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Contract logistics providers · Sales process

Write the steps from the first RFI to go-live, and who owns each one.

A sales process for a contract logistics provider is the fixed set of steps between an RFI and a site running under contract: qualifying, the visit, the data, the design, the price, the contract and the transition. GullySales writes those steps down, with the question to ask and the record to keep at each.

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A 90-minute audit call and a written, scored report. Turnaround, reporting and term are agreed in writing after the audit.

Colleagues review customer records and a sales pipeline on a monitor

What sales process means

A sales process is the fixed sequence of steps, such as enquiry, site visit, quote and order, that every deal is expected to pass through in the same order. GullySales writes this sequence down for your business and checks that every salesperson actually follows it.

Also for contract logistics providers

Sales and marketing for contract logistics providers, the overview.

Last updated 6 Oct 2026.

For contract logistics providers

Where it usually goes wrong, and what we would do.

  • “Sales hands the design to operations and never hears back”

    Operations disappears into a spreadsheet for weeks. The buyer asks sales for news and sales has none.

  • “The price is built on data nobody verified”

    A client's volumes are an estimate. If the assumptions are not written down and signed off, the contract carries the risk.

  • “Nobody owns the gap between award and go-live”

    The deal is won, sales moves on and the transition team starts without knowing what was promised on the visit.

What we do

What we deliver for contract logistics providers.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. A written process from RFI to go-live

    Each step named the way your team says it, with who owns it, what to ask and what to record.

    Result: A new bid manager runs a bid the way your best one does.

  2. A data request sheet

    SKU master, order profile, inbound and outbound volumes, peaks, returns, packaging, equipment and manpower the client already has.

    Result: The price is built on what the client actually sent.

  3. An assumptions register

    Every assumption behind a price, who supplied it and who on your side signed it off.

    Result: A dispute a year later is settled from the record.

  4. A bid review meeting

    Operations, finance and sales in one meeting before submission, deciding bid or no-bid, the price and the terms you will not move on.

    Result: Nobody sends a bid that operations has not seen.

  5. A clarification log

    Each question from the client or consultant, your answer, the date and the version of the proposal it changed.

    Result: The buyer never receives two different answers.

  6. A handover note to the transition team

    What was promised on the visit, the assumptions, the contacts and the dates, handed to the person who will run the first day.

    Result: The site starts with the commitments already known.

How the result is measured

  • Deals following the process
  • Time spent at each step
  • Drop-off rate by step

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full sales process design and implementation page

Steps of a sale

Take a buyer from the first RFI to a site running in six steps.

RFI and qualifying
Log the RFI and ask for volumes, SKU count, location and the decision date. Record who sent it and decide whether to bid before anyone builds a response.
Site visit and data request
Walk the buyer through the site and then send the data request sheet. Record who attended, the questions raised and the data still missing.
Design and pricing
Operations designs the operation from the verified data and finance builds the price. Write each assumption down and have it signed off before the price moves.
Proposal and clarifications
Send the proposal with a cover note and name one contact. Log every clarification and the answer, and keep one version of the numbers.
Negotiation and contract
Settle the points that matter: minimum volume, escalation, liability, payment days and exit. Record who approved any concession and why.
Transition and go-live
Hand the deal to the transition lead with the full record. Record the go-live date, the first review and the contract anniversary for the next sale.

Who it is for

This is written for these contract logistics providers.

  • Dedicated warehousing for manufacturers
  • In-plant and line-side logistics for auto and engineering plants
  • Inbound milk-run and supplier pickup operators
  • FMCG and consumer durables distribution centres
  • Pharma and healthcare 3PLs with temperature-controlled storage
  • Retail and ecommerce replenishment operators
  • Spare parts and aftermarket logistics
  • Reverse logistics and returns processing

Not for

It is not the right fit if.

  • You want a guaranteed Google ranking or a guaranteed number of leads. Nobody honest can promise either.
  • You need enquiries by next week and have nobody to answer them.
  • You want posts and reach reported, not enquiries and orders.

How it works

From your first message to the first report.

No open-ended retainer. Every step gives you something in writing.

  1. First

    Free audit call

    90 minutes with whoever handles your enquiries: how they arrive, how fast they are answered, where they are lost.

  2. After the call

    Written, scored report

    Six areas scored, fixes ranked by return and cost. If you want our help, the scope, the fee and the reporting come with it, in writing.

  3. Before work starts

    Baseline recorded

    Enquiries by source, reply time, conversion and cost per order, written down so every later report has an honest comparison.

  4. After the baseline

    The first fix goes live

    Usually the cheapest one on the report: reply time, a follow-up sequence or the marketing-to-sales handover.

  5. As agreed

    Report against the baseline

    What moved, what did not, and what changes next, in plain words. How often you get it is set in writing before work starts.

  6. At renewal

    Renew on the numbers

    The term ends and you decide whether to continue from the results. The length is agreed in writing before anything starts.

How the work runs for contract logistics providers

  1. 1

    Listen to how bids are won and lost

    The free audit call traces the last year's RFIs, who sent them, how each was answered and where the proposals stalled.

