How a Supply Chain Brand’s Website Was Breaking Client Links

CASE STUDY: SERVICE BRAND OF A SUPPLY CHAIN CONSULTING COMPANY

FOCUS: BRAND DRIFT PROBLEMS | AUDIENCE: STEWARDS OF PLATEAUED BRANDS

I helped the brand see that if credibility cracks at the first click, even supply chains fall apart.

The Brand Challenge

A mid-sized supply chain consulting firm had a strong reputation for helping manufacturers and logistics teams optimise operations. Their team was experienced, their outcomes were measurable, and their client roster included big names. Internally, they believed they were holding steady—even growing in some areas. But the new business pipeline had slowed to a trickle.

Despite outreach, conferences, and direct referrals, conversions were falling off. That’s when we looked closely at the company’s website—still unchanged from nearly a decade ago. Static pages. Long, jargon-filled paragraphs. No mobile responsiveness. No proof of recent wins. Prospective clients were clearly forming impressions online—and quietly walking away.

The Brand Insight

A complete buyer journey mapping revealed the pattern: even warm leads went cold after visiting the website. Sales teams were initiating solid conversations, but decision-makers were going online to “check credibility” and coming back unimpressed—or not at all.

In B2B sectors like supply chain, the website isn’t just a touchpoint—it’s a litmus test. When the digital face of a consulting brand doesn’t match its real-world competence, it casts doubt. The client’s real challenge wasn’t lead generation or conversion—it was the brand’s own digital self-undermining. They were credible in meetings—but invisible online.

The Big Brand Idea

I proposed a radical inversion: treat the website not as a pitch platform—but as a proof engine. Rather than trying to explain what they offered, the new site would simulate the results their best clients now experienced after working with them. Every page would act like a “preview of success”: showing optimised workflows, smoother decision dashboards, and visible ROI, all tailored to supply chain roles like COOs, procurement heads, and logistics managers.

This changed the voice from selling a service to projecting a future. The site let visitors see who they could become—not just what they could buy. It created instant emotional alignment with high-stakes stakeholders who didn’t just want a vendor—they wanted confidence.

The Brand New Strategy

I scrapped the traditional navigation and built journeys around problem–resolution–result flows. The homepage led with a single bold sentence: “We help manufacturers cut operational inefficiencies by up to 30% in 90 days”—backed by animated metrics, client videos, and visualised proof.

Every page was built to serve trust. We introduced an interactive Results Hub, video explainers of past projects, and role-based content. A floating trust panel offered persistent access to credentials, awards, and partner logos. And the entire mobile experience was rebuilt from zero—prioritising speed, clarity, and interaction over legacy layouts.

10 New Content Directions

Here are 10 strategic ideas developed (and several executed) to support the new brand direction:

Results Hub Navigator: A page where users filter by challenge (e.g. delays, excess stock) and see case stories with ROI outcomes.
Mini-Dashboard Demos: Embedded video snippets showing simulated KPI improvements in procurement, warehouse, and logistics settings.
“Life After Us” Page: A bold page showing the transformed daily life of typical client roles after engagement with the brand.
Animated Timeline Explainers: Showing the before–during–after journey of typical projects in 60 seconds.
Founder’s Field Notes: A micro-blog from the founder decoding market trends and tactical shifts in real-time.
Proposal Preview Tool: A lead magnet that let users assemble a rough scope to understand timelines and estimated returns.
Voice-of-the-Client Clips: Video scrolls featuring 15–30 second praise clips recorded directly by client teams.
“Not a Fit If…” Page: Reversed the pitch by clearly stating who the brand didn’t serve—filtering noise and building edge.
Quick Insight Downloadables: 1-page sector-specific cheatsheets on metrics to watch and avoid in supply chains.
Live Trust Counter: Auto-updating number of active projects, client countries served, and delivery timelines met, embedded on every page.

Results Within 6 Months

Website bounce rate dropped from 74% to 28%, with average visit duration doubling.
Inbound leads rose 46%, with three major clients citing the new site as a key credibility factor.
Closed two multi-year retainers within 90 days of site relaunch.
Reached Page 1 ranking for three niche B2B keywords tied to supply chain diagnostics.

CONFIDENTIALITY CAVEAT: This case study represents a confidential engagement. For privacy, specific brand identifiers, campaign names, and project phases have been withheld. It has been shared with permission while preserving client discretion.

Extra Tip for Broader Perspective

If you’re an investor seeking momentum for your portfolio brands, here is one of my case studies that could interest you: “How a Workflow Automation Brand Misjudged Market Urgency.”

And if you’re a solo expert looking to sharpen traction, this case study I worked on may resonate: “Why a Leadership Coach Stopped Sounding Smart to Be Heard.”

Take your brand from stuck to full throttle − with one bold strategic shift

"One BIG IDEA can turn brand stagnation into unstoppable movement. Spots are limited each week—book your breakthrough session now."

Shobha Ponnappa

More Case Studies (and Breakthroughs) from the Brand Drift Problems Category

Subscribe For Strategy

I Bring You:

Smart insights, real-world frameworks, and idea-driven clarity – designed to help brands move.

Get my fortnightly Brand Reframe newsletter. Smart insights, distilled thinking, and focused momentum to help your brand lead.

Get my free case studies guide. Practical ideas, bold shifts, and clever transformations to propel your brand forward.

Just fill in the form to join. Get my newsletter and the guide shown alongside, all with several game-changing tips.

(No clutter. No spam, No fluff!
Your privacy is safe!)