Scenario · Transportation and Logistics
A logistics group's inquiries had entered one queue despite different transport and warehousing requirements. We defined service-line offers, introduced relevant intake questions and connected cross-selling with documented account needs.
9 → 15
45 → 60
20% → 25%
Comparable reporting periods
A logistics group's inquiries had entered one queue despite different transport and warehousing requirements.
The work focused on accepted logistics service agreements, qualified service-line opportunities, opportunity-to-agreement conversion. Warehousing and freight counts reconcile to the agreement total but retain their own service definitions. Cross-sell was a subset, not extra agreements added again.
Which activity helped accepted logistics service agreements, and what happened at the next decision?
What we did
The priority was accepted logistics service agreements. The team used qualified service-line opportunities and opportunity-to-agreement conversion to assess the next stages, with a clear distinction between activity and accepted outcomes.
We defined service-line offers, introduced relevant intake questions and connected cross-selling with documented account needs.
The team compared accepted logistics service agreements, qualified service-line opportunities, opportunity-to-agreement conversion across the agreed reporting periods. Warehousing and freight counts reconcile to the agreement total but retain their own service definitions. Cross-sell was a subset, not extra agreements added again.
Accepted logistics service agreements moved from 9 to 15. Qualified service-line opportunities moved from 45 to 60. Opportunity-to-agreement conversion moved from 20% to 25%.
Warehousing and freight counts reconcile to the agreement total but retain their own service definitions. Cross-sell was a subset, not extra agreements added again.
We calculated relative changes from the baseline and comparison values and reported conversion or retention changes in percentage points. We rounded displayed changes to one decimal place where needed. The figures did not establish that marketing caused the outcome.
Measurement window: Two comparable six-month service-line opportunity windows.
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