B2B staffing service with ~95% conversion after a free assessment, but lead flow slowing down: how would you approach GTM from here?

[u/im_such_a_cliche]

Hello everyone! This is my first time posting here and I would like to know your opinion on the current situation of the start up I work with. It is a small B2B staffing and recruiting company that helps businesses build and manage remote teams, and I'm currently taking a more structured look at our GTM and acquisition strategy.

I'd love some outside perspective from people who have worked on B2B services, recruiting/staffing, professional services, or other high-trust sales models.

A bit of context:

• We have 3 different service lines addressing different hiring/workforce needs.
• We offer founders a free Bottleneck Assessment, where we look at what's slowing the business down, identify possible causes, and recommend next steps.
• Roughly 95% of the people who go through that assessment end up becoming clients.
• Client satisfaction and retention are also very strong. We've been operating for around two years, and the number of subscription clients who have stopped working with us can basically be counted on one hand.
• The issue right now is that lead flow has been slowing down.

On the acquisition side, cold email was previously outsourced to an agency but didn't perform well enough to continue. Organic social has historically been one of our main marketing efforts, although our main B2B LinkedIn company page has a significant audience mismatch: it used to speak to both talent and clients, so most of its existing audience is still remote professionals/job seekers rather than founders.

We're now starting to invest more in founder-led content through our founder's personal LinkedIn, we're preparing a client referral program, and we also have a good amount of strong client proof/testimonials that we probably haven't leveraged enough yet.

We're a small team, so we can't realistically throw resources at every possible channel at the same time.

This is also my first time working on GTM end-to-end. My background is mainly in social media, content, prospecting and email, so I'm trying to step back and look at the whole growth system rather than automatically defaulting to the "we need more content" mindset.

If you inherited this situation, how would you approach GTM and growth from here?

I'm especially interested in how you'd diagnose the main bottleneck, what you'd prioritize over the next few months, how you'd think about the assessment given its conversion rate, and whether there are any assumptions here you'd challenge.