We helped DSV Parcel build £1.3M in pipeline and close over £700K in annual accounts over a 4 month engagement. Here is exactly what happened.
Client Account Manager, DSV Parcel
Dana was juggling two jobs at once. As a Client Account Manager, she was fixing parcel delivery issues, pushing for upsells, and trying to retain existing clients — while also being expected to hunt new business to hit her targets. With rising costs and driver shortages across the industry, she barely had time to chase leads, let alone find ones that actually converted. Prospecting was eating into the time she needed for her existing accounts.
Business Development Manager, DSV Air & Sea + XPress
Derek's entire role was the hunt — tracking down new shippers for DSV Parcel services in a brutal UK market. Air freight had volatile pricing and limited capacity. Sea shipping was dragged down by port delays. Cold calls mostly went nowhere, and the data he was working from was unreliable. Hours were lost on bad contacts and bounced emails instead of closing deals.
We worked with both teams to define their ideal customers — sectors, company sizes, decision-maker roles. We built a verified prospect list targeting manufacturing, retail, and e-commerce companies across the UK. Every contact was a real decision-maker with a direct email and phone number.
We ran email sequences tailored to each prospect's specific logistics pain points — customs complications, mixed air/sea loads, tight delivery windows, carrier rate increases. The messaging was written by people who understood DSV's services because they'd sold them. First qualified leads started arriving within this period.
As prospects responded, our team picked up the phone. We qualified every lead on budget, authority, need, and timeline, then booked meetings directly into the sales team calendars with full briefing documents. Over the full 4 month engagement we delivered 50+ qualified leads and built approximately £1.3M in pipeline. Closed accounts include Straightset Ltd at £300K per year, Hairmadeeasi at £140K per year, an alcohol manufacturer at £128K per year, and multiple smaller accounts ranging from £5K to £30K per year. DSV paused the contract because their sales team had enough pipeline to work through.
"Norden gave me back 30-40% of my day. I was juggling retention and new business at the same time — fixing delivery issues one minute, cold calling the next. Their campaigns hit the right people in the sectors we care about. We closed new accounts from one-off shipments to regular daily collections on XPress. If you're stuck doing both keeping clients and finding new ones, Norden makes it less overwhelming with leads that actually work."
Dana Grennan
Client Account Manager, DSV Parcel
"No more hours lost on bad contacts — the leads were spot-on and ready to move. The messages felt personal, aimed at big sectors like manufacturing and retail, hitting on real issues like mixing air and sea loads, quick parcels, and customs snags. My deals sped up and closes went way higher. We closed accounts across air, sea, and XPress — one of them now running about £250K a year."
Derek Sekyere
Business Development Manager, DSV Air & Sea + XPress
Delivered for DSV Parcel (formerly XPress). Accounts closed across automotive, hair and beauty, alcohol manufacturing, and multiple other sectors. DSV paused the contract because their sales team had enough pipeline to work through.
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