Case Studies

Scaling a Logistics Platform from $15M to Nearly $1B in Revenue in 3 Years

Overview

An early-stage international logistics provider had strong customer demand but lacked the operational structure, leadership depth, and commercial discipline required to scale. Revenue growth was inconsistent, margins were compressed, and the organization was highly dependent on a few individuals.

I joined as an early partner to help build the commercial engine, professionalize operations, and create a scalable leadership structure.

The Challenge

  • Fragmented sales approach with no repeatable process
  • Limited international partnerships creating higher costs and slower service
  • Talent gaps in frontline leadership and account management
  • No formal KPIs or operating cadence
  • Rapid growth outpacing systems and execution
  • The business had opportunity — but not the infrastructure to support it.

What I Led

  • Commercial Engine Build-Out
  • Designed structured sales process and pipeline management
  • Recruited and developed high-performing sales and account teams
  • Implemented compensation plans aligned to growth and margin targets
  • International Network Expansion
  • Established global partnerships to reduce overhead and improve service reliability
  • Expanded cross-border capabilities to support chemical and industrial clients
  • Improved pricing leverage and operating efficiency
  • Organizational & Talent Upgrades
  • Placed the right leaders in the right roles
  • Built management bench strength
  • Promoted internally to create accountability and ownership culture
  • Operating Discipline
  • Installed KPIs and weekly execution cadence
  • Standardized processes across sales, operations, and customer success
  • Shifted from reactive to proactive performance management

Results

Revenue scaled from ~$15M → nearly $1B

10x+ growth in ~3 years

Expanded international footprint and service offerings

Improved margins through network efficiencies

Built leadership team capable of sustaining growth beyond founders

Positioned company for successful private equity transaction

Impact

This wasn’t just growth — it was sustainable scale.

By aligning talent, process, and commercial strategy, the business transitioned from founder-led hustle to a disciplined, repeatable operating model that could support enterprise customers and institutional investment.

My Role

Operating Partner | Commercial & Supply Chain Leader
Responsible for building teams, launching new revenue streams, establishing international partnerships, and driving day-to-day execution across sales and operations.

Rebuilding an Underperforming Sales Organization into a High-Accountability Growth Team

Overview

A mid-market logistics organization had strong market demand but inconsistent sales performance. Revenue was flat, turnover was high, and accountability was unclear. The team lacked structure, coaching, and a repeatable process.

I was asked to assess the organization and quickly improve performance without disrupting customer relationships.

The Challenge

  • Low win rates and inconsistent pipeline coverage
  • Unclear roles between hunters and account managers
  • Limited coaching and performance management
  • Morale issues and lack of ownership
  • Revenue targets being missed quarter after quarter
  • Leadership knew the people were capable — but the system wasn’t.

What I Led

  • Organizational Redesign
    Restructured roles for clarity (new business vs. account growth)
  • Defined expectations and performance metrics for each function
  • Eliminated overlap and confusion
  • Talent Upgrades
  • Hired 3 new high-performing sales professionals
  • Promoted 2 internal team members into account management leadership
  • Built a culture of merit-based advancement
  • Operating Cadence
  • Weekly pipeline reviews
  • KPI dashboards
  • Structured coaching and deal strategy sessions
  • Clear accountability for results
  • Compensation Alignment
  • Redesigned incentives to reward profitable growth and retention
  • Shifted focus from activity to outcomes

Results

Revenue growth returned within first 2 quarters

Improved pipeline visibility and forecast accuracy

Increased close rates and customer retention

Higher engagement and lower turnover

Built a scalable, repeatable sales process

Impact

By fixing structure first — not just pushing harder — the team transformed from reactive selling to disciplined execution. Performance improved because expectations were clear and leaders had the tools to succeed.

My Role

Led full diagnostic, organizational redesign, hiring, coaching, and implementation of the operating rhythm.

Driving Operational Rigor and Margin Improvement in a Chemical Supply Chain Network

Overview

A chemical-focused logistics operation faced margin compression and service inconsistencies driven by fragmented processes, rising transportation costs, and lack of standardized KPIs across sites.


Leadership needed tighter operational control and a clearer path to profitable growth.

The Challenge

  • Rising rail, tank, and intermodal costs
  • Inconsistent service performance across facilities
  • Manual processes creating delays and errors
  • No standardized metrics or visibility
  • Limited coordination between sales and operations
  • The business was growing — but profitability wasn’t.

What I Led

  • Process Standardization
  • Implemented common SOPs across locations
  • Defined service and safety metrics
  • Reduced variability between teams
  • Data & KPI Discipline
  • Built performance dashboards for margin, utilization, and service
  • Weekly operations reviews tied to financial outcomes
  • Shifted decisions from intuition to data
  • Sales–Operations Alignment
  • Integrated pricing strategy with operational capacity
  • Improved contract discipline
  • Prioritized profitable freight over low-margin volume
  • Network Optimization
  • Strengthened carrier and partner relationships
  • Improved asset utilization
  • Reduced waste and rework

Results

Improved operating margins

Higher asset utilization

Better service reliability for customers

Reduced operational friction

Stronger alignment between growth and profitability

Impact

The organization moved from “growth at any cost” to disciplined, profitable execution — critical in the chemical supply chain where reliability and safety drive customer retention.

My Role

Led cross-functional transformation across sales, operations, and leadership to install a performance-driven operating model.

Contact Matthew