with other Zoho products (like Zoho Books, Zoho Projects, and Zoho Campaigns) creates a comprehensive ecosystem for managing different business functions.
• Multi-channel communication: Zoho CRM supports email, phone, social media, and live chat, enabling consulting teams to manage all customer interactions from a single platform.
• AI-powered features: Zia, the AI assistant, provides intelligent insights, predictive analytics, and task automation, helping to improve sales and marketing efficiency.

Cons

• Steep learning curve: The extensive customization options can be overwhelming for consulting teams, requiring a significant time investment to master the platform across 20-50 users.
• Complex setup: Initial setup and configuration can be complex, particularly for consulting businesses without technical expertise or dedicated IT resources.
• User interface: Some users find the interface to be outdated or cluttered compared to other modern CRM platforms like folk, which can affect usability across larger teams.
• Performance issues: Occasional reports of slow performance, especially with large datasets or complex operations, can hinder productivity for active consulting teams.
• Limited third-party integrations: While Zoho integrates well with its own suite of products, integration with third-party applications can be limited or require additional effort.

Price and plans

Zoho's free plan is limited to three users. After that, if you're after more features or seats an annual subscription plan is as follows.

• Standard: $20 per user, per month.
• Professional: $35 per user, per month.
• Enterprise: $50 per user, per month.

Conclusion

Choosing the best CRM for your consulting team of 20-50 people is a strategic decision that can significantly impact your efficiency, client relationships, and overall growth. While each platform offers unique benefits, folk CRM stands out as the ideal solution for mid-sized consulting teams. With its intuitive interface, seamless LinkedIn integration, powerful automation, and affordable pricing that scales perfectly with teams of 20-50 consultants, folk provides the right balance of functionality and ease of use. Unlike the complexity of Salesforce, the high costs of HubSpot's advanced tiers, or the limitations of other platforms, folk CRM delivers exactly what growing consulting practices need without the overhead. Streamline your operations and enhance your client management today by choosing folk as your CRM solution. Try folk for free here.

👉🏼 Try folk now to never miss a follow-up across your 20-50 person consulting team

Need a helping hand? Use our free tool to find your perfect CRM match.

FAQ

Which CRM is best for consulting teams of 20–50?

Top options include folk, HubSpot, Salesforce, Pipedrive, and Zoho. Choose based on customizable pipelines, automation, LinkedIn capture, reporting, ease of use, and price. For growing teams, simplicity and permissions are key.

What features should a CRM for consultants have?

Must-haves: contact and account management, customizable pipelines, email sequences, LinkedIn capture, reminders, permissions, reporting and forecasting, plus integrations with Gmail/Outlook, calendars, and automation tools.

How much does a CRM cost for a 20–50 person team?

Expect $20–$60 per user/month for mid-market tools; advanced suites can exceed $450 per user. Example: folk $20–$40/user/month with a trial. Total cost depends on seats, add-ons, and billing cycle.

How do you implement a CRM for a consulting team?

Define stages, import contacts, build a shared pipeline, set automations and reminders, integrate email and calendar, then train the team and refine dashboards after a short pilot. Assign owners and permissions to keep handoffs clear.