In short
We worked with the company almost from day one, and in just under five years we took client acquisition to scale: from March 2025 it was getting 3,300–4,800 leads and up to 211 signed contracts a month, and the sales team grew from 1–2 to more than 10 managers. The ad budget grew 2.8× in 2025 without any drop in returns. In autumn 2025, every hryvnia spent on ads brought UAH 3.25 in contracts signed from ad leads, compared with UAH 1.99 a year earlier.
Starting point
We started working together in summer 2021, when the company was just entering the market. The sales team had 1–2 managers and there was no client acquisition system. The goal was to build a steady flow of bankruptcy leads across Ukraine and scale it while keeping the ads profitable.
In February 2022, when the full-scale war began, advertising had to be almost completely stopped: in April 2022 the budget was UAH 6.3k, compared with UAH 120k in February. After that, acquisition was rebuilt step by step, and in January–May 2023 the company was again getting 1,300–1,800 leads a month.
What we did
- Completely rebuilt the website: design, copy and conversion elements.
- Launched and ran more than 10 traffic sources: search, social and video ads, messaging campaigns, SEO, social media and Telegram channels.
- Worked on GEO (optimisation for AI search), so the company would be found and recommended by ChatGPT, Gemini and other AI assistants.
- Set up a partnership with a large CPA network as a separate lead channel.
- PR: publications and partnerships with national media, including exclusive special projects with Ukraine’s largest publication.
- Built social media funnels and quizzes to collect leads, and connected a chatbot.
- Kept refreshing creatives and campaigns, testing new ads and audiences.
- Matched the client’s CRM data with ad spend for every channel, from lead to signed contract.
- Ran weekly plan vs. actual reporting for every channel: leads, cost per lead, deals, signed contracts, cost per client and return on ad spend. We used these reports to reallocate the budget between channels.
Results
Scale without losing returns: 2024 and 2025
| Metric | 2024 | 2025 | Change |
|---|---|---|---|
| Ad budget, UAH | 2,738,829 | 7,593,311 | ×2.8 |
| Leads from all channels | 23,417 | 41,271 | ×1.8 |
| Signed contracts | 464 | 1,676 | ×3.6 |
| Value of signed contracts, UAH | 13,517,000 | 37,105,100 | ×2.7 |
| Contract value per UAH 1 of ads | UAH 4.94 | UAH 4.89 | unchanged |
The budget grew 2.8×, while contract value per hryvnia of ads stayed the same. Leads grew 1.8× and contracts 3.6×: the share of leads that ended in a contract grew from 2.0% to 4.1%.
Return on paid channels: autumn 2024 and autumn 2025
| September–November | 2024 | 2025 | Change |
|---|---|---|---|
| Ad budget, UAH | 966,224 (≈ €21.5k) | 2,156,750 (≈ €44.7k) | +123% |
| Contracts from ads | 59 | 292 | ×4.9 |
| Value of contracts from ads, UAH | 1,927,000 (≈ €42.9k) | 7,004,200 (≈ €145.2k) | +263% |
| Contract value per UAH 1 of ads | UAH 1.99 | UAH 3.25 | +63% |
Contract value from paid channels grew twice as fast as the ad budget.
Highlights
- More than 130,000 leads over the whole period of our work together.
- Record month, October 2025: 211 signed contracts worth UAH 4.72m (≈ €97.9k) on an ad budget of UAH 726k.
- Last full month of our work together, April 2026: 3,610 leads from ads and 122 contracts worth UAH 2.43m (≈ €47.4k) on a budget of UAH 791k, i.e. UAH 3.08 in contracts for every hryvnia of ads.
- The client’s sales team grew from 1–2 to more than 10 managers.
- The company grew from 1 to 6 practice areas, and we launched client acquisition for each new one.
Testimonial
“To everyone reading this, I sincerely recommend Lasha Hoduadze as a serious, honest and responsible marketer. I’ve been working with Lasha for more than four years, and in all that time there hasn’t been a single problem. Every hypothesis is tested quickly, and the best solutions are always chosen with the time, place and circumstances in mind.”
Head of the law firm, client since 2021 (translated from Ukrainian)
How we calculated
- Source: the weekly plan vs. actual reports we kept for the whole period, and the client’s CRM data. Monthly figures come from the monthly report.
- The value of signed contracts is the total of contracts clients signed in a month. Services are paid in instalments, so it isn’t the same as the money received that month.
- We count signed contracts from the CRM starting in August 2023; before that, tracking was by leads.
- The “2024 and 2025” table: leads, contracts and amounts from all channels; the budget covers ads only. December 2025 data runs to around 21 December.
- The “Autumn” table: paid channels only, contracts and amounts the CRM attributed to ads.
- Percentages are calculated in hryvnias. Euro equivalents use the official National Bank of Ukraine rate: UAH 44.96/€ on 15.10.2024, UAH 48.24/€ on 15.10.2025, UAH 51.33/€ on 15.04.2026.
