Three sectors. Three sizes. The same methodology.
One is the largest freight forwarder in the world. The other two you have never heard of. That is the point. The approach does not care how big you are, because the buyers behave the same way whatever the letterhead says.
50+ qualified leads and £1.3M in pipeline in four months.
A parcel division inside one of the largest freight and logistics groups in the world needed qualified pipeline faster than its own team could build it. The sales function was strong at closing and buried under prospecting.
We built the target list against their actual service footprint rather than a generic SME filter, wrote sequences in the language of parcel and multi-modal buyers, and qualified every reply before it reached the sales team.
Over 50 qualified leads across a four-month engagement, producing approximately £1.3M in pipeline and more than £700,000 in closed annual value. Closed accounts included automotive, health and beauty and drinks manufacturing. The contract was paused because the sales team had enough pipeline to work through.
No more hours lost on bad contacts. The leads were spot on and ready to move. We closed accounts across air, sea and express, one of them now running about £250,000 a year.
Business Development Manager · Global freight forwarder14 qualified conversations and a signed contract in 60 days.
An independent fulfilment operator competing against national 3PLs and against marketplaces that sell the same enquiry to five rivals at once. Growth depended on finding brands at the moment they outgrew their current provider.
Three segments were tested against the same operational constraints, then narrowed to the two that produced buyers. Every interested reply was researched and delivered as a written brief with real order volumes, current provider and full contact details.
Over 8,000 businesses contacted across 60 days, producing 21 interested replies, 14 of which fitted what the operator could actually service, and one signed inside the campaign window. Two of the briefs caught order volumes that the brand had overstated by a factor of ten, which stopped the client quoting against numbers that did not exist.
Five qualified conversations in a brand new vertical.
A small independent same-day carrier competing on service rather than scale, moving into contract logistics for the first time and selling into a market it had never approached.
Built the ideal customer profile from scratch for a vertical the client had no history in, then ran a 30-day pilot rather than asking for a long commitment on an unproven market.
Five qualified conversations with decision-makers in a sector the client had never sold into, inside a single 30-day pilot.
What we mean when we say qualified.
Most agencies report reply rate. Reply rate includes out-of-office messages, unsubscribes and people asking who you are. It is not a measure of anything commercial, and quoting it is how a campaign looks successful while producing nothing.
A qualified reply is
A reply from a decision-maker or influencer at a corporate entity, expressing interest in learning more, requesting information or rates, or agreeing to a conversation.
A qualified reply is not
An out-of-office. An unsubscribe. A who-sent-me-this. A sole trader. A business outside what you can actually service. None of these are counted or reported as leads.
A brief you can quote from, not a name and an email address.
- Full contact details. Name, role, direct email and mobile where available.
- The prospect reply in full, so you can see exactly what they asked for.
- Researched order volumes and business profile, with a confidence level against every figure.
- Their current provider where it can be established, so you know whether this is a new account or a switch.
- A suggested opening line built on something specific about their business.
Every lead is exclusive. It is never shared with another operator, there is no fee per introduction and no commission on anything you close.
If it does not work, we keep working.
If we do not generate the agreed minimum number of qualified interested replies within the first sixty days of an engagement, we extend the campaign at no additional charge for up to thirty further days until that threshold is met.
The threshold is agreed at onboarding and scales to the size of your market. It runs both ways: it depends on onboarding being completed within five working days and leads being followed up within forty-eight hours. We cannot guarantee outcomes on conversations that go cold on your side.
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Commercial Intelligence for Logistics