  2. 2

    Write the answers once

    An RFI library, a pricing explainer and a site visit pack that operations and sales both use.

  3. 3

    Be on the shortlist

    Capability pages, corridor outreach and a consultant briefing aimed at the people who draw the list.

  4. 4

    Run the visit and the proposal

    A bid tracker, a data request, a clarification log and a follow-up routine through the decision.

  5. 5

    Report on contracts, not activity

    RFIs, visits, proposals and contracts against the baseline taken before anything changed.

Proof

What happened when owners fixed this.

Real clients, the work we did, and the result as it was recorded. Where no number was recorded, none is claimed.

All case studies

  • Chord Road Hospital

    Situation
    Patients who knew the hospital trusted it. Patients who searched for a department or a treatment in the area did not find it.
    What we did
    • Website rebuilt around patient needs
    • Search visibility
    • Social media on a schedule
    • Review management
    Result
    • Organic traffic increased 60% within six months
    • Online appointment bookings increased 40%
    • Social following grew 45%, and engagement on it rose 70%
    Read the case study

  • Hotel Felicity Inn

    Situation
    A traveller compares three hotels on a phone and books one. The website was not built for that.
    What we did
    • The site rebuilt around booking
    • Photography and one look
    • Search work for destination searches
    • Content a traveller reads
    Result
    • Online bookings increased 35%
    • Organic traffic increased 50% within six months
    • Positive reviews on Google and TripAdvisor increased 30%
    Read the case study

Also worked with

Curtain Label · Difesa Security Services · Hands On CSR · Implevista · Kambar Group · Kalessi · Kerur Pain Clinic · LL Trust · Lucky Deals · Natural Gases · NavaShakthi Souhardha · NewCom Logistics · Proton Technical Services · SB Engineering · Shakthi Foundation · Shakthi Group · Urbanest · Insyde Studio · Venkateshwara Laser Tech · Vivara Studios

Why us

Why owners pick GullySales over an agency.

  • Marketing and sales, as one job

    Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.

  • The person on the first call does the work

    No account managers in between. You are never handed to someone you have not met.

  • A baseline before anything starts

    Your numbers are written down on day one, so every later report compares against something honest.

  • The fee in writing, split three ways

    Our time, your media spend and production on separate lines. You always see what goes to us.

  • No guarantees we cannot keep

    The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.

  • One office, and we say so

    Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.

#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.

The offer

Start with a free audit of how you sell.

It is useful on its own, whether or not you hire us.

What you receive

  • A 90-minute call with the person who will do the work
  • A written, scored report on the six places orders leak
  • Every fix ranked by what it returns and what it costs
  • The one thing to do first, and why
  • An honest line on whether you need outside help at all
  • If you do, the scope and the fee in writing

No invoice. No obligation. No sales script.

How the audit scores you: the Order Leak Framework

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FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Book the free audit
Who should lead the site visit, sales or operations?
Sales hosts and operations leads. The buyer's questions about racking, safety and handovers are for the site head, and a salesperson's guess is remembered. Record each unanswered question and send the answers in writing afterwards.
When do we give a price?
After you hold the client's data, not before. Share the pricing structure early if asked, and keep the numbers until the volumes are checked. A rate quoted to an unverified profile becomes the floor for the negotiation.
The buyer only wants the lowest rate per pallet position. What do we do?
Put your bid next to the real cost of the other options: handling charges, minimum volumes, damage terms and what is left out. Show total cost on his own volumes. If he still buys only on rate, decide whether you want the work.
What must we write down from a site visit?
Who came, what they asked, what they saw, what they liked and any data they promised. Add the next step and its date. Without the note, a visit that lasted half a day leaves nothing for the next person to use.
Should we publish how we price?
Publish the structure, not the rates. Explain what is fixed and what varies with volume, how storage, handling and transport are charged, and what happens to the price if volumes swing. Procurement can then compare you with confidence, and the real rates stay for the bid.
Our contracts stop us naming clients. What proof can we show?
Describe the site and the work without the name: the industry, the kind of goods, the size of the operation in words and the systems used. Then ask clients at signing, in writing, whether they will take a reference call. Buyers ask for exactly that call.
How soon will we see results?
Fixes to reply time, follow-up and your Google Business Profile are the quickest to show, because the enquiries already exist. Ads can follow soon after follow-up is in place. SEO and content take longer. How long each takes depends on your business, and the audit tells you which applies to you. Nothing here is guaranteed.
Who will actually do the work?
The person you meet on the audit call. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What do you need from us?
For the audit, last month's enquiries in any format and 90 minutes with whoever handles them. After that, access to the accounts the work touches, such as the website, Google Business Profile or CRM, and time for the review meetings.

From the blog

Further reading for contract logistics providers.

All articles

More for contract logistics providers

Everything else we would do for you.

Closest to this: sales craft

Also for contract logistics providers

Or start from the overview: sales and marketing for contract logistics providers.

Your next practical step

Get a free audit of how you sell, and a scored report of where the work is.

90 minutes. A written, scored report. No invoice and no obligation.

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