At Magnus Consulting, we understand the commercial impact that comes from real team alignment, deep understanding of the client’s challenges and the value of influencing the right people at the right time.  

This is why we developed the Customer Growth Accelerator (CGA): a sales-first, human-centric approach to account growth that delivers measurable results at speed. 

The challenge: Two accounts, two distinct approaches  

Our client, a global logistics and courier services leader, faced two complex and challenges: 

• A long-standing account was undergoing transformational changes with a leadership transition and mounting pressure from competitor 3PLs (Third party logistics). 

• A new logo opportunity, with a historically fragmented relationship: missed engagement opportunities, fragmented workstreams and a complex stakeholder landscape. 

What our client needed was more than standard account management. They required a focused, quickly actionable strategy to cut through complexity, align priorities and unlock incremental value quickly. 

Our Approach: The Customer Growth Accelerator (CGA)  

The CGA is designed to move quickly, in just 3 months, from insight to execution. Unlike traditional ABM, our approach, combining human insight, behavioural science and strategic messaging, is output-led and focused on commercial outcomes This ensures that every action drives a tangible commercial goal. 

Our approach delivered: 

• Deep marketing and competitor analysis: our team dives into competitor overview, decision making dynamics and stakeholder mapping; providing practical and up-to-date insights. 

• Stakeholder profiling and influence mapping: a clear view of their priorities and decision-making drivers. 

• Hyper-personalised value propositions: crafted messaging tailored to ICP priorities. 

• Strategic account planning with clear objectives: every stage produces a clear set of actions with weekly sprints to maintain momentum and maximise opportunities. 

The Impact: £451M revenue and £29.6M EBIT pipeline unlocked 

In just 12 weeks, our client shifted both relationships from tactical to strategic, unlocking significant new growth opportunities. 

• £451M new revenue opportunities 

• £29.26M EBIT pipeline 

• £65K programme investment to 269x RoI (based on weighted EBIT) 

Retailer #1: Strengthening renewal and expanding value 

Objective: Secure a major renewal and expanding value 

Key Results: 

• Raised the likelihood of a £170M renewal from 50% to 75% 

• Uncovered a new £21M revenue and £1.8M EBIT opportunity 

• Mapped and engaged decision-makers across the board: operations, logistics and board level  

• Improved CXM scores from 6/10 to 8/10 

• Elevated the client’s status to that of a strategic partner, even in a tough budget year 

What the client said: 

High-impact strategic marketing teams influence the full customer lifecycle, enabling every stage from awareness through to retention and expansion.

On understanding their clients: ‘The profiles are gold’.  

‘The profiling is really strong, and even as much as I knew [Stakeholder X] and worked with [Stakeholder X], I think it’s also helped me think about how I do business with him.’ 

On human dynamics: Improved relationships 

“Over the last six, seven, eight months, the relationship with [the retailer] has really strengthened… We are now in a much better place, and you can see that through our CM scores, our relationships, and our conversations.” 

“The CGA helped us understand the human dynamics behind the renewal – and position our value with laser precision.” 

Increased chance of success 

“I’m not saying the renewal is going to be easy, because it’s not, but it’s prepared us to be in a strong position, which we were definitely not in eight months ago.” 

Retailer #2: Rebuilding relevance and winning new business 

Objective: Enhance our client’s relevance and position them to win a new logo during the leadership transition; ensure best shape for a major RFP. 

Key Results: 

• Built a £430M revenue and £27.5M EBIT pipeline across warehousing, returns, and transport amongst others.  

• Doubled win likelihood from under 25% to 50–60% 

• Expanded the stakeholder network from 16 to 86 qualified contacts, including personalised attributes relevant to account development and new logo win  

• Built and activated a new champion around the client’s unique innovation capabilities  

• Positioned our client as a future-ready partner gaining ground during a major market disruption due to a key competitor merger 

On providing key insights into the buying group:  

“It was the insight into the buying group – the master list across [the organisation] – the profiling work and value proposition was packaged up and sent to [our internal lead] to share with the solution team to say, ‘look at what we’ve done and how much we know’. That work held up the argument for internal checks and balances. 

 On relationship development: 

“The relationship progress we had made put us in a better position to go after it and set conditions for success.” 

On improved situational awareness:  

“It helped us overcome internal inertia and put us in stronger position to respond, because we had much greater situational awareness.” 

Why the Magnus approach works 

Our Customer Growth Accelerator isn’t just a project, or a fits-all off-the-shelf solution, it is a tailored program that acts as a catalyst for growth and lasting change. By embedding actionable marketing insights, aligning cross-department teams, and focusing on the human dynamic that drive commercial outcomes, we help clients become strategic partners.  

The results?  

✅ Exponential ROI and commercial growth 

✅ Improved affinity in the relationship, driving long-term value 

✅ Enhanced value proposition and competitive differentiation 

✅ Strong stakeholder profiling enabling hyper-targeted messaging 

✅ And an agile, iterable model for success with bespoke IP and toolkits ready for scale 

If you are ready to defend a key renewal, enhance your position in readiness for a high-stakes bid, open opportunities within your existing portfolio, or simply elevate your most important customer relationships, let’s talk about what the Customer Growth Accelerator can unlock for your company.  

Book a strategy session today and discover more about how we can help you to achieve measurable growth at speed.